Articles Tagged ‘Small business sales process’

How to Sell Anything

Friday, March 9th, 2012

Selling is easy – especially when you have a system to follow.

People always ask me what my selling methodology is. Is it Miller Heiman, Sandler, Spin Selling, or Dale Carnegie?

Nope. None of them; in their entirety, at least.

I simply believe in training needs-based sales that paints a vision for clients, and highlights how a product can remove roadblocks to achieving that vision.

Kind of a hybrid of a number of sales methodologies. I guess you can call it the jamarspeaks method! Ha…

Needs-based vision selling – this is how to do it:

1. Upfront Contract – Sandler sales teaches setting an agenda or expectations at the beginning of your sales presentation. You are the leader in your sales process. Tell you clients what is going to happen over the course of your sales presentation, and what result you want to create with your meeting.

2. Tell me where you currently are? – You can’t sell someone something new (or create a problem) without knowing the current state of your client. What products or solutions are they currently using? What picture can they paint of the current state of their business or household. Get deep inside your clients present state, and you will win.

3. Tell me about where you would like to see your business? – Here is your chance to help your client get emotionally involved in your product. People buy emotionally and reinforce that decision intellectually. By having your clients creatively describe what their business or home looks like after you work with them causes them to invest in your solution without realizing it.

4. What roadblocks exist between 2&3? – The whole reason why someone would by your product is to solve the problems that keep them from achieving their vision. Dig down deep and help your client come up with tons of relevant reasons why its tough to get from point-A to point-B. This is the juice that you will sell from.

5. Let’s chat about how we can help you… – Finally! It’s time for you to present your product. You will only communicate to your client the features and benefits of your product that relate to the roadblocks the expressed in step 4. This makes your price and presentation relevant to your clients needs.

6. Close – Ask for the order. Why do all of that great work and not ask for the sale? A phrase as simple as, “would you like to jump on board?” can be the difference between winning and losing a sale.

Jamar Cobb-Dennard

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