So don't complicate the process - and don't avoid it! Embrace it and you will find yourself in a thriving, successful business. This is a critical step. I submit that if you don't get this down cold you will struggle with sales. People don't like to be sold but they do like to buy. They like to buy the things THEY believe they need. You have to understand their perspective so you can speak to it. Then you will be heard. Steps - one at a time. That's what works. 2) Respond to what they said. If you determine that you do have a solution that fits their need, create a proposal that speaks directly to what they told you. Don't try to sell them what you want to sell them. Sell them what they need. When you propose a solution based on what they told you, you are letting them know that you heard them. Priceless! Step 2: Messaging So now that you understand the value from the client's point of view it's time to craft your message around that value. This is where you actually speak to what matters to the prospect. Remember that they need to hear you and they will hear you when you are speaking directly to them. Step 5: Follow Through This may not seem like a part of the sales process but boy is it,Cheap Heath Miller Jersey! You won't be successful if you are great at getting the sale but can't deliver. Sales is about the whole process - including continuing to develop the client relationship. So there are really two parts of follow through. The first is delivering on what you sold to the prospect (now client). There's a saying 'under-promise and over-deliver.' This is one of the keys to building a truly successful business. Exceed your client's expectations. And, once you've delivered, check in with the client to be sure they are happy. It doesn't take a lot of time but can speak volumes about your dedication to providing an outstanding experience. Step 3: Target Market Now you understand the value and you've been able to craft a compelling message. Guess what? Now you know who your target market is! Hurray! You can't be all things to all people and you shouldn't want to be. When you can target a specific market you will be able to focus and concentrate on them. You will also be able to monitor your success so you can easily identify what is working, and what isn't. The other part is continuing to develop the client relationship. What happens many times is this - we make a sale and then move on to the next prospect. We forget to continue the relationship process with the current client. Not the best situation,Cheap Arthur Moats Jersey! You want to be sure you are building the relationships with your current clients so you can get all the business there is to get from them. In addition, if you aren't working on your relationship with them you run the risk that they will leave you. They'll leave for the person who IS building a relationship with them. In a competitive environment your competition is calling on your clients. If you aren't communicating with them you won't know about this. In addition, you won't have done anything to build some sort of loyalty. In essence you will be telling your client that they just aren't that important. Is that really the message you wish to send? I didn't think so! Step 4: Listen and Respond So this is a place where many people get tripped up. They get the meeting with the prospect and think they are supposed to talk - and talk, and talk,Cheap Jason Witten Jersey! Nothing could be further from the truth. Even if the prospect says 'So,Cheap Lavar Arrington Jersey, tell me about your company (or product or service).' Your job at the prospect meeting is to ask enough questions so you gather a solid idea of what the prospect wants or needs. You also want to find out how the company operates. Step 1: Value Definition The first step of successful sales is understanding the value your product or service brings to the client. It isn't so much what you WANT the value to be. It is more about how the prospect and client perceive the value. Copyright© 2011 Seize This Day Coaching Once you have discovered this information you are in the position to do two things. 1) realize whether you have a solution for them. You may not have what they need. Don't try to fit a round peg in a square hole! If you can't help them, tell them so. You can even refer them to someone who can. But don't try to be the solution they need when you really aren't. This is where your value statement comes in big time. Refer to it. Your messaging should be short as well; the more concise the more believable. Think about it. Have you ever heard someone talk about their product or service and they go on for so long that you lose track of what they are saying? Or you are left with the feeling that even they don't believe what they are saying? Exactly! So, keep it concise and simple. This is not to say that you can't have more than one target. You can. My suggestion is that you start with one. Make it easier on yourself. You want to be able to focus and create a plan. It is easiest when you have one target you are going after. Once you have penetrated that market successfully you can add in another one. So many people are starting businesses these days. In addition, there are many small business owners who have been confronted with the necessity to sell for the first time. This can seem daunting to the sales novice. However, it doesn't have to be. There really are some basic steps to growing a client base and therefore,Cheap John Riggins Jersey, a successful business. You can see that the steps to successful selling aren't difficult. They are simple and necessary. Once implemented and practiced on a regular basis,Cheap Brett Favre Jersey, they will serve your business well on a consistent basis.