UNDERSTANDING MARKETING - SELLING

Seven Key Result Areas of Selling

There are seven steps to selling more of your product or service.
1 Prospecting – this is the process of lead generation. Where are your prospects? Who are they? How do you get to them?

2 Establishing rapport – your ability to build trust, credibility and confidence in your prospective customer is the key to making the sale.
3 Identifying needs accurately – this is the process of asking focused, targeted questions to make sure that you fully understand what your customer wants and
needs and is willing to pay for.
4 Presenting – this is where you show, teach and explain the benefits of what you sell. You focus on what your product “does” rather than what your
product “is.”
5 Answering objections – this is where you answer the normal and natural concerns what prospects have about price and capability.
6 Closing the sale – you must learn how to ask for the order and tell the prospect exactly what he or she has to do to complete the sale.
7 Getting resales and referrals – this is the “acid test” of success. Do your customers buy from you again, and recommend you to their friends and associates? This is the key to the future.