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The 7 Steps to the Sale
In his book, “The Ultimate Sales Machine”, Chet Holmes outlines this sales process. It is important to note that Establishing Rapport and Qualifying the buyer are 45 percent of the sale! Note that we don’t even start selling until we have completed Steps 1 and 2.
1. Establish Rapport
- Knowledge of your industry
- Commonality
- Be interested in them as a person
- No selling here at all
2. Qualify the Buyer - find the need
- Ask questions - “what is your criteria for making a decision”, “who else is involved in making the hiring decision”
3. Build Value
- How do you or your company provide value for them?
4. Create Desire
- Paint a picture of their future with your product or service
5. Overcome Objections - agree with their objection
- Ask “is that the only thing holding you back from moving forward?” Answer their questions.
6. Close the Sale
- “You already know as much as you ever will about this_____You just need to make the decision”……silence!
7. Follow-up
- Call, send a letter, email…put them on your mailing list
Many sales are made on the fifth or sixth follow-up attempt so don’t give up too soon.
