Sunday, September 2, 2007

Sales Training Tip #200: 3-Step Sales Process

I'm always amazed at how people want to complicate the sales process. This past week I was asked by a new sales person what it takes and I replied:

1. Uncover pain
2. Evoke confidence
3. Close the sale

It's that simple. Ask questions that get the customer to reveal their pain. At the same time, ensure that the customer gains confidence that you can help alleviate that pain. Once you have done these two things, it becomes very simple to close the sale.

Nothing complex here at all. The challenge is in taking the time to develop the right questions that will help the customer see and feel their pain.

3 comments:

Anonymous said...

Good stuff Mark.
Keep up the great work.
I'm not sure what "anonymous" infers on this post, but as a former NSAer I would love to chat
732-381-3084

Anonymous said...

Selling is very simple. However, the interpersonal skill sets that are necessary to uncover the real pain and to instill confidence are not just qualities that you can buy off of the shelf. I think a person has to have some innate ability and then combine that with good training and hard work in order to be very successful in a sales position.

Peggy McKee
PHC Consulting
the medical sales recruiter
www.phcconsulting.com

Anonymous said...

Sales is a profession. Sales people are trained, not born.

There are all kinds of customers and all kinds of sales people. Personality plays into success, just like anything else. I disagree with the idea of the perfect personality for sales.