A few of my old colleagues and competitors will “get” the title. Back in the day, there was a Ten Step sales system that was all about sales psychology and leading prospects to a buying decision not always based on what the prospect needed, but rather on what the salesperson wanted to market. Old School Sales VS New Age Consultants. It had little to do with twenty-first century sales.
The Old Ten Steps
These ten steps included: Warm Up — getting to know the prospect to gain their trust, problems – showing how their problems were immediate, urgency – why the prospect needed to buy now and seven more similar types of steps used to close the sale. It was one-sided trickery, not professional sales. Unfortunately, there are those who continue to use this system or something close to it. I have an alternative, the new ten steps, twenty-first century sales.
The Ten Steps of Twenty-first Century Sales
Unlike the old school ten steps these ten steps of twenty-first-century sales aren’t in any particular order, because it depends on what the customer needs and where they are in the sales cycle. Last centuries steps were based on the salesperson’s needs; twenty-first century sales are based on the needs of the client.
Step one: Know your Product
Not just a cursory understanding but a complete knowledge of your product and service.
Step Two: Know your Industry
You should know your industry inside out and that includes knowing what competitors offer, what’s new, and what’s obsolete.
Step Three: Know your Target Audience
Who needs your product and why do they need it?
Step Four: Know Where to Find your Audience
Are they on social media, in their office, or at a trade show? To reach your audience, you must first connect.
Step Five: Learn How to Approach your Prospect
Will traditional marketing reach your target? Do you need to up your web space game? Will your prospective customer be vetting you online before going any further? Don’t you?
Step Six: Know your Customer’s Pain
What problems does your prospect lose sleep over and what’s your solution?
Step Seven: Put Your Clients First
If you want to be successful in today’s sales field, then put the customer first, put them on a pedestal, become customer-centric.
Step Eight: Follow Up
Your customer shouldn’t have to contact you for information. You should always be one step ahead in the sales cycle.
Step Nine: Offer Exceptional Customer Service
If you want to grow your customer base and build loyalty with your audience, then offer exceptional customer service. The word will get around, for example, TKO Graphix Google reviews. We currently have 61 reviews with a 4.9 out of 5 rating.
Step Ten: Do Not Overpromise
Remember step two, know your industry? If a competitor has a better solution, be the Macy’s Santa in “Miracle on 34th Street”. But the best plan is to be better than the competitor, isn’t it? If you’re open and honest and put the customer’s best interest in front of yours, you will build a loyal following of evangelistic clients. Under Deliver and Over Promise? How about just keeping Your Promise?
It’s Called Consulting
Modern Sales shouldn’t be called sales. The best modern salesperson is a consultant, advocate, planner, and adviser, who shares their expertise and guidance. What type of salesperson represents your organization?
Photo Credit: Greg Reese ID: 3271012 Provider: Pixabay