Six Steps of Sales v. 9-10-12. Learning Objectives Understand the six step sales process Apply the six steps to any selling situation Quantify to show.

Six Steps of Salesv. 9-10-12

Learning Objectives

Understand the six step sales process

Apply the six steps to any selling situation

Quantify to show ROI

Assessing Your Skills

Use a 1-5 rating

Start with your strongest

skill

How did you rate yourself and why

Six Steps of Sales

Selling results always improve

when you have a strong process

One Step at a TimeIf you skip any of

the steps, you can jeopardize a sale

You must always have a positive

attitude

Your product or service can be effective with every prospect

Six Steps of SalesFocus on one step at a

time until it’s comfortable.

There is a learning curve, so expect to make some

mistakes.

Learn from the mistakes.

Always be digging deeper with your

questions!

Six Steps of Sales

1. Upfront Agreement

2. Rapport/Bonding

3. Clarity on your product or service

4. Prospect Discovery

5. Fulfillment

6. Desired Results

Step One: Upfront Agreement

Present yourself

Where/When/How long is meeting

Who should be at the meeting

What you intend to do

What you would like the prospect to do

What results should the meeting produce

Step Two: Rapport/Bonding

Common interests

Business

Where you live or lived

Hobbies, sports, lifestyle

What photos or objects are in the

office

Show a serious

interest in the prospect

Paraphrasing, head nod after

comments, saying “I understand” or

“Yes”

Match and mirror body language at all

times

Say “Yes”

Be yourself

Step Three: Clarity of Your Product and/or Service

Overt benefits

Why should the prospect

believe?

Trial close

• Length of time in business• Number of customers served• Testimonials • Outline of products or/and service

• Short history of person they will be working with

• Do you see how this may help you?

Step Four: Prospect Discovery

Business history

Ownership/Partners• Who is the decision maker?

Critical Success Factors• What does the prospect want the product or service to

accomplish?Prospect budget

Prospect expectations

Prospect objections

Quantification

Tell me more… What caused the issue?

What have you tried to do to fix

it?

What is it costing you in round

numbers?

What happens if you don’t fix it? At what point

does this become a crisis?

What if you could fix it? What

happens then?

How does that make you feel?

Step Five: Fulfillment

Focus on the needs—especially their main pain point

Use stories from other satisfied customers

Quantification of ROI

Investment dollars required

Address expectations

Address objections

Step Six: Desired Results

What is the next

step?

Secrets of Top Performers

Mindset of responsibility

Blame/credit themselves

Assume 100% responsibility for the outcome of the meeting.

“If the prospective member didn’t buy, it was because they, as TAB Facilitator/Coach, did not demonstrate sufficient value to compel the prospect to move forward.”

Excuses of Lower Performers

Mindset of blame

•How the prospect was qualified

•Length of the appointment (too short / too long)

•Business was too small, too big, didn’t make enough, or made too much

•Distance needed to travel to the prospect was excessive

Mindset of luck

•When a meeting is successfully closed, lower performers credit luck or some other external force.

Questions?