Speed Up Your Sales Cycle..!!
Steve Allan
Futures Trader - Author of “Sales Masterclass” - Creator of “Sales Training Academy” on YOUTUBE
Speeding your sales cycle is easy when you understand that selling is easy. It’s easy when you know what elements make up a sale.
First, work out, what I call your base of influence. Your base of influence is made up of people you know. Because I believe in my products and services and I expect my friends and family to buy from me.
Everyone has a base of influence. Work it. Then go after the people they know.
If your own family or friends won’t buy from you, how are you going to close a complete stranger?
Most people over complicate the sale. Remember when you were a child and you wanted something badly enough. You shut down the distance to getting what you wanted.
You didn’t ask from a distance. You sat on your parents lap and asked again and again.
That’s how you need to approach your customers. The closer you get, the more deals you’ll close.
Don’t be afraid to ask the hard questions. The reason most salespeople miss sales is because they didn’t ask for it.
Watch a child in action when they want something badly enough. They will keep going and going, even resulting in using their emotions to their full potential. Sulking, getting upset and in some instances, bring on the tears.
Mentioning that you might do business in the future is not asking for the sale. Saying “DO IT NOW” is asking for the sale.
Too many people believe they’re closing the sale, when in truth they’re not.
If they aren’t buying, ask the hard questions:
- What would you need to see happen to buy this today?
- Is it because you don’t like me?
- Is anyone else involved in the decision on this?
- Don’t you believe this will work for you?
Always keep the end in mind
I have worked with so many salespeople that think they’re doing enough BUT THEY’RE NOT. You might not feel like it today or after you’ve been rejected 100 times, but no one cares how you feel about it. KEEP GOING..!!
How do you create happy customers? You close them and get them owning your product. The people that are most unhappy are the ones that you didn't close. Because they still have a problem that needs solving.
The sale is made up of 6 areas
- Getting Attention
- Establishing wants and needs
- Selecting a product and presenting it
- The negotiation
- The close
- The follow up
You want each step to be fast and effective. You don’t want a long sales cycle. Your customer doesn’t want a long sales cycle. SO SPEED IT UP..!!
ASK THE RIGHT QUESTIONS..!!
Go after your customers like a little kid that wants the latest toy. Keep asking. Then ask more. NEVER QUIT.
If you want your business to reach it's full potential, then find out how I can help your business and visit www.AllanAcademyBusiness.com to unlock your true potential, or get in touch on 020 8226 6695.
Steve Alan is a sales training specialist, business consultant, author and creator of a virtual sales training program. He has helped a wide range of businesses grow during one of the worst economic downturns by improving sales skills and tweaking their sales cycle to be more effective.
Steve is currently working with companies that do sales to the tune of ￡100 million a year, which is why he is earning the name of being #no1salestrainerintheuk
Steve has turned his “Sales Masterclass Book” into a live seminar program, helping businesses to ditch their outdated methods of selling to deal with the customer of the future, whose short on time and has information at their fingertips.
Allan has written two other books due for release “The Sales M.O.T.” & “The Five Fold Player” as well as developing “Sales Training Academy” www.AllanAcademy.com which is an online educational program for businesses that provides training on increasing sales, improving attitudes and igniting energy.
Steve’s contagious energy and delivery of all stuff sales, by taking the complicated and making it easy to understand is what gets his audiences involved and keeps them entertained.
Steve has spoken to many business students at colleges and universities as well as helping to create many young millionaires.
He just want to turn his hand to helping as many people as he possibly can. He believes that the social media generation of entrepreneur’s, inventors and sales people need as much help as they can get.
Steve currently resides with his wife, entrepreneur Nicola Allan, in London.
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