Help Yourself to Sales Success

Lesson #2

The 8 Steps toward Sales Success:

1.    Preparing

2.    Getting in Touch

3.    Uncovering Needs

4.    Benefitting Prospects

5.     

6.     

7.     

8.    

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Exercises

Getting in Touch, Uncovering Needs, Benefiting Prospects

 

Selling is about helping someone fill a gap with your product or service.

 

Step #2 - Getting in touch

 

Build the relationship by phone:

    SMILE

    Do you have a few minutes for the phone?

    Say why you’re calling and confirm their interest

    Help them realize there is a gap you can fill

    Ask “Where do we go from here?”

 

Step #3 - Uncovering Needs

 

Plan open-ended questions to learn about their personal motivators

Listen twice as much as you speak!

 

Step #4 - Benefiting Prospects

 

Only when they understand the full impact of their situation should you present your solution.

    Review each aspect of their situation then show how your offering can help.

    How else would my product/service help you?

    Get their agreement that each solution can work.

After your exercises, go back to your email and order your next lesson

Sales Make or Break a Small Business