Written by Sean McPheat |
Success leaves clues and from working with and training thousands of the very best sales people in the world I get a great insight into what they do and how they do it!
One of the key factors that makes these people stand out from the rest is structure.
That does not mean that they are not flexible, far from it.
When I say structure I mean that they follow a process in their client interactions or an order to make sure they get a successful outcome.
Now we’ve all heard of the million and one sales models out there and one that I like, to give you that structure is called:
Which stands for:
Probe problems – what are they and are they important?
Amount – who much is it costing them? Time, money etc
Prioritise – how big an issue is it for them?
Actions – what have they done about it?
Solution – can you present one that solves their problem?
Ask – how to move the sale forward
This is a really simple, yet very effective model to use.
Give it a go and it will provide you with the structure that you need for successul prospect and client interactions.
Originally published: 27 May, 2009