We’ve all seen sales stories represented by people climbing ladders. Looking up (Still so far to go!). Looking down (Don’t look down!)
What are the steps or rungs that we have to climb in order to get to the top of the ladder and deliver sales?
The Seller Needs: : The Buyer Needs
To make the right first impression: 1 : To know who you are
To build rapport: 2 : To relate to you
To determine customer needs: 3 : To feel understood
To sell Value: 4 : To prefer your value proposition
To ask for the sale: 5 : To buy
To build business and relationships: 6 : To feel valued as a customer and individual
- You won’t get a second chance to make a first impression so make sure you are well-prepared.
- Don’t just talk about business. You are there to work but don’t be an automaton, show you’re human as well.
- Ask questions to fill in any gaps in your knowledge.
- Tangible and intangible value of your product and services. It’s not all about price.
- If you feel that you’ve done enough then you can ask for the business.
- There are another set of rungs after this first 6. Build on this success. Defend your business against competition and make yourself irreplaceable to the customer.
Come to Gradient for our expert help in sales ladder climbing!