11/15/2022
my experience I have found that a lot of people complicate the sales process by adding to many steps. I know that's how I felt when I first started in sales. So I took my experience and simplified the sales process, specifically for Remote Sales but this can also be applied to face to face interactions as well.
It's a simple 4 step process.
Step 1: Introduction - pretty straightforward but in remote sales, I like to give the customer a little background about myself and experience so they know they are dealing with an expert.
Step 2: Investigate - I like to use the words “investigate” because qualifying or fact finding just doesn't get the point across. You want to investigate and find out as much about your prospects situation. Investiage the pain points, find out what problem they are looking to solve.
Step 3: Presentation - when you present your product/service, you want to present it in a way that is specifically tailored to your prospects situation. Don't just start firing off every feature and benefit because some of them may not be important to your prospect. This is why it's so important to properly investigate your prospects situation.
Step 4: Close - this is where you will present the investment figures to your prospect, negotiate if needed and close.
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