Tip of the week: 3 Simple Steps to a Successful Sale!
Problem, Promise, and Path
Most of us in sales already know that we are problem solvers first and foremost. Here is a quick way to look at any opportunity that the customer has given you, and make sure you are covering these areas thoroughly. If you keep these 3 things in mind, and make sure that each one is addressed the best way, your sales will increase:
Define the customer’s opportunity (problem). Do this with your prospect at the same time. Make sure you understand the implications of not moving forward to solve and issue or introduce a new product. Find out where all the possible objections are now and possibly in the future, so you can start working on answering those
For example, you are called into a prospects office to discuss a new project. What is the new project replacing? Why? What were the problems with the old program and how is this new project/part/component going to fix all the old concerns?
Once you understand what all the problems are, this is where “sales” comes in. You have to illustrate how your product or service is going to address each of these concerns. You should also try and quantify – yes use NUMBERS – each of your benefits so your client can objectively argue your case.
For example, there is an old problem with a design that is creating 3% scrap. Your component will eliminate that scrap. Remember, it’s not just the cost of your component, but also the labor, time, energy, and any additional items that you can point to that installation of your service will eliminate. Make sure you take credit for things that you can put a hard number on, but also additional factors such as time. If you can implement your program faster than your competition, time is also money.
As you make your promises (older sales people remember this as selling the sizzle), you are building a case for your company’s products and services. Your client will have a number so he can justify why his company should switch to yours.
Now, the fun part … PATH to this success!
This is where we objectively identify what needs to be done, and by whom, in order to implement this process. You, your client, and others that are not in the room at this time, all have to agree on an implementation program. Each task of the process such needs to be identified and an owner assigned. That owner needs to make the commitment that it will be done on time.
These three simple steps to a sale all need to be done, regardless if it’s a simple transactional sales, or a complex engineering project. Businesses don’t buy things because the “want them”, they buy because they need them. If you can prove the need (problem), you will create a want (promise), and then you can both take credit for the success!
Pinnacle Sales offers sales process consulting to individuals as well as teams. Identifying your product or services benefits sometimes is not as transparent or obvious as we like. We can help you and your teams develop this process!
Give us a call, or come to our open office hours (see tab above for dates / times).