The Various Steps
A selling interview based on counseling needs to be done in several steps, in a consistent order, from the identification of the needs to a close in which the prospect accepts the seller's proposal. The following is an example of such steps, however the list is not exhaustive, nor would all strategies include all of the following. For example, the Sandler Rules takes a relatively unusual stance when it comes to objections. While many sales techniques offer specific advice on how to handle objections and stalls, David H. Sandler suggests that only the objecting client is able to remove the objection.
- Prospecting
- Referrals
- Qualifying
- Sales presentation
- Questions
- "Sell the sizzle, not the steak" (Elmer Wheeler)
- Closing
- Pre-closing questions
- Tie downs: Questions or statements that require a Yes or No answer
- Handling
- Objections
- Prospect attitudes
- Confidence
- Empathy
- Reading people
Read more about this topic: Selling Technique
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