Sell Step by Step

Sales is a process. By managing the process you can increase your chances of success. Throughout my sales career I have used the following steps to sell advertisers

1. Call opening (Engage the prospect)
2. Probing (Uncover needs)
3. Paraphrase (Restate customers problem)
4. Solution (Sell the customer in principle)
5. Close (Ask for the order)
6. Handle Objections (Can occur at any point)

I will discuss these steps in detail in future blogs.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Your most important question

A house is built brick by brick, a sale is made point by point. Before laying a brick the mason ensures that the previous brick was laid properly and that it is level. Before moving on a sales call you should make sure that you and the customer see things in the same way. When you make a point about the customer's business ask for confirmation by saying something like "Is that correct?" Once you get the customer's buy-in you can move on to the next point. I have been on sales calls with reps who have failed to confirm the customer's thinking who were surprised by the customer's response. By asking "Is that correct?" frequently during the call you will know when it is time to go back and cover something again or when it is time to move on. One of the surest ways to "blow" a sale is bad timing which comes from not knowing where the customer is in the sales process. Asking this simple question will prevent this from happening.

Keep Smiling, Keep Selling!

Thanks Jim Busch