The logical process of selling follows a structured approach to guide a customer from interest to purchase. Here’s a step-by-step breakdown:
1. Prospecting (Finding Potential Customers)
- Identify who needs your product or service.
- Focus on high-quality leads (people most likely to buy).
2. Building Rapport & Trust
- Establish a connection with the customer.
- Ask questions to understand their needs and build a relationship.
3. Identifying Needs (Diagnosis Stage)
- Like a doctor diagnosing a patient, ask specific questions to uncover the customer’s pain points.
- Example: “What challenges are you facing with your current solution?”
4. Presenting the Solution
- Show how your product or service solves the customer’s problem.
- Use benefits instead of just features.
- Example: Instead of “This tool is fast,” say “This tool saves you 2 hours per day.”
5. Handling Objections
- Address customer doubts and concerns.
- Example: If they say, “It’s too expensive,” explain the long-term value or return on investment.
6. Closing the Sale
- Guide the customer to make a decision.
- Use closing techniques like:
- Assumptive Close: “Would you like delivery on Monday or Wednesday?”
- Urgency Close: “This discount is available only until Friday.”
7. Follow-up & Customer Service
- Keep in touch to ensure satisfaction and encourage repeat business.
- A happy customer can lead to referrals and more sales.
This logical process ensures that selling is not about pushing a product but about understanding the customer and providing value.
Would you like to focus on a specific stage to improve your sales skills?