Thoughtful Thursdays – A sales process to consider – Part 3 – Gain approval
The past two posts have covered building your target list and confirming potential. This week’s thought focuses on gaining approval, part 3 of a sales process to consider.
Each step of the sales process benefits from planning. Call planning begins with setting objectives. What do you want to accomplish in your conversation with your prospect? Each conversation will move you along in the sales process. Sales call planning will help minimize the distractions and keep the sales cylce as short as possible.
Gainign approval can happen in one call or take several months. It depends on what you are selling and the application. Generally speaking, the greater the investment required by the parties involved and the larger the opportunity, the longer it will take to gain approval.
This is the step in the sales process that will provide you with the information and clues to determine the needs of your prospect. Insghts gained from this information will be invaluable for establishing rapport and instilling confidence in your ability to deliver.
You will face objections and challenges. Your approach and style in which you respond play an important role in gaining your prospects approval to proceed.
In preparation for all sales calls, be sure to consider the following:
- Deliverables from last meeting
- Objectives for this meeting
- Questions to ask – will the answers tell you what you need to know?
- Anticipated objections – Have responses ready before the meeting
- Have you researched your prospects business?
- Have you researched your prospects customers?
- Do you know your audience – Prepare more than one approach
I encourage you to add to the list as necesary.
Every conversation should lead to the next, so be sure to confirm the action plan, responsibilities and date of the next meeting.
In closing, listen closely to your prospect and confirm what was discussed and agreed to. Be mindful that establishing and building a relationship is an integral part of gaining approval.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond
Comments are closed.