Transcribed article based on the video above.
If you want to be effective in sales, there is a 5 step sales process that you have to follow:
Step 1: Gain Interest
What are we all most interested in? Ourselves. You’re always going to gain interest with somebody if you talk to them about them.
Step 2: Establish Credibility
Our credibility comes from our background and our experience, but it also comes from the way that we engage and deal with people, and the trustworthiness that we built in those relationships.
Step 3: Most important one - Establish Need
Establish need. What is that person’s need? You do this by asking them questions of what they are looking for. But what’s most important is that they need to feel like you understand their need. And you do this by reiterating back to them what they said to you. Examples:
- So, it sounds like you’re looking for X.
Jason Nazar is the co-founder and CEO of Docstoc. He’s a frequent author and speaker on small businesses topics. You can read more of his posts here on Docstoc and at his blogJasonnazar.com.