| Increase sales happens when marketing skills and | | | | two steps. Now is the time to further identify |
| selling skills work together within a proven sales | | | | those needs and to widen the gap between |
| process. Yet, for many small businesses and even | | | | where the client is now and where the client |
| some larger ones, these skills and direct activities | | | | wants to be. Again, great selling skills including |
| related to these skills work independently of each | | | | active listening and effective open ended |
| other. In some cases, marketing and selling | | | | questioning. |
| actually work against each other. | | | | Step Four is Making the Presentation by |
| To increase sales begins by adopting a proven | | | | Overcoming Stalls and Objections. At this step, |
| sales process that unites marketing skills and | | | | the selling skills again are being able to turn stalls |
| selling skills. For both skill sets are necessary to | | | | into objections and then overcome those |
| secure the desired result of a sale. | | | | objections. Preparation by understanding the client |
| With the adoption of a proven sales process, | | | | is necessary within this step of the sales process. |
| each step will be quickly identified as a marketing | | | | If all has gone well, then Step 5 is Gaining |
| skill or a selling skill and the steps will be sequential | | | | Commitment. Sometimes, this may be as simple |
| in order. For example, in the sales process that I | | | | as saying "Where do we go from here?" Again, |
| use with my business client, the first step is to | | | | this is a selling skill. |
| Gain Attention. Unless you have the attention of | | | | After commitment is made, the product or |
| your suspect or prospect, you will not be able to | | | | services are delivered in Step 6. Even though the |
| make the sale. | | | | sale has been officially made from the issuance of |
| Gaining Attention is a marketing skill. Do you have | | | | a purchase order or the shake of a hand, the sale |
| a branded image? Is your message so different | | | | is not complete until the customer receives |
| that people immediately come up to you to learn | | | | delivery and is satisfied. Step 6 is a selling skill |
| more about you or your company? No selling is | | | | because the sales transaction is not complete. |
| happening at this time. Yet, many sales people try | | | | The final and last step is follow up and asking for |
| to jump in and sell something. Bad decision | | | | a referral. With the sales complete, now |
| because the result is a lost sale. | | | | marketing skills once again kick in. Many in sales |
| Next step within the Proven Sales Process is | | | | fail to ask for referrals and lose an incredibly |
| Building the Relationship. Again, this is a marketing | | | | amount of business. HINT: You may need to |
| skill because until the relationship is solid, you | | | | revisit your sales training. |
| cannot sell anything with any degree of success. | | | | When marketing skills and selling skills are united in |
| Within both of these first two steps, the | | | | a proven sales process, the process flows almost |
| effective salesperson will have strong | | | | seamlessly from each step to the next step. |
| communication skills especially active listening. | | | | Then when the final step is completed, the sales |
| After the relationship is built, the selling skills kick in | | | | process starts all over again. So if you truly wish |
| during Step Three - Discovering Wants and | | | | to increase sales, look to your sales process and |
| Needs. For some sales people, some of these | | | | make sure that your sales people do not violate |
| needs may be been discovered during the first | | | | the process. |