Sales Skills - Sell more during a crisis - 4 steps to become a trusted advisor [Close Deals Faster]
The CEB Sales Leadership council's research has shown that the most effective salesperson type was the "trusted advisor". This video will show you an overview of the 4 steps we will be using to maximize sales results. As you will see, there are 4 simple steps to follow from Preparation to Follow up.
Every step in the trusted advisor process is connected to the previous one and unfortunately, if you fail in any one of them, you will find it difficult to close the sale and you will fail to be seen as a trusted advisor. The trusted advisor follows a similar process to visiting your doctor.
The first step is called Preparation. This step will help you build the image you need to approach your prospects and clients the right way. From building long-lasting positive first impressions to building trust, you will be able to position yourself as being someone your clients need to listen to.
The second step is called Consultation. You will see in this course that we won’t “selling” (in the traditional sense of the word) anymore but helping our customers to solve their problems. And if we want to find solutions to help them, we have to understand them first. In this step, you will learn ways to excel in finding your customer's needs and current problems.
The third step is called Prescribing. As with any doctor, after analysis and finding out your problems, will give you a prescription. A prescription that is tailor-made for you, rather than being the same as for his last patient.
The final step is called Follow up. In sales, follow-up is the key to closing. Whilst you may be able to close a deal right away during your first meeting, most of your deals will need to go through a decision-making process. If you fail to follow up, you may erase all previous efforts and not close a deal because you did not follow up.
If you would like to have access to the full course on Udemy:
https://www.udemy.com/course/professi...
If you would like to train your team to achieve better results:
https://www.kpiconsultancy.com
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