The sales process

Where your marketing ends...your sales process begins.

The best definition of marketing that I have heard is "the manner in which you touch prospects prior to purchasing your product or service." Sales process begins when you get face to face with your prospect, or when they go to your website with the intent to purchase.

Let's discuss the face to face scenario. Sitting in front of a prospect does not mean that you have a new customer. Many things need to come together in order for this relationship to progress. What will you do to establish credibility with the prospect?

You can ask questions. You can listen. You can probe for information to make certain that the prospect is qualified to make an investment in you. This first phase has you asking questions, not stating product features and why they should buy. If you sell the brand new 7-series BMW and the person you are speaking with has a credit score of 300 you are wasting your time. You will waste your time when you are tempted to talk too much.

The first step in the sales process is establishing credibility with the buyer. Asking questions and qualifying the prospect addresses your credibility and whether you should dedicate the time. Here's an easier way to put it. Ask them, "why are we talking?" You take control of the discussion while letting them speak. Soon your prospect will let you know if this discussion should go further.