If salespeople follow the traditional sales system, we know that they should do the following:
- Find someone with interest in a product or service
- Perform a needs analysis
- Present
- Close
Just four simple steps…seems easy enough, right?
Now, this traditional sales system has been around for a long, long time, and has made people a lot of money since it is SO straight-forward, but the problem with this system is there’s actually two additional steps missing:
- Overcome objections
- Re-close
And we all know how much fun these are.
During steps 1 and 2, salespeople have spent a good amount of time building rapport with the prospect by trying to find any opportunities where their product or service would fit best…but…during the last two steps of the system (overcome objections and re-close) they end up losing that rapport since they are pushing hard for the close on something the prospect may not want or need.
Normally, the main reason why a prospect is hesitant in the first place about a product or service is because salespeople usually spend most of their time presenting on the features and benefits instead of finding the compelling reasons as to why the prospect wants to do business. They don’t spend enough time qualifying and present too soon, therefore, it leads to “think it overs, call me in a couple of weeks, we’re not ready, etc.”
So if you're are going to have a sales process, it has to be one that’s going to benefit both you AND your prospect.
To learn more, don't miss our upcoming webinar Why Have a Selling System on August 24th, from 10:00a to 11:00a. Click here to register.
