Sales people are sales people. They are there to make sales. Make sales closure speeches. Ask for the money. But most of the sales people are not that good when proving the value of their products (at the “Proving Value” sales step) eventhough they may be very good at finding facts about the need.
“The best [...]
Well, you’re trying to sell something to someone. It’s normal that you’re just focused on your business, getting prepared, planning, making a research on the customer, how you’ll approach etc. I’ve mentioned earlier at my first post that;
“No customer wants to be sold to, they want to buy.”
So if you look from the other way [...]
In my first post I wrote about the 6 Steps Sales Plan. With the 6 Steps Sales Plan, you follow the steps to
Generate Lead (Preparation and Planning)
Do Initial Qualification by making the first contact (Approach)
Do detailed discovery (Fact Finding)
Make solution definition (Proving Value)
Make a proposal (Recommendation)
Do negotiation and make a closure (Close)
and how many [...]
6 Steps Sales Plan defines the process to be followed during the sales call. Sales method may differ (Telesales, account visit etc.), even the number of steps may differ (6,7 or 10 Steps) depending on how much you break down but the process never changes.
Some people do it by nature with no proper training, and [...]
