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Are You Following These Six Steps of Selling?

June 29, 2012 | Comments: 0 | Views: 189

1.Build Rapport: Definition of rapport -

  • Customer like you
  • Customer trust you
  • Customer respect you

Building rapport is the most important ingredient of any sales process. Without building the rapport you won't be able to create trust. To create trust we need to create the environment of comfort for the customer so customer will be at ease and relax. Building rapport will help us to build bridges with customer for long term. By building rapport customer will like you, trust you and give respect. For a effective communication, building rapport is a skill and an essential tool of influence. By building rapport we can create a feeling of connection with other person.

2.Find need: How do we find need -

  • Use/ask open ended questions
  • Listen

Open ended questions encourage authentic responses & two way communications in both personal and professional relationships. By asking right questions we can gain vital information of customer's current state and their expectations.

Listening is the part of finding right need of the customer. Active listening shows respect to the speaker. It shows that you are genuinely wants to understand them. It helps the listener stay focused on the conversation.

3.Build value: What is value -

Well value is fair return or equivalent in goods, services or money for something exchanged. In order to build value our product needs to be unique, offer returns, and provide after sales support. It is not about how big or small the market is, it is about how you create value. Value is about how people think and most importantly feel about something. By building the value customer can assure themselves that they haven't taken the right decision.

4.Create desire:

To make a sale, you must create a desire in customer's mind. Marketers don't sell products, they create desire. Then it becomes much easier to get someone to buy your product or service if they are convinced they already want it! Basically desire is defined as creating a gap between a person's perceived state and their desired state.

5.Overcome Objection:

Again, this is the important stage where sales people need to gain mastery. Previously explained, you build rapport, find out customer's needs, build value and create desire. In back of customer's mind he/she will always have question: Am I buying the right product or service? Remember every objection is an opportunity to close. In the event of objection sales person needs to be honest, empathize, point out the benefits and answer their questions by putting yourself into customer's shoes!

6.Close the sale:

A good sales professional identifies prospects needs and where it fits with his own product offering. He aims to satisfy customer's needs with the right solution. After building the rapport, finding customer's needs, built value, create desire and finally overcame objection they hesitate to close. Due to fear of failure sales people don't ask for sale. Instead of having fear of failure, asks customer is there any questions he can answer. Sales people get paid for getting sale. So go and ask for sale!

I hope this article helps you to learn and implement steps into real life scenario. To know more about me please feel free to visit my own website:

Source: EzineArticles
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Build Rapport


Find Need


Build Value


Create Desire


Overcome Objection


How To Close The Sale

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