The Process

SuspectProspectQualified Prospect

ClientActive Client

Taking off

A WIN-WINA WIN-WINSITUATIONSITUATION

THE SYSTEMTHE SYSTEM

Knowing Knowing where you where you areare is half the battle is half the battle in achieving your in achieving your objectives.objectives.

What is a

SYSTEM?

THE SYSTEM:

• Why?• What it achieves?• When to use it?• The Program• Monitoring• What if?

The answer lies in the difference between the two – in the existence, or lack of, a system for success.

WWhy hy PPeople eople RRespond espond TTo o TThe he SSales ales SSystem?ystem?

STAGES OF THE SALES PROCESS

GATHER NAMES &QUALIFY THEM

CONTACT THEM

SALES INTERVIEW I

Because you are known to the prospect in a favorable light.

Because you approach the prospect with an idea that fits his/her needs and establish the value of your service.

Because you are diligent in determining the facts about the prospect and the prospect’s motives.

STAGES OF THE SALES PROCESS

PREPARERECOMMENDATIONS

SALES INTERVIEW II

Because you can pinpoint needs and solutions and concentrate on basic needs.

Because you can translate features into benefits, appeal to buying motives and make specific recommendations based on recognized needs/wants.

STAGES OF THE SALES PROCESS

CLOSE THE SALE

SEAL THE SALE

Because you provide constructive information and tie benefits to buying motives.

Because you reinforce the sale and remind the buyer why he or she purchased the product, you then give a future commitment to continuous service.

If what you say is what If what you say is what you think, that’s you think, that’s honestyhonesty; ;

If what you say is what If what you say is what you feel, that’s you feel, that’s sinceritysincerity; ; If what you say is what If what you say is what you do, that’s you do, that’s integrityintegrity..