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Wednesday, September 08 2010 @ 12:52 PM CDT

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Everything you do is a sale.


Most of your actions involve the sales process:
  • when you spend time expressing your point of view;
  • spending time to negotiate your best deal;
  • swaying others to adopt your point of view. Frank Betger, in his book - How I Raised Myself From Failure To Success In Selling, exposes his selling secrets that moved him from poverty to riches. He outlines the trial, tribulations and ultimately successes of selling.


      These are the five steps of any sale:
    1. Preparing
    2. Contacting and Inviting
    3. Showing your plan and Qualifying
    4. 4. Building the Relationship and Developing the Sale
    5. 5. Making the Sale and Following up
      So you want to buy a car.
    1. Preparing – You research (however detailed or not) the dealers in the area.
    2. You contact and invite them to sell you a car.
    3. You express the type of car you want and qualify them as to their capabilities to deliver.
    4. You build a relationship while you're developing the sale for the best price, color, type, payments, etc.
    5. You believe you have made the deal of the century and then you sign the papers and the sale is made. You may not follow up thinking that they may back out of the sale , but, believe me! They will followup with you for your service business.

    Preparing
    For a greater success rate you should sit down and write out the benefits of what it is you are selling. Determine the most likely candidates that want your product or service. IF you can get their information then make a contact list. DO NOT pre-qualify the individuals on your list. You must give them the opportunity to say NO.

    Contacting and Inviting
    Now that you have your list then you need to contact them and invite them to listen to you plan. You need to show them your plan. In order, to lead them on down the path to the completed sale then you need to perfect your plan. You only have once chance to make a good impression. The more prepared you are the better you will appear. Of course, you can come off too polished so the point of preparation is to educate you on the details and create an air of cool self-confidence and a winning attitude.

    Showing the Plan and Qualifying
    When your invitation is accepted the offer the prospect the option of two possible times to see your plan. Confirm that they will be able to meet you on one of the two times chosen. You should be at the appointed place on time. Don't keep them waiting. Even though you are qualifying the individual(s), you do not know the gatekeeper. If you make an erroneous assumption at this point then all bets are off. You have failed. You may have to show you plan to many people before you find the decision maker so make each listener your ally. If you can not “SELL” them then you won't sell the person who can get the check written. Your qualifying process should answer whether they need the product or service; whether they can afford the product or service; whether they can complete the deal. Another thing to remember while qualifying is that we all listen to the same radio station, WIIFM – What's In It For Me! You need to know whats in it for the person on the other side of the negotiation. So you have spent considerable time and money showing and qualifying and they say, “NO!” What are you to do? It depends on the length of your list. If you have more contacts then say, “NEXT!” If not then build your list until you can.

    Bulding the Relationship and Developing the Sale
    Make yourself a relation-building machine. People buy from people they trust and think of as friends. You have a very short time frame to build that relationship. Be prepared. Groom yourself and READ. How to Win Friends and Influence People by Dale Carnegie has been the standard for years. READ IT! As you develop the sale you should spend more time listening than talking. They will tell you what it takes to “sell” them. Besides, next to WIIFM, we like the sound of our own voice. More often than not, if you have sit and listened to someone, they will say, “What a nice person.” Not because you are or not but because your took the time to hear them out.

    Making the Sell and Following Up
    If you have done your job well up to this point then you are with the person who can sign the contract and close the deal. You have found the decision-maker. You also know in detail what is is they want and what it takes to close the deal. Your plan developed earlier must be flexible. It is in this phase that the real plan is developed. You should only include what you can deliver. Don't over promise and under deliver. Do the opposite. Once you believe the person is in agreeance and fully understand the plan the ack for the sale. Phrase your words to flow as your presentation did but in such a manner that the request is fully understood. Make sure they know that you are serious and you are ready to consumate the deal. If all parties agree to do further business then do not leave with out a signed obiligatory statement of some sort. An order form with their name and intitials, a hand written note or the formal complete contract. The only actual legally binding piece of paper of course is the formal contract but the others will serve as a token of desire on the customer's part and a reminder of their actions. Start your Follow-up action plan no later that twenty-four to fourty-eight hours after the initial contact. You will be appreciated and they will remember you more readily. Out of sight is out of mind. Make frequent contacts but keep them short. Thanks you notes can go along way to build and cement a relationship.

    The The Sixth Step: Never STOP LEARNING YOUR CRAFT!
      Buy and read the following books:
    1. Think and Grow Rich – Napoleon Hill
    2. The Magic of Thinking Big – David J. Schwartz, Ph. D.
    3. How to Sell Anything to Anybody – Joe Girard
    4. Why We Buy – The Science of Shopping – Paco Underhill
    5. IT WORKS! - R.H Jarret - Devorss and Company
    6. Selling Air – Dan Herchenroether
    7. CALL RELUCTANCE – Dudley&Goodson
    8. $ale Dogs – Blair Singer
    9. All Business is Show Business – Scott McKain
    10. How To Read A Person Like A Book – Nierenberg&Calero
    11. High Trust Selling – Todd Duncan
    Action Steps:
    1. Write your List with details to include name, number, place of work and some personal details.
    2. Prepare your contacting speech. It should be 30 seconds or less, build curiosity, include a definite appointment time and not expose the details of your plan. Decide how you will contact the individuals.
    3. Develop your plan and practice it until your are smooth but not overly polished.
    4. Contact and invite the persons or groups to see you plan.
    5. Show the plan and qualify the prospects.
    6. Make yourself a relation-building machine. People buy from people they trust and think of as friends. You have a very short time frame to build that relationship. Be prepared. Groom yourself and READ. How to Win Friends and Influence People by Dale Carnegie has been the standard for years. READ IT!
    7. While you are showing your plan interject phrases that will lead the person to be able to accept the sale by saying yes.
    8. Practice saying phrases that will make the prospect know that you are asking for them to accept the sale and that you can deliver on the sale.
    9. Develop a plan for following up on the sale which leads to sales of your other offerings and repeat sales of your leading product or service.
    10. Write out a list of books to help you hone your skills. BUY THEM AND READ THEM!
    11. Fill in your daily journal of your journey.
    12. Start over at step number one and repeat the process, again and again and again until you have raised yourself to SUCCESS!
      13. I would say good luck but luck is the result of preparation. You will have others comment on your luck. You will smile as you realize its source. Your luck is the result hard work and repetitive actions.
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