Are you skipping any of these?
The sales process is taught a little differently at each company. What does not change are the steps. You may find variations from what I teach, but this is my view of the consultative sales process.
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Step 1
Prospecting
Pipeline is your future, not a report.
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Step 2
Qualifying
Are they the right customer?
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Step 3
Rapport
Honesty compounds.
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Step 4
Questions
Fundamental to any sale.
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Step 5
Presentation
Give them a vision.
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Step 6
Objections
Prepare for every one before you hear it.
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Step 7
Closing
Ask for the sale.
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Learned by doing
I am Rob Delory and I have sold digital marketing for more than 15 years. I wasn’t a natural, and it took me a while to truly understand the sales process.
What changed was the work. I took every meeting I could, tried different approaches, and asked more questions than anyone I knew.
I can teach these skills because of how I got there.
The Sales Train is where I am putting that on paper. Honest selling, the basics done well, and no kept secrets.