The Perfect 3-Step Sales Process

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One of the strongest commonalities among top salespeople in any industry is that they all use a consistent and predictable sales process. Other salespeople who struggle to keep up are simply winging it. We all need a sales process in order to excel.

In this video, I’m going to share the perfect three-step sales process. Check it out:

1. Connect in order to close any prospect.

In order for you to make a new sale, there must be a connection of trust. This is more than just having rapport.

First, you need the prospect to feel that you’re similar to him or her. Prospects must feel like they’re people who we ultimately relate to. Second, the prospect needs to feel that you care about his or her situation. Once you’ve accomplished that, then you’ve created a true connection with the prospect.

2. Learn to disqualify prospects.

This is probably language that you’re not used to hearing in a selling situation. My challenge to you is to stop chasing around prospects with a fancy sales pitch; they don’t care. Instead, start asking truly value-based questions to learn about their key challenges and goals.

For instance, what is the most important objective that you would like to accomplish this year? Or, what are some of the biggest challenges that you’re consistently facing?

By being willing to actually disqualify anyone who’s not a fit, you’re ultimately putting yourself into a position of being the selector. It’s amazing how prospects will respond to this. You’re signaling to the prospect that maybe he or she is not a fit, and that’s going to raise your value in that prospect’s eyes.

3. Give a case study presentation.

Canned presentations simply don’t get it done anymore. Instead, set yourself apart from the competition with some examples of how you’ve helped clients in similar situations accomplish goals. When it comes time to actually present that solution, present only to the prospect’s challenges—nothing more.

So that’s the perfect three-step sales process to generate an enormous increase in your sales and closing ratios.

Which of these three steps did you find most useful? Be sure to share below in the comments section, and I’ll respond to every single comment.

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