“There are four steps that are part of every sale. Here they are:”
How To Become a Rainmaker: by Jeffrey J. Fox, page 108
Chapter 37: Use The Point System Every Day
1. Getting a lead.
It all begins with a lead. A lead paints an attractive picture of a potential future client. There are no guarantees however. You must do your homework, and establish yourself as a source worth investigating. This could take more time than you expect.
If you consider this part of the process more fun than work, you’ll become more successful.
2. Getting an appointment.
Once you have qualified yourself as a potential resource, and there is a true need for your service, that it is time for you to ask for a meeting. This could either be on the phone or in-person.
3. Meeting face-to-face. It has been said that selling is a contact sport. I believe this to be true and it supports the need for you to a range of a face-to-face meeting with your prospect. This truly represents an opportunity for you to differentiate yourself from your competitors. After all, you do represent the difference.
4. Getting a commitment. If your meeting goes as planned, and you do more listening than speaking you will find yourself at a crossroads. As uncomfortable as this may be at times, it is time for you to suggest a commitment in some shape or form. This may come as a next step in the relationship, for a deposit placed to secure hey firm booking.
In review before step sales process consists of ascertaining a lead, scheduling an appointment, discussing the many options, and planning the next step.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version. firstname.lastname@example.org