The Ultimate Guide to
For Small Business, Startups and Entrepreneurs
A conversion focussed sales process that delivers a consistent customer experience should be one of your top priorities. Most startups and small business operators think that selling just happens if you have a good product or if you have paid a lot for marketing. In this guide we show you the framework you need.
Step 1 - MEET & GREET
It takes 7 seconds for your prospect to make a judgement about who you are. First impressions do count and you need to be at your best always, from the way you look, the way you dress and the body language you present you are being judged before you even open your mouth.
Step 2 - THE DISCOVERY
How can you expect to meet someone's expectations if you don't know what they are.Many salespeople gloss over this very important step in the sales process. This is your opportunity to uncover all the relevant information you need to provide a customer focused sales experience.
Step 3 - THE DEMONSTRATION
Most people think that this is an opportunity to say everything you know about your product or service and show the prospect how everything works. Most of which is either not relevant or provides no real benefit to the intended purchaser. Chances are that your spei has been a total waste of time.
Step 4 - QUALIFICATION
This process helps to remove any misunderstanding or assumptions that may have developed throughout your conversation so far. Too often sales people get carried away with anticipation about a sale and forget to cover off on some crucial detail that left unchecked may derail the whole process.
Step 5 - THE OFFER
Presenting a tailored offer in writing that meets the clients needs, is the most professional, open and honest way to communicate what it is that you are going to deliver to the client. This process leaves no doubt about what they are intending to purchase and at what value.
Step 6 - AGREED OUTCOME
An agreed outcome is not the same as "closing the sale". As a customer focused procedure, it's important to remember the win win philosophy. The connotations that come with closing the sale, suggest you only have a vested interest in one side of the equation. An agreed outcome should be a win for both sides
Complete our sales process checklist and find out how you can improve conversions straight away plus setup additional performance criteria to keep things on track
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Level 4, 90 William St. Melbourne Vic 3000
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