1. Establish Lead Generation Sources - Identify several
ways that you intend to generate leads and how you
will pre-qualify them.
2. Greet Your Prospect - Determine how you will make
a first impression that will build value in your
professionalism and offerings.
3. Build Rapport - Decide how you will build rapport
with your prospect and get them to view you as a
trusted advisor and not a sales person.
4. Find Their Pain - Develop a questioning process that
you will use to find your prospect's pain.
5. Build Value - Create a process you will use to build
value in your solution to the prospect's pain.
6. Close the Sale - Build your sale close. Create a script to
follow. Use an A/B close and ask the prospect to choose
between two offerings instead of forcing them to make a
'yes or no' decision.
7. Handle Objections - Have a standard downsell to overcome
the price objection some prospects present.
8. Post Sale Up Sell - Create a standard up sell to offer new clients.
9. Following Up With Missed Sales - Create a systematic way to
follow up with missed sales. Consider using Send Out Cards,
e-mail sequences and follow up phone calls in your follow up
process.
Hopefully this helps if you've had trouble creating your own sales process.
Allan Fine
Marketing and Franchising
consultant,
TLC Franchising Inc.
Marketing Systems
GUARANTEED RESULTS
Office: (403) 214-0222
Cell: (403) 389-3386
Toll Free: 1-888-529-1083
Toll Free Fax:
1-866-281-2206
Website:
www.fromfailuretofranchise.com
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