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Extra inducement close: Offering something extra to get the prospect to close, such as a free month of service or a discount.

Alternative choice close: Assuming the sale and offering the prospect a choice, where both options close the sale-for example, “Will you be paying the whole fee up front or in installments?” or “Will that be cash or charge?”.

Depending on your business, you might try one of these three closing techniques. In the closing stage, you get the decision from the client to move forward. Use this flowchart to map out objections and link to relevant collateral (Click on image to modify online) Successfully handling objections and alleviating concerns separates good salespeople from bad and great from good. It’s also where many unsuccessful salespeople drop out of the process-44% of salespeople abandoning pursuit after one rejection, 22% after two rejections, 14% after three, and 12% after four, even though 80% of sales require at least five follow-ups to convert. This is where you listen to your prospect’s concerns and address them. Perhaps the most underrated step of the sales process is handling objections. The word presentation implies using PowerPoint and giving a salesy spiel, but it doesn’t always have to be that way-you should actively listen to your customer’s needs and then act and respond accordingly. In the presentation phase, you actively demonstrate how your product or service meets the needs of your potential customer.

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Product approach: Giving the prospect a sample or a free trial to review and evaluate your service.Question approach: Asking a question to get the prospect interested.Premium approach: Presenting your potential client with a gift at the beginning of your interaction.Sometimes this is a face-to-face meeting, sometimes it’s over the phone. Next, make first contact with your client.

The better you understand your prospect and their needs, the better you can address their objections and set yourself apart from the competition. Preparation is key to setting you up for success. Develop your sales presentation and tailor it to your potential client’s particular needs. The next step is preparing for initial contact with a potential customer, researching the market and collecting all relevant information regarding your product or service. Account maps are an effective way of identifying these buyers. Keep in mind that, in modern sales, it's not enough to find one prospect at a company: There are an average of 6.8 customer stakeholders involved in a typical purchase, so you'll want to practice multi-threading, or connecting with multiple decision-makers on the purchasing side.

Evaluating whether the customers need your product or service and can afford it is known as qualifying. In this stage, you find potential customers and determine whether they have a need for your product or service-and whether they can afford what you offer. The first step in the sales process is prospecting. What are the seven steps of the sales process according to most sales masters? The following steps provide a good outline for what you should be doing to find potential customers, close the sale, and retain your clients for repeat business and referrals in the future.

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As the old adage goes, “Learn the rules like a pro so you can break them like an artist.” Once you’ve mastered the seven steps of the sales process you might learn in a business class or sales seminar, then you can break the rules where necessary to create a sales process that may not necessarily follow procedure but gets results.