Let me ask you a question. Do you have a sales process? Not sure? If your business begins to outgrow you and you have a need to bring on other support would you be able to lay out a very specific process your new sales agent should follow to sell your business? Maybe you are saying to yourself, I am not a sales person, I simply find out if there is a need and tell people what I do. Guess what, that is a sales process. Could you improve your process and close more sales? I bet you could.
Most solopreneurs would prefer to focus all their energy on daily business operations and serving existing client demands. However, failure to focus on gaining new business from current and potential customers in order to grow and sustain your company can lead to closing your business. The selling process has six key steps. Virtually every sales interaction will follow these steps, whether it lasts several minutes or several months:
- Prospect– Marketing activities that drive prospects into your pipeline
- Initial Contact– Begin building the relationship
- Sales Presentation– Interview process discovering needs, wants and solutions
- Overcoming Objections– Helping the prospect feel safe in purchasing your services/products
- Closing the Sale– Asking for the business
- Follow Up and Service after the Sale– Maintaining the relationship
As you develop a sales process that is right for you and your business and continue to improve your skills you will ultimately close more business for the same amount of time you are spending now. A few things to keep in mind as you create your sales process.
- Be sincere about your desire to help the prospect. Making the sale should be your secondary objective. This attitude will come through in every encounter and will help you build long-term relationships.
- Stay focused on always providing value and delivering more than promised.
- Be direct with your communication. Beating around the bush only frustrates people. Answer all questions. Never patronize.
Taking the time to create your own process will make you more confident when you are offering your services to prospects. It also allows you to measure your results and make adjustments where necessary. Such as overcoming objections by helping your prospects feel safe and understand completely how you are going to solve their problem. I encourage you to put pen to paper (or fingers to keyboard) and write out your entire sales process including your dialogue. Then begin practicing until it becomes second nature. If you are a serious solopreneur you will soon see the benefits in doing so.
Unsure about how to get started? I can help,,,,check out this workshop
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Tags: closing the sale, objections, presentation, sales process, solopreneurs
June 10th, 2009 at 12:55 pm
Thanks for posting, I’ll definitely be subscribing to your blog.
June 15th, 2009 at 1:35 am
Great post.
Many starting out do not know their Markting Objective. This is what you want visitors to do. It may be buy something. But more likely it should be join the mailling list.
Once a person is on your mailling list you can market your product to them using email - The most powerful marketing method.
I help business people to prepare a business strategy based on the Marketing objective. This is to ensure their success.
Have a great day.
Brian
Motivational Speaker
www.e-marketingsolutions.info
June 23rd, 2009 at 8:50 am
Awesome post! Thanks