Sales IQ
The Goal of Each Step in the Sales Process JIM CATHCART
One of the biggest frustrations in business is when we encounter someone who performs the functions of their job without remembering why that function even matters.
It’s the typical “bureaucrat” behavior you occasionally encounter when a clerk just quotes the manual instead of doing what is obviously the right thing. “Yes, we sell that item but you should have been here before 5:00 pm to get the special deal. It’s now 5:05 pm and – even though you were in line before 5 – I can’t make an exception. Next!”
Many salespeople become guilty of that – just doing the actions and
22 | FEBRUARY 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
forgetting why they matter. Here are the “whys” behind each aspect of the sales cycle. • Preparation: Goal – to be ready to do your job well. Keep prepar- ing until you are ready to do each aspect of your job well.
• Targeting: Goal – to be calling on the right people or organiza- tions in the right way to truly be of value to them.
• Connecting: Goal – to establish
truthful communication with the prospect, so both of you are able to tell each other the truth without reluctance.
• Assessing: Goal – to fully under- stand the situation, the person, and their needs and wants that will lead to a purchase.
• Solving: Goal – to show the prospect how you can solve their problem or fill their need – and to prove it. It’s not just a pitch or presentation, but a dialogue around how you can help them.
• Confirming: Goal – to complete the purchase, to confirm their commitment to buy and your commitment to serve them. Typi- cally called “closing,” but, in real-
RAWPIXEL.COM /
SHUTTERSTOCK.COM
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32