Applies the true process to follow in order to sell more in less time. A sale is much more than knowing a series of phrases or techniques to persuade or close. Many sales people tend to think that any activity carried out is itself a sales process. Nothing could be further from the truth! The truth is that administrative issues or technological tools as CRM systems are not a sales process. A sales process aims to verify in real time and objective way the possibilities of gaining a sale. Hence the sale is not a unique activity, is a set of activities designed to promote the purchase of a product or service and these activities are carried out during various phases. What is the sale the sale itself is a process, passes through different phases.
Most of the best models emphasize the fact of selling based on an identified need, rather than describe characteristics and enumerate advantages. However, in reality, not enough with that seller believes that customer have any need: this must be willing to comment and discuss your needs. Before being able to identify a customer’s needs it is necessary to create a climate of confidence to invite the exchange of ideas. This climate requires a careful balance between the creation of a link and the use of persuasion. Before addressing the needs or facilitate a decision it is necessary to sell himself.
The steps or phase of a winning sales process a good sales process usually pass through the following stages: creating customer relationship; Understand the customer’s needs; The needs of the client; Negotiate win – win; Handle objections and close. Creating lasting relationships with customers. This is vital to get an invitation to start a relationship commercial involves removing the resistances of the customer to listen to us. The invitation is not an entry to start a sales presentation, but only for that seller is present and creates a link and there is a communication, a starting point.