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STEPS 7-9 BUILDING A RELATIONSHIP AND THINKING TO THE FUTURE

I believe that winning in sales is very similar to dating and meeting a new partner and I have developed a 12-stage model which I believe everyone can resonate with.

STEP 7: A POTENTIAL RELATIONSHIP

Bridging the gap and thinking ahead

Once you have qualified that a prospect is a good fit for you, the next step is to help them cross the bridge and make a decision to choose you.
This means answering any questions your prospect has and addressing any concerns that may arise.
The same goes for the dating process- if your date asks questions about your past for example, you need to know how to answer these questions so you don’t lose them and you can continue to build a relationship with them.

STEP 8: SKELETONS IN THE CUPBOARD

Handling issues and objections

It would be great if we could go from the start of the sales process to the end of it without having a prospect object, but the reality is this is unlikely to happen.
This is the part in the dating world that skeletons in the cupboard are revealed, you know almost everything about one another and now is the time to handle any issues and try and overcome them together.
In sales, you must be prepared for prospect objections and know how to overcome them.

STEP 9: PROPOSING FOR THE FUTURE

Deciding to work together

When we have qualified properly, answered all the questions that the prospect has and when we have addressed any of the concerns they may have shown, the natural next step for both parties is to agree to work together.
All that we may need to do at this stage is show the prospect that they really can trust us to solve the problems or wants they have and ask questions which confirm the decision the prospect wants to make.
In our love lives, this is when we propose and ask our partner to marry us and unless we have completely misread the signs, we expect them to say yes as it should be what they want as well!

STEPS 7-9 BUILDING A RELATIONSHIP AND THINKING TO THE FUTURE

I believe that winning in sales is very similar to dating and meeting a new partner and I have developed a 12-stage model which I believe everyone can resonate with.

STEP 7: A POTENTIAL RELATIONSHIP

Bridging the gap and thinking ahead

Once you have qualified that a prospect is a good fit for you, the next step is to help them cross the bridge and make a decision to choose you.
This means answering any questions your prospect has and addressing any concerns that may arise.
The same goes for the dating process- if your date asks questions about your past for example, you need to know how to answer these questions so you don’t lose them and you can continue to build a relationship with them.

STEP 8: SKELETONS IN THE CUPBOARD

Handling issues and objections

It would be great if we could go from the start of the sales process to the end of it without having a prospect object, but the reality is this is unlikely to happen.
This is the part in the dating world that skeletons in the cupboard are revealed, you know almost everything about one another and now is the time to handle any issues and try and overcome them together.
In sales, you must be prepared for prospect objections and know how to overcome them.

STEP 9: PROPOSING FOR THE FUTURE

Deciding to work together

When we have qualified properly, answered all the questions that the prospect has and when we have addressed any of the concerns they may have shown, the natural next step for both parties is to agree to work together.
All that we may need to do at this stage is show the prospect that they really can trust us to solve the problems or wants they have and ask questions which confirm the decision the prospect wants to make.
In our love lives, this is when we propose and ask our partner to marry us and unless we have completely misread the signs, we expect them to say yes as it should be what they want as well!
James White

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