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Want to ensure the presentation you give get’s the results you expect? Follow a sales process that ensures you cover your bases and help you meet your objectives.
In this podcast, we cover the section; most people talk about when they ask about the sales process. What happens when you are with the prospect? How you execute this section of the sales process is extremely important, but it will affect your results if you haven’t done the work in the two previous sections. So, before you get in front of the prospect, ensure you’re ready.
The Sales Process Helps You Prepare For Buyer Resistance
Many people go on sales calls unprepared with a let’s see what happens attitude. Your presentation sales process is the framework to help you meet your sales call objective. You need to know what you will do, why, and when to do it. You have a big job. You need to gain the prospect’s trust, build your credibility, and show them why you are the one to help them. You need a good sales process. 
Buyers are going to resist you. It’s their job to be skeptical, and your responsibility to turn that around. When you walk in the door, you know what they are ready to say:
- I need to think about it.
- We need to get some additional quotes.
- We don’t need it right now.
- We can’t make a decision.
- I need to talk it over with someone.
- We can’t afford it.
- They will be thinking, Do I trust this salesperson?
Your Sales Process Paves The Way
The sales process helps you prepare and divert objections. It also positions you as a valuable resource when done right. We’re going to use an 8-stage sales process. Are all sales processes in eight stages? No. Your presentation process can have any number of stages you want. It can be four stages or 20. The purpose of designating stages is to make sure you cover the bases. Here are the eight steps we’ll use in this podcast:
- Arrival
- Warm Up
- Analyze needs
- Develop the solution
- Presentation/Demonstration
- The Pre-Close and Proposal Delivery
- Close The Sale
- The Post-Close
Today we will look at the first four stages and cover the final 4 in the next podcast. As you listen to this, think about the why of each stage of the sales process. Many ideas are circulating about how many stages a presentation should have, but don’t get caught up in the number of stages. Get caught up in why that stage is there, the purpose, and why you must complete it before you move on.
Enjoy the podcast.
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