Sales trainers frequently talk about the Sales Cycle in sales training courses; depending on the product sold or market discussed, they may name the steps something different in sales training, but the steps are basically the same.
Sales Training
The path to the successful outcome you are looking for is mere steps away. So what are the steps of the sales cycle and how do they work?
1. Get Acquainted : get comfortable with each other.
2. Brief: Look for favorable circumstances. Is everybody who needs to be there present? Etc.
3. Find the emotional need
4. Fill the emotional need
5. Close
What is the point of making sure all these steps are completed? Well, for example, let's say you decide on trying to skip the brief step. You go though the process and the potential client tells you, "Sounds great, but I need to talk to my wife about this." Because you skipped that step, you theoretically shot yourself in the foot. How can you effectively close the sale when everybody necessary to close the sale is not there? The answer is that you can't.
Moving systematically from one step to the next insures you increase your odds of making the sale. In most sales training processes, most salespeople spend the majority of time finding prospects to sit down with to sell. Doesn't it make sense, then, to spend the appropriate amount of time moving methodically from one step to the next in the Sales Cycle, making sure you cover your bases and get closer to the sale you worked so hard to set up?
