I've been using the sales steps in my career over the last few years and it has really paid off. Clearly, these are basic notes, and I could go in-depth for a while about each step, but this gives you a good idea of the steps I have followed personally.
A - (ACE OF PACE) make sure you mirror the prospect - pace and lead with this person. If the customer doesn't buy it's not about you. BEST ADVICE EVER "Give zero fucks and all of them at the same time." Means, Care so much that it becomes genuine and they can feel that, but then don't care at all, because if they don't buy you always have another prospect to close around the corner. (The difference between mirroring and mocking is intent)
B - (BUILD) a pre-frame and make it's sure exactly what the client needs, they should never be caught off guard that you ask them to buy at the end. You should address that in the pre-frame.
C - (CARE) really understand them, DON'T try to understand them. Do it. ย
D - (DIAGNOSE) Find the real problem. Really really finding it. Make sure you and not giving a formula before we find the diagnosis.
E - (EVALUATE) this is their turn to evaluate what we have to offer. . Sharing with them the content that is relevant to them we are NOT solving their problem. We need to put them in pain! Relevant content is taught as well. REMEMBER PAIN. Wound them - testing for fortitude.
F - (FORMULATE) Here is the prescription for your pain.ย Make it simple quick and to the point. They already know what they need. Give them the medicine to fix that pain you created.
G - (GATHER) Information to make sure it sticks. "What are the next steps"
Follow up the next day. ASK FOR REFERRALS HERE.
Then it's closing time baby!
Don't ever forget, your best customers come from your best customers. Just because you have an implementation team doesn't mean you can't make sure they stay happy. They will ALWAYS feed you more referrals the happier they are.
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