How To Sell

The Sales Process (How To Sell In Person)

Market Research

  1. Identify prospects (who are you customers)

Marketing

  1. Suspect for Prospects (finding your customers)

Marketing/Sales

  1. Initiate Outreach (bridging the gap with your customers)
  2. Target Outreach (qualify/disqualify your customers)

Sales

  1. Needs Analysis (find your customers specific needs)
  2. Solution Presentation (present your solution to your customers)
  3. Trial Close (ask your customers to buy)
    1. Negotiation (address any customer concerns – if required)
    2. Close (ask your customers to buy again – if required)

The Sales Process (How To Sell Online)

Market Research

  1. Identify prospects (who are you customers)

Marketing

  1. Suspect for Prospects (finding your customers)
  2. Initiate & Target Outreach (qualify/disqualify your customers)

Sales

  1. Solution Presentation (present your solution to your customers and address any customer concerns)
  2. Close (ask your customers to buy)

Rapport Script

Helps you build trust quickly:

  1. “Hi, how are you? *Handshake* My name is X. What’s your name? (Emotional Willingness & Polite Conversation)
  2. “How is your day going? Would you like a (related to product or benefit), they are free? (Facts & Information)
  3. I love that piece of clothing you are wearing (Compliments)
  4. I have the same at home (Commonalities)
  5. “Great, I’m guessing that means you are into (benefit of product)? Cool, do you use already (similar product)? Are you happy with it? That’s sounds positive/negative! (Ideas & Opinions)
  6. Why do you say that and feel that way? (Feelings & Emotions)
  7. Hi5 (Anchor)
  8. I think I can help you – I’d love to give you some ideas. Is that okay or are you just saying that to please me?” (Authenticity & Congruence)

Rapport!

1 Initiate Outreach

Description:

Once you have found prospect contact information you need to initiate outreach to start qualifying them. This step is about making contact and finding the correct decision maker. You need to find the prospect (or decision maker) and get implied permission to contact. If you cannot Initiate Outreach, you need to go back to the Suspect For Prospect step. Use the following scripts…

Location:

The scripts should be sent from your full name from generic email domain such as Gmail or Hotmail, not a branded domain. You will use the same email Subject line and thread. Load responses into CRM.

2 Target Outreach (Qualify)

Description:

Once you have found the correct decision maker you need to start qualifying them for interest in your product. This is not a sales step. If you sell here, you could be reported for SPAM. If you cannot Target Outreach, you need to go back to the Suspect For Prospect step. If you do not hear back send the No Reply Script.  If they are not interested send the Not Interested Script. If they are too busy send the Not Now Follow-up Script.

Location:

The scripts should be sent from your full name from generic email domain such as Gmail or Hotmail, not a branded domain. You will use the same email Subject line and thread. Load responses into CRM.

3 Needs Analysis

Description:

Once you have contacted the prospect or decision maker and qualified them for interest in your product, you then need to find out more about their needs. This is not a sales step. If you sell here, you could be reported for SPAM.  If they want to talk to you based in the Needs Analysis In-Person Script then use the Needs Analysis Script. Use the following scripts, as a guide only as their response will be dynamic.

Location:

The Needs Analysis In-Person Script should be sent from your full name from generic email domain such as Gmail or Hotmail, not a branded domain. You will use the same email Subject line and thread as in the Target Outreach Step. The Needs Analysis Script will be delivered in-person if possible or via phone as an alternative, but not via email. Neat casual attire is required. Load responses into CRM.

4 Solution Presentation

Description:

Once you have received permission from the prospect or decision maker to discuss their needs and discovered about them, if the prospect does not have a need, then move back to the Suspect For Prospects step. If the prospect has a need, you then can start selling. The script sequence should follow: Story, Solution and Offer Scripts. Use the following scripts as a guide only, as their response will be dynamic.

Location:

The scripts should be delivered in person if possible or via phone as an alternative, but not via email. Neat casual attire is required. Email should only be used for sending follow-up and written information after conversation. Load responses into CRM.

5 Trial Close

Description:

Once you have presentenced the product, you then should ask for a Trial Close. If the prospect accepts the solution, move on to the full Close step. If the prospect does not accept the solution, move on to the Negotiation step. Use the following scripts as a guide only, as their response will be dynamic.

Location:

The scripts should be delivered in person if possible or via phone as an alternative, but not via email. Neat casual attire is required. Email should only be used for sending follow-up and written information after conversation. Load responses into CRM.

6 Negotiation

Description:

If you have asked for a Trial Close and the prospect does not accept the solution, you then need to determine their objection(s), then answer their objection(s) and negotiation with them. Use the following scripts as a guide only, as their response will be dynamic.

Location:

The scripts should be delivered in person if possible or via phone as an alternative, but not via email. Neat casual attire is required. Email should only be used for sending follow-up and written information after conversation. Load responses into CRM.

Determine The Objection

The main objections prospects may have (in rough order) include:

  1. Have no need or willingness to pay;
  2. Have the wrong timing and it’s not urgent;
  3. Have no buying authority or ability to pay;
  4. Have no budget or ability to pay;
  5. Do not know what they get with the product;
  6. Do not like or trust your brand;
  7. Do not believe (i.e. trust) the product, service or solution will work;
  8. Do not believe (i.e. trust) the product, service or solution will work for them; and
  9. Do not think the product, service or solution is valuable.

Beyond not being qualified (1-4 above), objections raised usually come down to not enough information or rapport.

These main objections could be expressed in the following ways:

  1. “I’m not interested”;
  2. “I can’t afford it”;
  3. “I can’t make the decision”;
  4. “Not right now”;
  5. “How do I know it works?”;
  6. “This is risky for me”;
  7. “I don’t know you”;
  8. “What do I get?”; and
  9. “I’ll think about it”.

Answer the Objection

After you have determined their buying objections, it’s time to address them so they become buyers. Here are some tried-and-true ways to address the sales concerns:

  1. Ask them demographic and psychographic questions to re-qualify and segment them, explaining what type of buyer the product, service or solution is intended to benefit and those it cannot help;
  2. Re-contact them at a later date, inject scarcity and provide incentives or bonuses along with the purchase;
  3. Same as 1;
  4. Ask them demographic and psychographic questions to re-qualify and segment them and ask who the decision maker is;
  5. Explain the product features;
  6. Give them your product, service or solution expertise, credibility or credentials in the form of informational and educational marketing and sales content to teach about your brand and give them the brand story behind the product, service or solution;
  7. Provide them with social proof in the form of testimonials and success stories, give them the story behind the product, service or solution, give them your product, service or solution expertise, credibility or credentials in the form of informational and educational marketing and sales content to teach about your brand and explain what type of person the product, service or solution is intended to benefit and those it cannot help ;
  8. Provide social proof via case studies, provide a risk reversal in the form of a money back guarantee, give them the story behind the product, service or solution, give them your product, service or solution expertise, credibility or credentials in the form of informational and educational marketing and sales content to teach about your brand, show them the benefits, advantages, results or outcomes that your product, service or solution provides and show your product, service or solution is different or unique; and
  9. Give them the product, service and solution price and translate the value of that price for them into different currencies such as time and effort.

7 Close

Description:

Once you have answered their objections and negotiated with them, the prospect has an increased chance of accepting the solution now, so you then need to ask the Close again. If the prospect still does not accept the solution, you need to move back to the Negotiation step and repeat. Use the following scripts as a guide only, as their response will be dynamic.

Location:

The scripts should be delivered in person if possible or via phone as an alternative, but not via email. Neat casual attire is required. Email should only be used for sending follow-up and written information after conversation. Load responses into CRM.