SLH SALES TRAINING MORSEL #68

THE PROCESSIONAL

A “SALES-MAP”FOR EVERYONE

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

I believe that Sales is linear and sequential, a process that anyone can learn. By using the same methodology each time, the Sales process becomes much easier and repeatable. This is counter to many Sales Trainers who tell us do things based on what they consider to be a “type” of Buyer. In their world, every encounter is different. This theory makes no sense to me. Sellers should implement a process which revolves around that which is totally controllable – knowing that rest will take care of itself. Why worry about the uncontrollable? I like simplicity.

A “Processional” is a series of repeatable steps that represents the way we do business. It is rock hard on the “outside,” in that it never changes. But it’s “soft” on the inside so that it can change when necessary.  Remember, Sales is a race to “need,” regardless of who’s sitting in front of us. Having, and implementing, a Processional allows us to have a process and be able to make changes “on the fly.”

Here are the steps of the Processional:

1. ASK, ASK, ASK. We start all sales encounters by asking a ton of questions. You may recall SLH Morsel #17 that deals with the Igniter Protocol - the set of questions asked to begin the call.

2. TELL. HOW’S THAT SOUND?  There is a time to “tell” the Buyer what we think is the right solution for them – and this is it. The beauty of asking many questions is that we’ll know exactly what the Buyer needs and then our Gottem is “married” to their Needem. Always use a Chaser, “HOW’S THAT SOUND?”

3. LET’S DO THIS. HOW’S THAT SOUND?  We very clearly establish a “next step,” one which is controllable by the Seller.

4. OH! WHAT’S THE PROBLEM? Objections to our solutions may arise. But don’t worry. As we know from SLH Morsel #37 that there are only three (3) reasons for Buyers not buying and how to deal with each.

5. LET’S DO THIS. HOW’S THAT SOUND?  PART 2. All problems have been handled, the next step is in the books and all is right in the world!

The Processional is the road map of the Sale. What we do remains the same each time. The Buyers – and their Needems – change every time.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

SLH Sales System Morsels are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of the SLH Sales System.

SLH SALES TRAINING MORSEL#67

4 WAYS TO GET THE OPPORTUNITY TO PERFORM.

OR, HOW ABOUT THROWING ME A FRICKIN’ BONE?!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Before you get there, how do you earn the opportunity to be there? The best Seller in the world has to be invited in at some point.

There are four (4) ways to get the opportunity to perform:

1. THE MESSAGE IS CONTROLLABLE BUT IT COSTS MONEY! A company can say what it wants to the market about its products and people. Sometimes the message is hyperbolic, sometimes the claims may be questionable and sometimes the message is accurate. In any case, the company has the right to say it. This is called “marketing” or “advertising.” The company pays for the right to say these things which also includes information on its web-site. Frequently, this information should be taken with a grain – or, sometimes, a block – of salt!

2. IT’S DOESN’T COST A PENNY BUT THE MESSAGE CANNOT BE CONTROLLED! On the other hand, there are plenty of instances where the company cannot control the message.  This messaging is free. It is called “reputation” or “word of mouth.”  And, everyone knows that this is the most powerful of all messages. Remember that bad news travels at the speed of light and good news limps along. Be very vigilant about how you treat people and only good things will be said about you.

3. JUST DUMB LUCK! My definition of “luck” is anything that can’t be controlled. Luck comes in two (2) forms, “good” and “bad.” If you’ve ever been the recipient of a phone call from someone you don’t know but results in a healthy sale, you have good luck. However, if you’ve worked hard on a project and at the last minute that company’s goals change, knocking you out of the box, that’s bad luck. Other examples of good luck include an improving economy, a unique product (very rare, indeed) and a competitor’s screw-up.

4. WAY HARD WORK! The most difficult way to get the opportunity to perform is doing it “old school” -- through prospecting and cold-calling. This, by the way, is also the least time-efficient method.

Always do the right thing. Be professional when luck makes a hard turn and treat your clients as if your livelihood depends on it. You’ll be fine. Oh, and always ask for referrals!

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

SLH Sales System Morsels are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of the SLH Sales System.