Your Road to the Sale

These Steps to the Sale are your blueprint for a successful career in sales. Without this roadmap, you can get lost in the deal. Knowing The Steps to the Sale is control. Each step should be memorized until you can recite the steps exactly. This is a step-by-step process from the greeting to the close to the follow-up. Miss any step and you are building a house without a foundation. The biggest mistake salespeople make is having no process. You need measurable steps from presenting the product to delivery of the product.

These steps will be very dependent upon where you work. The order at which I say these may be different than what your company suggests. I’m only showing you what steps I know to be absolutely necessary and the order in which I believe is most effective.

1. Attitude:

Your manner, disposition, or feeling about something. This includes your mental state, your posture, your dress, your facial expressions, and your expectations. The X-factor.

2. The Greeting:

What to say, what not to say, what to expect, and how to handle the customer to bring rapport, get on common ground, and move on to the following steps. This step is critical.

3. Fact Finding:

Here you ask questions to determine what is vital, what is wanted, and what is absolutely critical to your buyer so that you can put your buyer on the right product and know how to communicate in a way that builds value.

4. Appraisal:

This is a buyer profile, used when the buyer is trading something in and should also be tapped into when there is no trade. This sets up the selection, the demonstration, and is vital to negotiations so that you know how to structure your transaction.

5. The Selection:

This vital step identifies the correct product or products that are most suitable to satisfy the buyers wants or needs and their buying patterns.

6. The Demonstration:

This step is where you take the time to show the features and benefits of the product selected. The features AND benefits. Demonstrate this to create urgency and desire for ownership now.

7. Trial Close:

This step tests where your buyer is on the ownership process and determines if your product is right for them and how close they are to purchasing.

8. Service Walk:

While this step adds 5 minutes to your process it can be beneficial to demonstrating the strength of your company to not just sell the customer but to service them after the sale.

9. Write Up:

Vital, vital, vital to present a proposal and enter into negotiations. Without a write-up, all the steps that came before and after are a waste of energy. Write up every customer. No exceptions.

10. Negotiations:

This step is misunderstood by most to mean a discount—a cut in price—when it actually means is to come to an agreement that all parties are satisfied with. It’s not back and forth it’s agreement.

11. The Close:

To get agreement and action to exchange things of value with each other.

12. The Delivery:

Making sure the product is delivered and the customer is happy and understands how to use the product improves customer satisfaction scores and ensures repeat and referral customers.

13. Follow Up:

Creatively stay in touch with your customer to ensure continued satisfaction and repeat business. Owner follow-up includes using the phone, mail, email, video, and personal visits among others.

Memorize these steps. Use them, don’t skip them, and start selling more.

To become a better closer and a top producer, you will have to master objections. Great salespeople know the difference between an objection and a complaint. Do you know what to say when your customer says, “The price is too high”, “I need to talk to my spouse”, or, "I’m just looking”?

My Mastering Objections LIVE webcast later this month is already starting to fill up. There are limited spaces available for this event. If you are at the live event you can call in and I will handle your objections on the spot. In addition, you'll receive a 50+ page eBook, 15 Objection Handling videos, a 125+ page Rebuttal Book, and footage of me personally handling the objections of a client on a live customer call.

Sign Up now.

Be great,

GC

Grant Cardone, CEO of Cardone Acquisitions operates almost 4000 units in Florida, Tennessee, Georgia and North Carolina. He is an American entrepreneur, New York Times best-selling author, speaker, motivator and online sales training expert. Cardone is a respected, highly regarded master salesperson whose passion is to teach people how to sell themselves, their products and services regardless of economic climate. His books, audio packages and seminars provide people of all professional backgrounds with the practical tools necessary to build their own economies towards the path to true freedom.

“Success is your duty, obligation, responsibility."