The Sales ProcessBased on Emotions

PCBNPacific Coast Business Networking

April 8, 2015

The Sales Process• 1.-Preparation- Attitude, Skills, Research, Prospecting • 2.-Build Rapport / Gain Favorable Attention• 3.-Ask Questions - Identify Pain / Discomfort • 4.-Confirm what the problem is & why it must be solved

5.-Generate Desire - Ask what will happen if nothing is done? - How will that make them feel?

• 6.-Offer a Solution & ask for a commitment to try it.• 7.- Follow-up

- Service the Account

The First StepThe First StepPreparationPreparation

• Proper Attitude• Right Skills• Research• Prospecting• Qualifying

Develop the Proper AttitudeDevelop the Proper Attitude

• Act Positively• Use Affirmations• Expect to Succeed• Visualize Success• Seek Positive Friends• Keep Your Perspective

Develop Selling SkillsDevelop Selling Skills

• Observation• Listening• Flexibility • Focus on Benefits• Time Management• Communication• Creativity

ProspectingProspecting

• Profile target customers• Contact potential targets• Use gatekeepers• Get referrals• Layering -free information• Conduct research• Networking

To Prospect –To Prospect –Develop Relationships & Develop Relationships & Network

• Board of Advisors• Social Media• Leads Groups• Chambers of Commerce• Trade Groups• Assisting Others

The Second StepThe Second StepBuild RapportBuild Rapport

• Gain Favorable AttentionGain Favorable Attention• Bonding with your prospect• Seek areas of mutual interest• Projecting the right image• Developing rapport-smile• Build trust• Evidence awareness• Be patient

The Third StepThe Third StepIdentify InterestsIdentify Interests / Needs / Pain Needs / Pain

• Ask Questions– Open ended– Listen *80% of time

• Identify their problems,pain, discomfort

• Avoid scripts- be flexible• Surface objections &

concerns

Asking Questions Asking Questions Solution Selling by Michael T. Bosworth

Identifying ProblemsIdentifying ProblemsSPIN Selling SPIN Selling by Neil Rackham

• SPIN Selling– Situation– Problem Identification– Implications– Need/ Payback

Search for Problems that your Service / Product can Resolve

The Fourth StepThe Fourth StepConfirm what the problem is &

why it must be solved • Connect the problem to

Health

Safety

Comfortable Home Financial implications Business Success Emotional satisfaction

The Fifth StepThe Fifth StepGenerate DesireGenerate Desire

• How serious is it?

• What will happen if nothing is done”

How will that make you feel?

The Sixth StepThe Sixth StepOffer a Solution & Ask for a Commitment to try itOffer a Solution & Ask for a Commitment to try it

Use Visualization If you could have (Present a practical solution ),

how would that make you feel?

Ask for a commitment to try it

• Obviously you have a problem, are you willing to try the solution?

Trial CloseAsk for the order

• Validate needs & interest• Summarize the benefits• Create a sense of urgency• Compare alternatives• Acknowledge objections• Facilitate financing

The Seventh StepFollow Up

Service the Account• Excellent service bolsters loyalty• Follow up to check satisfaction

– Product– Installation– Training– Maintenance– Billing

• Satisfied customers = Repeat customers