1. Prospecting

No matter how good your presentation is, if you don't have anyone to show it to, you will not be successful in sales. It is vital for you to develop strong prospecting skills, so you have a fresh supply of potential customers who want to buy from you.

2. Setting up appointments

What happens when you call a potential customer and try to set up an appointment? Do they hang up on you? Do they politely tell you they're not interested? And what do you say back to them to try to overcome that resistance? Being able to get in touch with a potential client and set up appointments is as important as sales itself.

Read more

3. Connecting & trust

Have you ever bought something from someone without first trusting them? Being able to build trust quickly is the cornerstone of great salesmanship. Outstanding sales people can quickly build trust and rapport with their prospect and lead them to the decision. Without it, you won't be able to get your customer to open up and talk to you - and eventually, to buy from you.

4. Presenting Your Product or Service

Most salespeople assume this is where they make or break the sale. However, while it is very important to be able to present your offer in an understandable and clear manner, it's not where the actual sale is made. If you disregard the previous step, building trust, the customer will only passively listen your presentation and then thank you for your time.

5. Closing

While most sales people give the decision in their customer hands, and with a smile on their face say: "Well, what do you think! You want to buy it?" that will not work with most people. Your client wants you to lead them to the moment and help them with the decision.

6. Overcoming objections

Most sales people give up after hearing 2 or 3 objections. And some even give up after hearing only 1 objection! You want to think about objections as questions - not as answers. For example, your client didn't say: "I don't want to buy because of X reason" but they said: "Explain to me why I should buy despite this X reason." To master sales, you must expect objections and be ready to handle them when they come up.

7. Asking for referrals & follow up

So the sale is done, what now? Do you simply thank your client for their time and walk away? The key to success in sales is asking and receiving referrals, so that you can continue your service with the people that already trust your new made customer. Referrals are so effective because you are in a way piggy backing on your clients trust with the person they are referring to, so the entire process of acquiring a new customer or client is much easier. The trick is of course to know how to ASK for referrals the right way, so your customer feels comfortable with it.

Want to master sales?
I can help.