Walking the Road to Successful Sales

The steps required in selling are vital to creating the sale. It is important to memorize and understand each step in this process. Don’t be reasonable - if you take a shortcut in the sales process, it will cost you time and money.

Here are the 13 steps in the sales process:

1. Attitude

   1. Manner/feeling

2. Greeting *MOST CRITICAL STEP*

   1. What to say / not say

3. Fact-finding

   1. Finding what’s critical

4. Appraisal

   1. Buyer profile - negotiation

5. Selection

   1. Finding the best product for each client

6. Demonstration

   1. Features & benefits

7. Trial close

   1. Where they are in the sales process

8. Service walk

   1. Service after sale

9. Write up

   1. It is VITAL to set up a proposal

10. Negotiations

    1. Come to an agreement

11. Close

12. Delivery

    1. Increase customer satisfaction & ensure referral

13. Follow up

    1. Personal visits, email, phone call, etc.

The biggest mistakes made in the sales process:

1. Using a “random approach” -- know what step is next!

2. Skipping steps - Each step applies to everyone

3. Changing order - Makes process longer

4. Taking shortcuts - Costs time and money

5. Being talked out of steps by customers - Sellers are in control of the process

6. Not getting answers to questions asked

7. Avoid asking questions

8. Jumping forward to price before knowing the best product

9. Unable to handle tough customers

10. Being too “mechanical” - Not fluid!! Results to more training, repetition, and practice

Commitments you need to make in order to successfully make a sale:

• Know these steps off by heart.

• Know the purpose and benefits of each step.

• NEVER skip a step.

• ALWAYS get answers to questions you ask.

• ALWAYS handle customer’s objections – acknowledge.

• Always be positive with everything you do.

• Always agree with the customer.

• Always approach each step from a service mode.

And always remember, people do business with people they like, trust, and feel good with.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

Understanding Buyers and their Money

There is NO shortage of money.

Stop believing there is a scarcity of money. There’s plenty to go around.

You don’t need to make money, you need to connect with it. If others have a hard time getting money from you, you’ll have a hard time getting money from others.

It’s easier to get the second money than it is the first money. The flow of money takes a little while to start, but once it begins, the buyer becomes more open to making more purchases. The second purchase validates the original purchase... “second money”.

Wait until the moment when the transaction is almost complete, this is your chance to upsell; ask the question: “would you consider adding, going up to the next level? It would only cost you [blank] more”.

You are in the people business. The weakness of all salespeople starts with people. People first, product second.

If you are a people, first salesperson, you focus on how to:

·        Market

·        Promote

·        Close

·        Deliver

What’s important to your buyer?

·        Himself

·        His time

·        His money

·        His decision

Communication - The process in which information is exchanged between individuals through common symbols and behavior. 

How much are you interested in your customer? Make them the most interesting people in the world. 90% of salespeople don’t take the time to find out and ask questions! Take an interest in your customers. Communicating effectively is the exchange of ideas.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

Manage Your Energy and Remain “Cool”

People usually burnout and experience exhaustion when they push themselves to the limit with a high level of intensity - in order to accomplish a specific task or goal.

The best way to manage your energy is to remain calm and control your emotions in any specific situation - remaining calm will release all strain and stress, ironically, victory comes when you stop struggling.  As the saying says: " remain cool ".

Cultivating calmness keeps you happy and helps you consistently achieve your goals without exhaustion.

Managing your energy means taking control of your impulses, performance, emotional behavior and thoughts in a way that it is done with calm and positive thoughts, the strategy is to " keep calm and carry on ".  Calmness helps you conserve your mental energy and allows you to exercise self-control without effort, stress and negative thoughts. 

In our western culture, it's a common belief, that happiness equates to high-intensity emotions such as being a perfectionist, elated, eager for more & high-intensity activities such as being on top of things, multi-tasking, available 24/7. In reality, happiness comes from low-intensity emotions and activities like focusing, being calm, serene, content and in peace. 

When at work, replenishing your energy might mean, going for a walk, taking a break, meditating for a few minutes - all low impact activities. When you are not at work, detach yourself from work, don't take work home, turn off all those technology devices.

In summary, cultivating calm provides you with more focus, more energy and as a result less stress, a clearer mind and a sharper focus to get your work done while at the same time you remain balanced and enjoy the process.

As a result, you are happier and more successful.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca