web based sales training 9 steps in the

In Part I and Part II of this three part series on Web Based Sales Training, we started learning the 9 Steps in the Consultative Selling Process. These nine steps are:#1 Your Opening Statement
#2 Tell Them What You Have and the Benefits
#3 Prove it! (Tell Your Story)
#4 Special Bonuses and Guarantees
#5 The Price
#6 Call to Action - Ask For the Sale!
#7 Answer Questions and Objections
#8 A Further Call to Action - Closing the Sale
#9 FollowupIn Web Based Sales Training - Part III, it is time "close" on the sale, and that means, make some money! But don't get overly excited yet. In fact, this is the time to really keep your cool and continue to position yourself as a true consultaninterested first and foremost in your customer's needs, problems and challenges.In this article, I am going to cover how to effectively close on a sale by taking the following steps in the consultative selling process:#7 Answer Questions and Objections
#8 A Further Call to Action - Closing the Sale
#9 FollowupStep #7 Answer Questions and ObjectionsObjections are not to be feared. They are your prospect's questions and concerns and they need to be addressed before your prospect can comfortably move forward. There's not a single sales person alive who has avoided objections from their prospects. It's actually a healthy exchange and helps you to determine what exactly the hesitations are for your prospect. Some people will not make up their mind without a grand inquisition of every detail of your product, service or opportunity.Objections are good! Your own comfort level also will increase as you start addressing or "overcoming" these objections. Don't be concerned if you don't have all the answers either. No one is expected to. You have the option to say, "I don't know the answer to that very good question. But I do want to answer it. I'm going to get the answer and I'll give you a call later today."Then be sure to do just that. Not calling your prospect back will result in losing a huge amount of ground you covered in developing this relationship. Getting back to them as you committed to do will continue to increase your credibility.As you move forward in your marketing and sales career, you're going to hear thousands of objections. Mostly, you'll hear the same ones over and over again. Always respond with a "feel good" response, such as, "Mary, that's a very good question. I'm glad you asked me that. Here is why...."Step #8 A Further Call to Action - Closing the SaleYou are a pro at this by now. You've been giving your web visitors, email readers, and newsletter subscribers Calls to Action all along. Now you are going to tell your prospect on the phone what action she needs to take next. Do not assume that she knows what to do, even though you have already asked her to buy. You must invite her to participate and show her how. This is closing the sale. Now you are prompting them to take out their credit card.We believe that your prospect deserves to be asked to buy. We liken it to a personal invitation. After all, after you've set up your whole entire table of appetizers and refreshments to completely entice your house guest, don't you then invite them to partake of the supper?Exactly!Walk Mary onto your company website and show her exactly where to click to select the product package you discussed with her. Then take her to the place where she sets up her account and enters her payment information. Or take her order over the phone and process it for her.Whew! Congratulations, you just made your first sale using the consultative selling process. But you're not finished! Now for the followup.Step #9 FollowupCustomers who buy from you have the potential of becoming repeat customers so you must continue to remain in consistent contact with them and present other Calls to Action to move them through your sales funnel. After a consultation, your prospect may need to think things through. But the old adage "out of sight, out of mind" is very true so you need to "stay in front" of your prospect and further prompt them to take actionThis sales process may take several more calls before your prospect makes a decision to buy. In fact, some statistics report that nearly all sales take place on or after the fifth contact to the prospect. So be patient. It's all part of the natural process of digesting information and allowing the prospect to make a decision based on their needs.Follow up is not only critical, but also essential to any sales person's success. But just calling the prospect again to see if they are ready to buy is not going to be enough to get the sale. In fact, you run the risk of becoming downright annoying if you call your prospect over and over again. Calling is an inefficient use of your time. You need to automate the follow up process as much as possible as well as vary the ways in which you follow up.When you follow these 9 Steps in the Consultative Selling Process you are laying the groundwork for turning prospects into loyal customers who buy from you over and over again and feel confident in referring others to you as well. This is the best way to build a customer base who will be with you through the good times and the inevitable challenges that every business faces as it evolves.To refer back to Part I and Part II of this three part series on Web Based Sales Training - 9 Steps in the Consultative Selling Process, please see our Part I and Part II Articles in our author resources section.

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