Everyone has to sell something at some time in their life. While they may not be calling someone on the phone as a telemarketer or are selling a car at a dealership, everyone has at least once tried to convince someone else to do something that they didn't want to do. For example, if you're a kid and you want a pet dog but your parents don't want you to have a dog, you have to sell the idea of you owning a dog is a good thing. In this "How-to" I'll explain how to successfully pitch an idea and get positive results with six proven steps.
The six steps of selling are:
1. Planning and Preparation
2. The Introduction or Opening
3. Building Rapport
4. The Presentation
5. Overcoming Objections
6. The Closing
Things You Will NeedAn optimism and attitude that you will succeed at selling.
Step 1Step one is planning and preparing for the sale process. You need to know what you are going to say before you even start talking to whomever you plan on selling to. Rehearse possible scenarios and imagine all the possible reactions to your pitch in your head beforehand so that you can have the right answers already thought up instead of being forced to think on your toes and possible say something that will blow the sale. Rehearse, rehearse, and rehearse some more.
Another added bonus with excellent preparation that you'll be much more confident and fluid with your pitch which will generate more positive results.
Step 2Step two is the opening of your pitch. This is one of the most important parts of the selling process because it sets the mood and the tempo of the selling process. If you say the wrong things, stumble and stutter, approach with the wrong attitude, or sound non-committal, the rest of the sale will go sour. The introduction in the selling process will be where you introduce yourself and introduce whatever you happen to be selling.
Step 3Step three is building rapport which is the step where you learn everything about your prospect you need to properly pitch the product or service to them. This is where you find out about their personality, what they need, what they want, and what you want to sell them to match those. During this step you build a connection with your client which builds your credibility and your likability with them which encourages them to buy from you.
Step 4Step four is where you actually present your product in detail. Hopefully you were listening in step three because this is where you tie what they told you about themselves and their wants into what you're selling.
If you fail to tie what they said while you were building your rapport you'll lose credibility and possibly annoy your client to the point where you'll lose the sale. Don't try them on features of the product that conflicts with the rapport you built. So keep your ears open and sell the product in a way incorporates what they told you in step three.
Step 5Step five is where a battle of wills (and wit) can occur. Sometimes this step can be skipped because your client will be sold at step four but if they still have second thoughts you'll find yourself here in the selling process. Step five is all about overcoming all objections and making the client more confident with the product you were selling. This step will also be a combination of everything you were preparing for in step one and everything you learned about your prospect in step three.
Using the knowledge of the product and its features, explain the benefits it will bring by tying what the client said in step three. Make them feel comfortable in the fact that you were listening to them before and that you do have their best interests at heart. If they have questions or objections about features or whatever, politely overcome them with sound reasoning and reiterate all the positive qualities of the product.
Step 6Step six is where you see if all your hard work and perseverance has worked in accomplishing the sale. Assuming you had a positive attitude throughout the sale and built a real connection with your client there is little to stop you from finishing the sale. Close the sale by reiterating all the positive aspects of your product and remind your client of their objections and why the product overcomes them. Finally, ask for the sale. Confidently ask your prospect to act on the sale. Ask for a quantity they want to purchase or ask to lead them to papers, forms, etc., they need to fill out.
If you client falls through or wasn't sold, don't say or act in a way that could ruin future sales. Just because they didn't buy from you today does not mean that tomorrow they won't buy from you. Saying something or acting sour could ruin a potential client forever as well as ruin any chances of their friends getting referred to you.
And there you go, the best six steps of getting excellent sales. So the next time you need to ask your parents for a dog, just remember these steps and Fido will be yours.