By Stan Fidel
This is the beginning article of 20 that I have put together regarding closing sales and becoming an extraordinary salesman or sales woman. How to structure a sales presentation is the focus of this one. I provide an overview of the 7 steps here. You already know some, so this will remind you of those. You know others but weren’t conscious of knowing those. This will make you more aware and sure. The remainder will be new and will add to your enthusiasm and motivation.
This new knowledge is a foundation for closing sales, especially the ones you previously almost made. You will add new skills by using this and this will increase your confidence and enthusiasm and ultimately make you more successful. These steps will help you develop rapport, understand your prospect better and help you be more persuasive.
Here are the steps:
5. Closing or Completing
6. Post-Closing or Post-completing
7. Alternate Completion
A brief review follows and other articles will go into greater depth providing more information that you can use for your success.
1. Preparation. Begin by planning. What is it that you want to achieve? Who else will be there? What information can you get? What else can happen? Be prepared for all possibilities. We will go into more depth in future articles.
2. Approaching. What is Approaching? It is how you begin your meeting. What is its objective. It launches your credibility and creates a relationship. Some people like casual conversation, some do not. Preparing by learning about the other person is a plus.
3. Probing. Why ask questions? Questioning assists you to know more about your prospect, his criteria, his wants, and how he decides to buy, so you will be able to make a more effective presentation at the right time.
4. Presentation. This is when you talk more than you listen. You supply the benefits that answer your prospect’s requirements. It is important that you help your prospect desire your answer to his need or forget the rest of the process.
5. Completion or Closing. This is the key part of the whole process. Action takes place only when someone completes a sale. There is no activity unless a sale is made. Asking a question that can produce a sale is critical. Subsequent articles contain several examples, and my book, All-Star Selling has many more.
6. Post-Closing. You want to stay a bit longer after the sale is made. It is good to do some things to support the buyer’s good decision. Post-closing will also prevent the buyer’s changing his mind. How you do this is by guiding your client to visualize a future situation where he is happy that he made a good choice. After that, you present a summary of what he can expect to occur next so he won’t face any unanticipated events or be disappointed. Then you request referrals.
7. Alternate Closing. You can return to previous steps to try again. You can attempt another approaching statement, do more probing, present new benefits, another closing question, or reply to an objection. Said differently, you can always go back to a prior step like approaching, probing or presenting and try again if your first close fails.
Winners prepare their sales calls. Take a few minutes to plan the outcome you want and you will achieve it. Fail to plan is like planning to fail.
You have now understood the significance of taking time to plan your sales presentation. You are planning for success
Reading this first essay gives you an introduction to the whole method. The remaining 19 flesh out this process. See my blog www.stanleyfidel.com/blog for more essays on the subject. They may all be residing there already, depending upon when you read this one.
If you have received value from this article about closing sales and want to get 20 videos that are free and give you more similar information, see www.stanleyfidel.com/free. I will email you a link right away so you can have the whole series. Until the next time, Good Selling.
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Topics: Marketing | Comments Off
Tags: best sales training, close more sales, close sales, closing sales, Marketing, marketing your business, sales skills, sales skills for newbies, sales skills for non-sales people, sales skills for techies, sales skills for women, Sales Training, selling system
MLA Style Citation:
Fidel, Stan "7 Steps To Closing Sales Using A Structured Process." 7 Steps To Closing Sales Using A Structured Process. 23 Jun. 2010. uberarticles.com. 2 Aug 2014 <http://uberarticles.com/web-owners/marketing/7-steps-to-closing-sales-using-a-structured-process/>.
APA Style Citation:
Fidel, S (2010, June 23). 7 Steps To Closing Sales Using A Structured Process. Retrieved August 2, 2014, from http://uberarticles.com/web-owners/marketing/7-steps-to-closing-sales-using-a-structured-process/
Chicago Style Citation:
Fidel, Stan "7 Steps To Closing Sales Using A Structured Process" uberarticles.com. http://uberarticles.com/web-owners/marketing/7-steps-to-closing-sales-using-a-structured-process/
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