The 5 Step Process Sale

Posted in Entrepreneur, Personal Development, Sales, SBO, Small Business by nloinc on July 25, 2011

It never ceases to amaze how so many business people over complicate the sales process! In doing so, they make it intimidating. Conversely, most small business owners have little or no sales training, even though they probably sell every day! It’s hard to get good at doing it when you don’t even know the basics. To help you get started, I’ve outlined those steps below. This 5 Step Process Sale applies to most selling situations whether it is for a product or a service. The length of time it takes to successfully complete all 5 Steps differs based on many factors.

The 5 Step Process Sale

Step 1- Develop Rapport. You must establish credibility and belief in YOU, first! The products and services come second. Your prospects need to know they can depend on you and believe what you share with them.

Step 2- Fact Finding. Your goal is to determine what the PROSPECT wants/needs and WHY! You want to make a sale, but what do they want? Be patient. This may take time. It may take several phone calls and meetings. It also depends on how effectively you ask questions to identify THEIR needs.

Step 3- Prepare your Presentation/Proposal. Your goal is to determine which product/service best meets your prospect’s needs/wants. This is NOT about how you can force your way through to close the deal. Think of THEIR needs first!

Step 4- Presentation. Present your solution to your prospect and answer their questions.

Step 5- Ask for the Decision. Get the order signed. Make financial arrangements, if appropriate. Thank them.

Yes, there is a lot to do in each of these steps! Yes, you can make it more complicated because you have special circumstances; but, if you strip sales down to its bare bones, you end up with this 5 Step Process. Think of basketball. The pros still dribble, pass, run, shoot, and rebound. They must do the basics or they cannot play the game. Whether you are a starter in high school or a professional star, you still have to do the same things. It is the same with Sales.

In an upcoming series on successful selling, I’ll delve into more detail. I’ll discuss the Traffic Light system to help you analyze when you have a Green Light allowing you to successfully move forward to the next step; a Yellow Light cautioning you to move slower; or a Red Light signaling you’ve raced ahead without achieving the goal for that Step. For now, begin applying the 5 Step Process Sale to your activities. Identify where you are in the Process with each prospect you have. Keep it simple.

Happy Selling!

Nancy