In this series of posts, I am going to discuss our RewireX Sales Process. To provide some structure, we have defined specific stages in the sales process. We identify them as follows
1. Create (leads)
2. Convert (to appointments)
3. Commit (The prospect to work with you)
4. Captivate (The prospect with your presentation so that they become a buyer)
5. Close (the opportunity – get a decision)
6. Care (so that you can benefit from repeat business.
Understanding this process is critical to improving your sales performance. The clearer your understanding of the different stages in the sales process, the more accurately you can fulfill them, and the more often you will enjoy a successful result. This is true of any other process so why would it be any different with selling.
Each of these is an in depth topic and will be approached as a separate blog post or a series of blog posts.
The Sales Toolbox
Within each of these stages, the sales professional relies on a set of skills to move the prospect or client along. We like to call these skills the Sales Persons Toolbox. Each ‘tool’ relates specifically to communication. They are
- Your Ability to Qualify
- Your Ability to Present
- Your ability to Get Decisions that move the prospect or customer along.
These skills are needed at every stage along the sales process. For this reason our blog series will begin with a discussion of this Sales Toolbox.
Qualifying has a specific objective. If you know how to qualify effectively, the result will always be a prospect or client who feels you understand them. Qualifying therefore is not about asking questions alone. Instead it is about asking questions while listening empathically, so that your prospect or client actually feels that you understand them.
Presenting refers to the skill of being able to present a solution is a clear way so that the prospect or client clearly understand what you are presenting to them. It is not the gift of the gab. It is the gift of being clear.
Most sales people refer to decisions as closing. They also understand closing as getting a yes. This understanding is why many sales people avoid ‘closing’. They avoid it because they know they are going to get a no, and they don’t want to be a failure, so they don’t ask at all, hoping to get lucky. We specifically choose a different word to closing to refer to this skill so that sales people understand that closing refers to getting a specific decision, Yes or No. And either decision is good.
If you analyze these three skills, it should become evident that if you get Qualifying and Presenting right, getting decisions should be easy. The reason for this is that if you truly understand your prospect of client, they will feel understood (there is a difference between you understanding them and them feeling understood – KNOW THE DIFFERENCE). When they feel understood, they are then ready to listen, and will not be fighting you as you present your solutions to them. If you choose to present a solution that you know they do not qualify for or will have no need for, you are the fool for going there. But if you have understood, and know that you have a solution for them, then if you can present it in a clear manner that makes evident how your solution satisfies there need, there should not be any reason to then use manipulative techniques to get to Yes.
The Way Forward
This blog post series will start with an in depth review of The 3 Core Skills that make up The Sales Toolbox. It will then elaborate on the Sales Process. We invite you to get involved in the discussion by commenting, and if you find value in a post, sharing it with your networks.
Welcome to the journey.