A Straightforward Sales Procedure

Since you are reading this article, you are in some kind of job where you need to sell stuff. Maybe you've just started your own business, or you work for some huge international company that has been around for hundreds of years. Either way, you've got to sell. Sales are the lifeblood of any company, and without them, even the strongest would quickly crumble. In this article you'll learn the basic sales process, so you can apply it and get more sales.
First of all, sales must be thought of as a numbers game. If you get too hung up on each individual person, you miss the forest for the trees. Always keep the big picture in mind, and realize that so long as you stick to this strategy, you will be successful. Sure some days are better than others, and some days you don't want to get out of bed because you've received so many rejections, but keep a wide view of things.
The first step is prospecting. This is when you sort through any group of people, whether they be a group of self selected folks who are interested in more information, or cold calling random strangers out of the phone book. What you are looking for are potential customers. At this point, all you need is to know whether or not they are potentially interested in your product or service.
The next step is information gathering. This usually comes at a face to face meeting, or a telephone call that is scheduled for ten or twenty minutes. This is when you find out information from them with regards to what they want. The more information you get from them, the better. This is a great time to find out things like how long they've been shopping around, what kind of price range they are looking for, an so on.
The final step is when you present your product or service to them, and explain why it's the best thing to fit their needs. If you don't a good enough job collecting their information and concerns, this step should be pretty easy. However, this can be the most difficult step if you haven't screened them properly. Sometimes there just isn't a match between their needs and your product. If this is the case, simply go on to the next potential customer.
The most important thing to keep in mind that this a process. So long as you keep filling the front end of your funnel with prospects, you'll get sales. Just keep collecting prospects and moving them through this funnel, and you'll get plenty of sales.

By: George Hutton

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