Great selling is helping people buy.
If you can think about sales and selling as helping people buy, you will be happier to do it! The next step then is knowing how to do it! Here is a Simple 4 Step Sales Process to get you selling like a professional (to people who want to buy from you).
The Sales Mindset:
Let me explain the sales mindset problem by asking you two questions:
- Tell me about a revolting ‘sales’ experience you have had…. Easy right ….
- Tell me about a great ‘sales’ experience you have had …. You can’t?
That’s because a great ‘sales’ experience – just feels like buying – it doesn’t feel like you have been ‘sold to’. > To learn more about the importance of sales mindset.
HOW TO ~ Help People Buy From You:
Step 1: Ask them HOW they want to buy:
The first step is not to approach it like selling. When you approach a new client, the first thing you need to know is how they like to buy. Here are some examples of what might make it more comfortable for them to buy:
- Lots of information / testimonials
- Making decisions quickly or slowly
- Including others in the decision or making it on their own
Answers to these questions will change with the person; what they are buying and how important the resulting product or service is to them. Here are some great questions to start you off:
- “Normally I start by asking you a few questions about what you are interested in, is that ok with you?”
- “Would you like some help … what’s the best way for me to do that?”
Step 2: Find out what they need:
Find out your clients rational and emotional needs. When people think about selling, they will start with features, how many widgets it has, its capacity, etc. These logical, product and service are great as long as they are posed as questions.
AND ! Don’t forget two important sales rules.
Rule 1: People buy emotionally first… and then wrap it in logic. Listen for what their ego needs are, their emotional needs. Here are some examples:
- Do they need to impress their boss, wife or other?
- Are they doing this to improve themselves or feel better about themselves?
Rule 2: People buy solutions to their problems > I don’t need a hammer I need to hang up a painting.
Step 3: Find a solution that fits
From the first two steps you will know how and what your client wants to buy. Now you need to help your potential client create a vision of the future with your product or service. This is the fun part. This is where you explore options with the client until you agree on a future state which is a solution that:
- You are able to provide
- Meets their needs
- They are willing and able to pay for
Once you know this – then your job is to work towards the option that you think best suits their needs and they want to buy. This is when giving them choice kills their trust in you. Read more about choice here:
This takes me to the final step… once you have them imagining owning your product or using your service – you have to ask them to buy.
Step 4: Ask for the business!
You have to ask them to buy … this is your job ! Asking them to buy is the logical next step in this process. If your client has engaged with you in the previous 3 steps – then they are expecting you to do this. If you don’t – they might think that something is wrong or missing. It doesn’t have to be awkward, it should flow on from your discussions on the solution… here are some ideas on how to ask for the business.
- “We have a blue on in stock – can I get that for you?”
- “When are you wanting this delivered or installed?”
- “In order for you to go ahead today – is there anything missing from the solution?”
Go and try this out on your next client … and let me know how you get on ! Happy Buying !
