The first step in every sales process is to Get the Attention of your prospect (via an Ad or referral)
The next step is to present he or she with the Right Offer. If you have the wrong offer the sale process will end abruptly. Thus, it is extremely important that your offer is based on your prospects needs or pain; never make an offer based on what you think your prospects will like. See GEM #1
So, you’ve gotten their attention, you have presented them with the right offer, the next thing you need to do is to address their Objections and Reverse the Risk. This will help you remove any doubts or skepticism at the back of their mind. To reverse the risk, all you need to do is offer full or partial refund, if your product or service does not live up to their expectation or as advertised.
Lastly, Ask for the Sale. As obvious as this may sound lots of businesses fail to do so in their promotions/Ads. Likewise, there are many salesmen that unconsciously omit this step during their sales pitch. If you find yourself in any of these categories, rectify your Ad or pitch immediately by simply adding “Order Now”, “Call Now to Place an Order”, “Call Now for your FREE Quote”, “Buy Now”, etc. If it is an in-person sales presentation simply ask “how would you like to pay, with check or credit card?”
Believe it or not, this is all it takes to make a sale in most cases. If you are selling a high ticket item addition steps may be required.
By the way, before you leave we’re currently offering a free consultative session on how to build a behavior based, data driven automated sales prospecting system. This is the future of marketing (marketing 3.0). To book your consultative session click here.
Author: Chris Ogunor