Six Steps to Successful Selling

Miles Burke
Miles Burke

You’ve worked on your elevator pitch, you have a polished website, and a handful of happy clients. You know how to generate new business, but something seems to be holding you back. Here are six very simple ‘small thing’ tips that can often make you leap from average to excellent in your prospects eyes. Have contact details on your website. You want people to get in touch, right? Don’t just have a contact form; include your email, phone an ideally physical address as well. It’s not that I’ll just drop in to see you, but when viewing a website, a physical address and other details show that you’re real, and not a faceless someone hiding behind a domain name.

Answer the Phone. Yes, that phone call can be an interruption to the task at hand, and sure, an email may have been better, however the telephone is still a great communication tool.

Make sure you answer the call quickly, sound enthusiastic (even when you’re not) and take notes if required. When you are out, divert calls to your cell phone, or use an answering service.

Write great emails. You’ve met a new prospect, and now you are emailing to confirm a meeting, or send over some documents. Take time to write an email that is professional and polite.Be careful to ensure it is succinct and formatted – nobody likes a blob of words; use paragraph breaks as well.

Dress appropriately. Sure, working from home or in that funky office, yet when it comes to meeting clients, it’s always better to dress higher than lower. Those torn jeans and that old geek t-shirt may be great for that late night coding session, but clients won’t be as receptive.

Arrive early. When you do have meetings, get to the venue early. If you plan to arrive two minutes beforehand, and then find there is no available parking nearby, you’ll be late. Plan to arrive at least 5 minutes early, and show you are keen, not tardy in time keeping.

Write professional estimates. A one-page invoice or a hastily written badly worded quote creates an air of disinterest. Take your time and write an estimate that includes what you’ll do, how long it will take and what it would cost. Don’t forget to include terms and legal elements as well.

The above may all be fairly simple steps, and for many of us, common sense, yet these are a great reminder for everyone to always work at being on top of our game. Good luck!

Frequently Asked Questions about the Six Steps to Successful Selling

What are the key differences between the six-step selling process and other sales methodologies?

The six-step selling process is a systematic approach that includes prospecting, preparation, approach, presentation, handling objections, and closing the sale. Unlike other sales methodologies that may focus more on relationship building or consultative selling, the six-step process is more transactional and linear. It provides a clear roadmap for salespeople to follow, ensuring that no critical steps are missed in the sales process.

How can I effectively prospect for potential customers in the six-step selling process?

Effective prospecting involves identifying potential customers who have a need for your product or service and are likely to make a purchase. This can be achieved through market research, networking, referrals, and social media. It’s important to qualify your prospects to ensure that they have the potential to become customers.

What should I include in my preparation for a sales presentation?

Preparation for a sales presentation should include thorough research about the prospect, their needs, and how your product or service can meet those needs. You should also prepare a clear and compelling sales pitch, and anticipate potential objections or questions that the prospect may have.

How can I handle objections effectively in the six-step selling process?

Handling objections effectively involves listening to the prospect’s concerns, empathizing with them, and then providing a solution or counter-argument. It’s important to remain calm and professional, and to view objections as opportunities to provide more information and reassurance to the prospect.

What strategies can I use to close a sale successfully?

Successful closing strategies can include summarizing the benefits of your product or service, offering a limited-time discount or incentive, or simply asking for the sale. It’s important to read the prospect’s signals and to know when to push for a close and when to back off.

How can I improve my skills in the six-step selling process?

Improving your skills in the six-step selling process can involve ongoing training, practice, and feedback. You can also learn from experienced salespeople, read books or articles on sales techniques, and attend sales seminars or workshops.

Can the six-step selling process be adapted for different types of sales or industries?

Yes, the six-step selling process is a flexible framework that can be adapted for different types of sales or industries. The key is to understand your target market and to tailor your approach, presentation, and closing techniques to meet their specific needs and preferences.

What are some common mistakes to avoid in the six-step selling process?

Common mistakes to avoid in the six-step selling process include failing to qualify prospects effectively, not preparing adequately for the sales presentation, not handling objections effectively, and pushing for a close too aggressively or not aggressively enough.

How can I measure my success in the six-step selling process?

Success in the six-step selling process can be measured in terms of sales revenue, number of sales closed, conversion rate, customer satisfaction, and repeat business. It’s important to set clear sales goals and to track your progress towards these goals.

What are some resources for learning more about the six-step selling process?

Resources for learning more about the six-step selling process can include sales training programs, books and articles on sales techniques, sales coaching or mentoring, and online resources such as webinars, podcasts, and blogs.