| Do your salespeople OPEN long-term relationships | | | | Presenting... |
| with new customers, or do they CLOSE them | | | | 5. Showing only those products or services that |
| and move on? Do they receive referrals from | | | | fulfill a person's described wants or needs. |
| new customers? How do people rank your | | | | 6. Showing only those features and benefits that |
| company based on the quality of service DURING | | | | are important to a person |
| the sales process? | | | | 7. Explaining how the negative impact will be |
| Salespeople remain relevant to a buyer depending | | | | replaced by a positive impact: the new emotions |
| upon how well they practice the consultative sales | | | | or better financial numbers. |
| process. In theory, a sales conversation "can be" | | | | 8. Checking for feedback as we advise - |
| 100% relevant if the steps below are practiced | | | | answering questions, or providing solutions to |
| perfectly. | | | | fears or concerns about our advice. |
| But, just like those of us who understand | | | | Finishing and Following Up... |
| championship athletics - as players or fans - that's | | | | 9. Helping them make a decision and "opening up a |
| why we practice in sports and in sales... to keep | | | | long term customer relationship." |
| striving for greatness. | | | | 10. Following up to make sure that the new |
| How does a salesperson remain relevant? By... | | | | customer is satisfied or following up to help with |
| Adaptation... | | | | the use of the product(s) or service(s) purchased. |
| 1. Adapting to a person's buying style... socialite, | | | | These steps and others help the salesperson |
| dynamo, or thinker. Socializing with those who | | | | remain relevant during and after the sale. |
| need to feel themselves into a purchase, moving | | | | The sales teams, that great managers coach, |
| quickly and confidently for dynamo personalities | | | | struggle to get better at making the buying |
| who only need to know that you can get a few | | | | process comfortable for the buyer. |
| things done quickly and efficiently, and finally giving | | | | It's a guess, but I estimate that less than 1/4 of |
| rational reasons and proof for those who think | | | | most sales experiences are relevant to the buyer |
| carefully about purchases. | | | | in today's marketplace. The buyer fights to be |
| Listening... | | | | adapted to, listened to, and cared about during |
| 2. Asking great questions to understand a | | | | and after the sale. |
| person's situation: their needs and problems | | | | But, you're different. You want to learn, use, and |
| relevant to their product or service. | | | | even coach sales skills and attitudes that make |
| 3. Paraphrasing, understanding, taking notes, and | | | | things better. You want to build lasting |
| summarizing as you "sincerely" listen. | | | | relationships and repeat business. You want your |
| 4. Getting the customer to describe the impact of | | | | brand emotionally tied, in a great way, to the |
| their needs and problems - financially and/or | | | | hearts of those you serve. So, go do it. Make a |
| emotionally. | | | | difference. You can. Many of you are. Lance. |