regulators rules 6 steps to sales

Being a successful sales person isn't an easy task. Everything we do starts at the point of collecting prospects, as without prospects we cannot make sales. There are some steps I have learned over the course of my career that have helped me achieve success wherever I go, and I will share them with you here.1. You must sell yourself and the companyThe first thing a prospect is going to judge you on is how you initially represent your company. They can judge you on your initial phone call, or it could even be how you are groomed or dressed. They are looking for someone who shows professionalism and seems to have a strong belief in their product. The biggest part of selling yourself is beliving in yourself and your company. Prospects see this and want to work with a passionate yet not overwhelming person. Be well educated about your company history and know your competitors.2. Does the prospect have a need?You wouldn't target a Car dealer if you sold life jackets for a living. Make sure that the people you are contacting and attempting to sell on your product have some need for it. In a lot of cases a good sales person can create the need. Maybe a new mom and pop bakery didn't realize the benefits of having a website, maybe the small grocer has only accepted cash for 10 years and didn't realize the benefits of having CC processing. Whatever the situation, if you target companies with a direct need for your product first, you closing rate will be higher.3. Use multiple avenues of marketingWhy are reading my posts? Go write some of your own! Just kidding of course, but you get the point. The internet is an extremely powerful tool ant your disposal and it needs to be utilized. Get your social networking up to date; use Face book, LinkedIn, Twitter, and other sites to increase overall web presence for yourself. Also consider the value of starting your own blog, directing prospective clients to a well written blog relating to your product is a great sales tool.4. Know how to sell the investment they are makingWhat are the benefits? Why would I make the switch? Why would I take on this extra expense? We have heard it all, and will hear it all again. Look people, we are not going to sell every single darn deal. But proper preparation never hurt anyone. Sit down before your final pitch and compile 3 HEAVY facts that will sell. These are facts like, you will see a return of $5000 in your first year, or we will decrease your losses by $2000 per month. Whatever it is, go in know that working with you because you are a nice person is a distant second to what it puts in their pocket in most cases.5. Close the Door and assume the next saleSo here you sit, you just got done telling them all about how great you are and how much you are going to do for them. Now is where I disagree with a lot of sales experts, because I will fire the same question when my presentation is over every time. That question is "do you have any questions?" I have found that going right into a close directly after the presentation makes you seem like a cheesy salesperson. When you ask if there are any questions a couple key things can happen. If they say "no, I don't have any questions" then pounce like a big game cat and go for the close. If they say yes then that's when you can determine where they are interest wise, if they are asking buying questions, roll with it, answer the questions, and then ask them again, "any more questions?" Don't go for the close until all of their questions are answered. If they reject your closing attempt at that point decide whether you should push the envelope or retreat. If the prospect says, I need time to think about it after the initial presentation, my rule of thumb is go for one "If I could would you?" close and then retreat to the follow up. Experienced salespeople know when to gear down and rookies don't, but use your own instincts till you find your comfort zone.6. Always stay in contactWhether you won or lost with an initial sales attempt, that prospect still has value. If you did a good job with rule # 1 then you have at least left a good impression of the business person you are with that prospect. Following up with your past prospects/sales is a great way to collect warm referrals. They will be happy to give you a tip or heads up on a friend who may need you, or a business next door that is unhappy with their provider, or any rumors that are stirring in their social circle. As a rule I like to talk to past clients once every 90 days at least and the same goes for old prospects that didn't buy. Remember, if you accomplished rule # 1 then there is no such thing as a failed sale.

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