Discover The 6 Steps to Every Sale
Copyright © 2005 Stephen James
The Business Club
http://thebusinessresultscentre.com/
Laptop Battery
When you walk into a retail store, what is the most common
question you are asked by the shop assistant?
laptop computers is driving strong sales for notebook computers, according to the latest quarterly sales figures from the research firm IDC, which reported a 37% computer sales for the second quarter, compared with a year earlier. In the U.S., laptop sales grew 17.7%, while sales of desktop computers and servers fell 4%. The New York Times ( 10), CNET ( 10)
Thinkpad Is it..."Can I help you?"
According to the indictment, Jones would steal various IBM and Penguin computer servers from Verisign's warehouse in Virginia and sell them to Johnson. Johnson would then sell the servers to several individuals, who would sometimes place them for sale on eBay. As a result of this scheme, the indictment alleges that Jones and Johnson caused Verisign to lose more than $120, 000 worth of computer equipment. In the indictment, Jones and Johnson are charged in three counts with causing the interstate transportation of stolen property, namely IBM 330 and 335 servers, in violation of 18 U.S.C.
Microsoft I bet it is...and if so, what is your normal response?
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Laptop Computers Well I'm guessing that most people just turn on the auto pilot
and respond..."No thanks, I'm just looking".
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Laptop Computer After that brief interaction, some people might choose to buy,
and others might just walk out of the store empty handed.
year career at IBM, a global information technology company where he was a member of IBM senior leadership team. There he held multiple roles, from overseeing the company worldwide competitive and server sales to leading sales, services, marketing and channel operations for IBM software business in Asia Pacific. During this time he resided in Tokyo, Japan.
Desktop Computer If this is as common as I think it is, imagine the bucket loads
of cash that are being lost simply by the failure of the sales
assistant to engage the customer in a fact finding conversation.
Notebooks What if there was a way that you could turn this around, and
dramatically improve the conversion of lookers into buyers.
Lenovo Well, there is a simple 6 step process that can be used by a
sales person in almost any selling situation, to engage the
customer and have them reaching for their pockets and begging
you to take their money.
Hard Drive Let's take the example of a person walking into a furniture
store who is looking for a sofa.
Travelstar Step 1 - The opening statement of the sales person needs to
quickly establish rapport by making the customer feel
welcome and stimulating their interest in talking to you.
Gateway So the sales assistant could say "Hi, have you been here
before?"
Laptop Parts Step 2 - The sales person then needs to establish what the
prospect wants. This should be done through a line of open
and closed probing questions.
Software For example "Welcome to ABC furniture, my name is ...,
thanks for visiting us. Is it ok to ask how you found us?"
Hard Drives If the prospect says that they were just passing and saw
something in the window, the sales assistant could follow
with "I see, what caught your eye?"
Electronics Questioning should then continue until you have established
the key need that has to be fulfilled.
Canon Step 3 - Once you know your prospect's needs, you must then
spend a few moments telling the prospect about the value of
being involved with your company and the reasons why they
should deal with you.
Desktop Pc The sales assistant could say "We have been in operation for
12 years and we source the highest grade materials from
around the country to ensure that our sofas are built for
long lasting wear and durability."
Desktop Computers Step 4 - At this point you want to be able to remind the
prospect of their problem and show them how you can
solve it.
Think Pad In an earlier part of the conversation, the prospect may
have mentioned that they have a growing family and need a
larger sofa for everyone to fit.
Repair The sales assistant could add "We find this modular sofa
that you are looking at here to be one of our best sellers.
It comfortably seats a family of 5 which means that after
dinner when you all sit down to watch your favorite
television show, the last person to be seated won't end
up on the floor."
Data Recovery Step 5 - You now need to be prepared to deal with any objections.
Cisco To avoid objections, you must thoroughly qualify your
customer while establishing need, and the key to this
is to ask questions, questions and more questions.
Keyboard If you have done a good job on the first 4 steps, you
shouldn't have too much trouble overcoming objections.
Monitor Step 6 - The final step is to close the sale.
Desktop Most people are not good at making decisions so it is the
sales person's job to help the prospect make the decision
to purchase.
Infosys But what ever you do, you must close when the opportunity
presents itself.
Refurbished Laptops There are many ways to close...one way is to use assumptive
statements.
Wipro In the example with our customer looking for a sofa, after
reaffirming need established in the qualifying questions,
the sales person could start writing up the order and say
"For no extra charge, would you like us to arrange for your
sofa to receive a special finish that will help protect it
from spills?"
Lap Top After making this type of assumptive statement, the sales
assistant should say nothing further until the prospect
responds. The prospect will be logically lead to the
conclusion that they should purchase this sofa, and there
is a strong likelihood that they will say "YES".
Refurbished There it is...the simple 6 step process that can be used in
almost any selling situation.
Memory Start training your team to use this selling process in your
business and watch your sales skyrocket as more and more
prospects are converted to paying customers.
Intel
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Stephen James specialises in teaching small business owners
powerful sales and marketing systems that unlock large amounts
of untapped cash within their business for low or zero cost.
Be sure to sign up for your FREE access to The Business Club
at: http://thebusinessresultscentre.com and utilize the free
articles, ebooks and other information that can enhance your
marketing!
As400
Averatec
Stephen James specialises in teaching small business owners
powerful sales and marketing systems that unlock large amounts
of untapped cash within their business for low or zero cost.
Be sure to sign up for your FREE access to The Business Club
at: http://thebusinessresultscentre.com and utilize the free
articles, ebooks and other information that can enhance your
marketing!
Hardware
Contact him at http://thePhantomWriters.com
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