The six steps we take when making a purchase. For every purchase we make, from a coffee to our home, we go through these six steps.
Sales professionals follow this system to assist the buyer to make a purchase.
There are no tricks here, or methods to push the customer to buy, the system helps identify what the customer’s requirements are and then proposes the best fit based on what the customer requires and is formed to fit the customer’s needs.
It is helpful that a sales professional is aware of the steps are so as to help a prospective customer make a decision.
Six Steps To Selling is used by most corporate sales organisations. See the outline to the Six Steps To Selling below:
The Six Steps To Selling:
1 – Prospect. Identify your prospective client.
2 – Contact. Say hello, meet and greet, and break the ice.
3 – Question. Qualify. Ask questions about the person, the company and what they want to achieve and their requirements (this is the most important part).
4 – Presentation. Explain your product and how it relates to your findings in step 3.
5 – Concerns. Ask if there are any concerns and review – revert back to Step 3 if needed.
6 – Close. It’s time to ask for an order. Most customers will not order unless asked. If the step 3 findings are correctly matched to step 4, the order will go ahead.
Paul Harper studied The Six Steps To Selling with Xerox in the USA. It is a smooth system to help a customer buy. Although a successful salesperson Paul really liked this process because it can be relayed out to others and it is a systemised way to ensure prospective customers are handled professionally. Paul went on to use and train this system to over 2000 clients and trained over 100 franchisees in the UK. Using this system really reflects well on your organisation.
We provide sales training in the six steps to selling. Each course is bespoke to your product or service. For an informal chat with Paul about working with your team and the six steps to selling, simply reach out with your questions.