Learn the perfect 3-step sales process to help you increase sales today.
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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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How to build connection
Do you have any videos on a personal practice type sales pitch? For example, you have a service you provide–and maybe its a bit out there for some people? I guess the real question is, How do I tailor my intro to different or specific types of audiences?
With regard to the “disqualify” concept, I use a similar idea… I say “we may not be a good fit!” Usually they start trying to sell themselves to me.
Great video. If I’m understanding one of your steps, it’s not to oversell. It’s to keep your focus on the prospect’s specific needs and not to provide additional information that will confuse them or complicate matters. For me this is hard to do, but I am working hard on it.
Hi Marc, in one of your videos, post identifying if solving the problem is a priority right now, you suggested we ask something like .. What would you like to do next?
Is this letting the client allowing to get into a free-wheel thereby losing the sale?
I feel the question is open-ended and might lead to a possible loss during the closing phase!
Hey Mark, great video, hope you convert this to podcasts
I like papaya
Late to the party here, but your video just came across my feed. I’ve been in sales for about 20 years (off and on). The biggest point of your presentation that resonated with me was DISQUALIFY. Once I understood the value of this approach I stopped wasting time chasing worthless prospects and hence, freeing me up to focus on better prospects and lead generation. I also can’t stress enough the benefit of creating a strong relationship (i.e. trust) with the client before even attempting to move the ball down the field. Thanks for this video!
Hi Marc, this is useful. Thanks for your content!
Be sure to register for my free training on, “The Formula to Closing More Deals without Price Pushback, ‘Think-It-Overs’ or Ghosting” https://salesinsightslab.com/training/