Hello and thank you for visiting my blog.
This is the last part of my series about the sales process.
If you haven’t yet read my earlier posts I advise you to start with them.
Sales Process Step 1 – Activity
Sales Process Part 2 – Prospecting Sales Process part 3 – Presentation, Do something unexpected!
Sales Process part 4 – Needs Analysis, Whats in it for me?
Sales Process part 5 – Product Presentation, How can I help you?
Sales Process part 6 – Sales Arguments, Can you handle the heat?
Sales Process part 7 – Closing Techniques, Be Brave!
In the last part of the series I want to cover one of the most important parts of Sales.
When you have sold to a customer many salesmen feel that their job is done.
They have made the sale and if the customer is to buy again they’ll have to contact you.
Put yourself in the seat of the customer. How do you think they will feel now?
They usually feel tricked, used and abandond.
Often they don’t have full understanding of the productand it’s uses and can’t use all it’s features leading them to become unhappy with their results.
Instead, set a goal for the customer. What do you want them to buy and spend through you each year.
When you have this goal for the customer then it is much easier to motivate yourself to really take care of them.
Once you have sold to the customer the first time. Help them and make them as pleased as possible.
It is important to not sell to them in every instance you speak to them. Try to sell in every other contact.
See to it that they can use your product to its full potentiall to optimize their experience.
Always remember, people make decisions based on their emotions much more then by rational reasoning.
They will usually follow their emotions, make a decision and then rationalize it afterword.
Help them with the rationilization and show that you care about them and their feelings and future sales will
be easy to make.
This sums upp my first article series about the sales process.
In the future I will dig deeper in the different parts of the process so we might together learn
more about those details.
Good luck to you and thank you for reading this series.