by Gail Kasper, Author, Television Host, Certified Fitness Trainer, and Motivational Speaker
The basic elements of selling are the sales process: build rapport, uncover needs, present solutions and close.
Actually, when you are in the job of selling, you want a "yes" answer from your client: Mr. Customer, based on our discussions, can you see how this product will meet your needs and increase your revenues?
To achieve this level, there are some critical steps that must be handled with diligence and precision.
Asking Open-Ended Questions: Open-ended questions will help you to understand the challenges your customer is facing, the solutions that will meet those needs and the ultimate up-sell opportunities within your organization. The more you can align yourself with your client's concerns, the greater your chances of capturing their business.
Elaboration on their responses: After you ask a question, it is important to follow up with another question. You want to get to the heart of their issue. Your initial question might be, "What office supplies are you currently ordering?" A follow up to this question might be, "How often do you place an order?" Another follow up to this question might be, "What if I could create an annual contract that would save you time in your ordering process, and at the same time save you money, would that be of benefit to you?"
Keep Your Mouth Shut: One of the most difficult challenges for sales representatives is keeping your mouth shut after asking a question. As we start to hear familiarity in a response, our tendency is to jump in and comment, rather than to continue listening. You must continue listening, take notes and prepare to ask the next question.
Presenting Your Solution: People are likely to buy things from you because you are solving a problem, or enhancing their business or life. What this means is that people will only buy stuff from you if it helps them enhance their lifestyle, makes it easier or saves them time or money.
Practice: When a sales opportunity presents itself, it's time to practice. Based on the industry for which you will be meeting, make a list of questions, potential challenges and possible solutions. Keep in mind that every situation is unique, but there are always similarities. Practice does make perfect, and can create the perfect sale.
The sales process should be not minimized, as it is a proven process that works!
About Gail Kasper:
Mid-1998, Gail Kasper started her business from a small one-bedroom apartment, with no money and no clients. Today, Gail is the host of the late-night television show Raw Reality, one of the nation's leading speakers, author, Top 1% Club Mentor, advice columnist, Certified Fitness Trainer, Ms. Continental America 2008, and the creator of SAD-T™ (Systematic Attitude Development- Technique™). A former Contributing Editor to Success Magazine with the "Ask Gail" column and host of the "Ask Gail" segment on the Comcast morning show, Gail is the author of her self-help autobiography Another Day Without A Cage: My Breakthrough From Self-Imprisonment To Total Empowerment and the self-help parable Unstoppable: 6 Easy Steps To Achieve Your Goals. With national media appearances that include Inside Edition, The Today Show, FOX Business News, and Oprah and Friends, Gail has earned the ranking of an in-demand national media personality who has been the topic of discussion on Regis and Kelly. Also, the current host of the Philadelphia Visitors Channel, she has also made numerous appearances on network affiliates that include ABC, FOX, CW11, Comcast, and CBS, where she co-hosted the Emmy award- winning America's TVJobNetwork. www.gailkasper.com
This article is courtesy of the Top 1% Club and the Top 1% Club Mentor Gail Kasper. For additional information on Gail Kasper, her television appearances and speaking engagements, please visit gailkasper.com.