How sales are lost in the beginning, the true sales process

Today’s guest is Mark Whitehead, owner of A Head 4 Sales, a sales and leadership training company covering the Midlands and the South East UK. They specialize in delivering open and bespoke training in the areas of sales, leadership, influence and discipline. Mark has worked in a number of industries from B2B telesales, field sales, area management, account management and finally man management.

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In This Episode the Sales Process

Mark walked through the sales process and

Rapport Building – build know like and trust, it’s all People to People
Understanding Needs – look for weaknesses, but they must trust you before they share
Solution – pose solutions that they may accept, but again only if you have rapport
Present – share your solution and show how it addresses their needs, item by item
Close – ask for the sale

The sale is never lost in the end, it’s lost in the beginning.

It’s not your job to get somebody to choose you, it’s your job to allow and empower them to choose. You can’t bully them, but if you allow them to make the best decision for their business, they are more likely to pick you.

Lastly, make sure you have a plan to keep in touch with your goals and dreams. When things get tough, get back in touch with their original goals.

Resources

Mark Whitehead can be found at www.increasesalesnow.co.uk/ahead4sales/

His free eBook The Small Business Growth Guide is available here.www.increasesalesnow.co.uk/salesbabble

Mark can be found on LinkedIn at http://www.linkedin.com/in/ahead4sales

Selling With Confidence Webinar

Consider the following:
Do you lack confidence in your selling skills?
Are you fumbling cold calls, unsure what to say?
Do you lack a formal sales process and forget to follow up?
Do clients keep stalling and never agreeing to buy?
Lastly are you running out of time?

If so, this webinar is for you.
Click here to learn all about it. Selling With Confidence