What are the sales steps you use?

Quote:

Originally Posted by Thomas

Everybody has their own style. I have read before that salespeople should make small talk about trophies and pictures and stuff like that and maybe it was Gitomer or Mackay who said it but I still think they are wrong.

What are the other ways to develop rapport in the beginning other than that?

The only other way i can think of is through questions that have to do with business but transfer into personal aspects.

Actually Step 1 is set your intention. You can use affermations to make your intention stronger. The one with the strongest intention wins.

I was at a hotel last holiday season with some friends talking about old times and every day events these are friends that we have known each other for over 20 years. One of the girls says something about Alec Baldwin being on Celebrity fit club. I happened to see the episode (don't hold this against me) and knew that there was a Baldwin Brother but not Alec Balwin. We argued about it and even bet a bottle of Cristal on it. She continued on how she is positive it was Alec and even called her mother to have her look it up on the internet. At this point I was doubting myself because she had such a strong belief that it was Alec. If you would have asked anyone else at the table who was on the show based on the arguements presented they would all have said Alec, because my friend had a strong intent than I did. That night when I got home I checked and I found it was actually Billy Baldwin. For New Years eve I got a bottle of Cristal Champagne, but more importantly I learned a lesson. The one who has the strongest intent ussually wins.

Think about this next time before you go on a sales appointment.

Now that you know what Step 1 is, what do you think Step 2 is?

Quote:

Originally Posted by Jorel

Actually Step 1 is set your intention. You can use affermations to make your intention stronger. The one with the strongest intention wins.

I was at a hotel last holiday season with some friends talking about old times and every day events these are friends that we have known each other for over 20 years. One of the girls says something about Alec Baldwin being on Celebrity fit club. I happened to see the episode (don't hold this against me) and knew that there was a Baldwin Brother but not Alec Balwin. We argued about it and even bet a bottle of Cristal on it. She continued on how she is positive it was Alec and even called her mother to have her look it up on the internet. At this point I was doubting myself because she had such a strong belief that it was Alec. If you would have asked anyone else at the table who was on the show based on the arguements presented they would all have said Alec, because my friend had a strong intent than I did. That night when I got home I checked and I found it was actually Billy Baldwin. For New Years eve I got a bottle of Cristal Champagne, but more importantly I learned a lesson. The one who has the strongest intent ussually wins.

Think about this next time before you go on a sales appointment.

but didn't she have stronger intent then you, by calling her mom???

Quote:

Originally Posted by benjamin-benjamin

but didn't she have stronger intent then you, by calling her mom???

Yes that is my point. Even though I knew I was right, I was now starting to doubt myself. Even though I knew I was right everybody else believed what she was selling over me. She won the debate at the table that night.

Many times potential clients have objections to our presentations. If we have a strong intent going into the presentation then we will doubt our abilities less and our clients will be less likely to have objections.

Quote:

Originally Posted by Jorel

Yes that is my point. Even though I knew I was right, I was now starting to doubt myself. Even though I knew I was right everybody else believed what she was selling over me. She won the debate at the table that night.

Many times potential clients have objections to our presentations. If we have a strong intent going into the presentation then we will doubt our abilities less and our clients will be less likely to have objections.

not to be argumentive, but i don't think that story conveyed what you were trying to say. the person with the most intent was wrong and lost...

Quote:

Originally Posted by benjamin-benjamin

not to be argumentive, but i don't think that story conveyed what you were trying to say. the person with the most intent was wrong and lost...

You're right the person with the most intent was wrong and lost. And most salespeople have encountered a prospect who has more intent than the salesperson. And even though we as salespeople may be right we will not win if we do not have more intent than prospect even if he is wrong.

BTW ... Thank You for your observation. My intent with that story was to make people think about the power of intent. And I may be wrong ... but I believe you have done just that.

Quote:

Originally Posted by Jorel

You're right the person with the most intent was wrong and lost. And most salespeople have encountered a prospect who has more intent than the salesperson. And even though we as salespeople may be right we will not win if we do not have more intent than prospect even if he is wrong.

BTW ... Thank You for your observation. My intent with that story was to make people think about the power of intent. And I may be wrong ... but I believe you have done just that.

for the record i do agree with you about the power of intent...

What was your friend's intent?

Quote:

Originally Posted by Thomas

What was your friend's intent?

She had the same intent as just about every other person walking around with their head in the clouds, to be right.

The problem with that is you often don't learn a lot when you are right, people tend to learn more from their mistakes.

Now the second step as already posted would be rapport. This topic is covered in other posts so I won't delve into it.

But who can guess what the third step to the sale process is?

Quote:

Originally Posted by Jorel

But who can guess what the third step to the sale process is?

When do you start the interview step?

What are the sales steps you use?

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