The Five Steps To Creating A Sale

The following five steps must be followed in the order they are presented to be able to create a sale.

This type of selling is normally called direct sales or creative selling.

I have named the steps below in the order they should be followed.

The company you work for will have extensive information on how they want the steps followed but if you would like my suggestions on how to best do the different steps you can go to my Website http://www.thesellingfool.com/ for information on each and every step.

Prospecting
Approach
Warm Up
Presentation
Close

I will give a short definition on each of the steps here:

Prospecting:
This is the process of finding a potential prospect to make a presentation of your product or service to.

For the most part prospecting is just a numbers game but you can cut down on the number of doors or businesses you approach by doing a little research before you start knocking on potential doors are making phone calls.

Approach:
This is the technique you will have to learn to get really good at, if you want to earn a living. Remember, if you cannot get in the door, it is impossible to make a sale.

Warm up:
The Warm up is critical to develop a professional relationship with the potential customer.

The prospect has to be able to trust you before he will part with any money or sign your papers to buy what ever you are selling.

Presentation:
The way you do your presentation will depending on what you are selling. If you sell a product such as lawn equipment, vacuum cleaners, knives or other kitchen equipment you just do a bang up job of showing the prospect the ease of use and the quality of the results.

If you are selling insurance or giving investment advice you will have to depend on brochures, sales talk or your laptop projection device to get the story across.

Close:
The way I have always taught my salespeople to close was to convince the salesperson that the close is actually the easiest part of making a sale.

Some salespeople try to brow beat the prospect into buying the product or service they are selling. This is a poor practice because if they do sign the contract when the salesperson uses high pressure methods they have a tendency to cancel the order.

You will actually find in a lot of cases the prospect will be on the phone before you even get out to your car to leave and be cancelling the sale.

If they do get the product anyway they will always be a pain in the ass for you and your company from now on because they feel they were forced into to buying.

So the truth is the presentation should be so awesome that when you get to the point of closing the sale the prospect will actually want what you are selling. If they don’t buy at this point it is usually because they do not have the funds to purchase.

Now it is normal for a customer to put up a little resistance when it is time to close as most people do not want to be a push over. To get past this in most cases it is just a matter of going over the strong points and reassuring the customer it is the right thing to do.

If you go to my Website http://www.thesellingfool.com/ you can learn how to close most of the prospects you are making presentations to. Most of my sales people were always able to close in the ninety percent range, once they learned how to make great presentations.

Thank you,

Billy J Gibson
http://www.thesellingfool.com/