| In Part I and Part II of this three part series on | | | | action she needs to take next. Do not assume |
| Web Based Sales Training, we started learning the | | | | that she knows what to do, even though you |
| 9 Steps in the Consultative Selling Process. These | | | | have already asked her to buy. You must invite |
| nine steps are: | | | | her to participate and show her how. This is |
| - #1 Your Opening Statement | | | | closing the sale. Now you are prompting them to |
| - #2 Tell Them What You Have and the Benefits | | | | take out their credit card. |
| - #3 Prove it! (Tell Your Story) | | | | We believe that your prospect deserves to be |
| - #4 Special Bonuses and Guarantees | | | | asked to buy. We liken it to a personal invitation. |
| - #5 The Price | | | | After all, after you've set up your whole entire |
| - #6 Call to Action - Ask For the Sale! | | | | table of appetizers and refreshments to |
| - #7 Answer Questions and Objections | | | | completely entice your house guest, don't you |
| - #8 A Further Call to Action - Closing the Sale | | | | then invite them to partake of the supper? |
| - #9 Followup | | | | Exactly! |
| In Web Based Sales Training - Part III, it is time | | | | Walk Mary onto your company website and show |
| "close" on the sale, and that means, make some | | | | her exactly where to click to select the product |
| money! But don't get overly excited yet. In fact, | | | | package you discussed with her. Then take her to |
| this is the time to really keep your cool and | | | | the place where she sets up her account and |
| continue to position yourself as a true consultant | | | | enters her payment information. Or take her |
| interested first and foremost in your customer's | | | | order over the phone and process it for her. |
| needs, problems and challenges. | | | | Whew! Congratulations, you just made your first |
| In this article, I am going to cover how to | | | | sale using the consultative selling process. But |
| effectively close on a sale by taking the following | | | | you're not finished! Now for the followup. |
| steps in the consultative selling process: | | | | Step #9 Followup |
| - #7 Answer Questions and Objections | | | | Customers who buy from you have the potential |
| - #8 A Further Call to Action - Closing the Sale | | | | of becoming repeat customers so you must |
| - #9 Followup | | | | continue to remain in consistent contact with |
| Step #7 Answer Questions and Objections | | | | them and present other Calls to Action to move |
| Objections are not to be feared. They are your | | | | them through your sales funnel. After a |
| prospect's questions and concerns and they need | | | | consultation, your prospect may need to think |
| to be addressed before your prospect can | | | | things through. But the old adage "out of sight, |
| comfortably move forward. There's not a single | | | | out of mind" is very true so you need to "stay in |
| sales person alive who has avoided objections | | | | front" of your prospect and further prompt them |
| from their prospects. It's actually a healthy | | | | to take action |
| exchange and helps you to determine what | | | | This sales process may take several more calls |
| exactly the hesitations are for your prospect. | | | | before your prospect makes a decision to buy. In |
| Some people will not make up their mind without | | | | fact, some statistics report that nearly all sales |
| a grand inquisition of every detail of your product, | | | | take place on or after the fifth contact to the |
| service or opportunity. | | | | prospect. So be patient. It's all part of the natural |
| Objections are good! Your own comfort level also | | | | process of digesting information and allowing the |
| will increase as you start addressing or | | | | prospect to make a decision based on their needs. |
| "overcoming" these objections. Don't be | | | | Follow up is not only critical, but also essential to |
| concerned if you don't have all the answers either. | | | | any sales person's success. But just calling the |
| No one is expected to. You have the option to | | | | prospect again to see if they are ready to buy is |
| say, "I don't know the answer to that very good | | | | not going to be enough to get the sale. In fact, |
| question. But I do want to answer it. I'm going to | | | | you run the risk of becoming downright annoying |
| get the answer and I'll give you a call later today." | | | | if you call your prospect over and over again. |
| Then be sure to do just that. Not calling your | | | | Calling is an inefficient use of your time. You need |
| prospect back will result in losing a huge amount | | | | to automate the follow up process as much as |
| of ground you covered in developing this | | | | possible as well as vary the ways in which you |
| relationship. Getting back to them as you | | | | follow up. |
| committed to do will continue to increase your | | | | When you follow these 9 Steps in the |
| credibility. | | | | Consultative Selling Process you are laying the |
| As you move forward in your marketing and | | | | groundwork for turning prospects into loyal |
| sales career, you're going to hear thousands of | | | | customers who buy from you over and over |
| objections. Mostly, you'll hear the same ones over | | | | again and feel confident in referring others to you |
| and over again. Always respond with a "feel good" | | | | as well. This is the best way to build a customer |
| response, such as, "Mary, that's a very good | | | | base who will be with you through the good times |
| question. I'm glad you asked me that. Here is | | | | and the inevitable challenges that every business |
| why...." | | | | faces as it evolves. |
| Step #8 A Further Call to Action - Closing the | | | | To refer back to Part I and Part II of this three |
| Sale | | | | part series on Web Based Sales Training - 9 |
| You are a pro at this by now. You've been giving | | | | Steps in the Consultative Selling Process, please |
| your web visitors, email readers, and newsletter | | | | see our Part I and Part II Articles in our author |
| subscribers Calls to Action all along. Now you are | | | | resources section. |
| going to tell your prospect on the phone what | | | | |