No matter what type of sales you are in, there is a specific process in which you follow from the initial prospecting, to the ending follow-up. This process is designed with small differences by specific companies but generally has the same steps behind them.
As a saleman, you should stick to the process and let it work for itself. The client you are working with will feel a lot more at ease if you do this. Your language and repor with the client should be fluent and heartfelt. This will lead you to the need identification aspect of the process. If there is a mutually beneficial relationship to be had in continuing the process, then move onto the close. This is the most important part of the sales cycle. This is where both parties must make the decision and move forward or leave it there. Jumping forward will lead to the follow-up stage where you are maintaining the relationship with the client and helping with any other problems or needs they might have.
The sales process has been around since professional sales started. There is a reason why so many people and businesses use it still, it works. It is not meant to be used as a checklist, but more of a guideline to help you reach the close with your client. Follow it, and it will end up paying off for you.
BoweryJE22
Great work as always Thomas. Guidelines are important and being able to follow them, yet improvise, is something that is easy to learn but hard to master.
Great blog post Tom! I like how to mashed the idea of using guidelines and still using improve. I think it is important to have a balance of both when making a sale. Obviously you do not want to be a robotic salesman , but there are some customary guidelines that are respected in the sales world that people should follow.
You two are ridiculous. haha! Anyways, having all the parties at ease is essential to a successful relationship, potentially ending in a sale.