Streamline Your Sales Cycle Steps for Life Sciences

How to create outlook signature

welcome back Dale Myers with vision advance today we are going to talk about sales specifically the sales process I've always fashion I self to be pretty good at sales I'm a fairly good listener I can strike up a conversation make people feel comfortable and those are certainly some components of the sales process but it's just that a process and a lot of you guys who are running a business right now you do have you go out and do sales or when the sales come to you you have that conversation but you need a sales process such that every time you have a customer doesn't mean that you have a script but you've thought out all the different ways that of your customer can interact with you and you move them towards buying from you you convince them that your product is the best one to fulfill their once needs based on all of the information that you have so we're going to talk about what are the components of the sales cycle and again you need one particularly where 181 just in general you need to have thought this all the way through but then when you start saying I'm going to go out and get other people to help me build my business well you don't want one person talking about one aspect of the product or service and then somebody else talk about something totally different though when you have a sales process everyone is on the same page about what the unique features and benefits are what are the objection so having said all of that let's jump into it step one like you may have thought prospecting prospecting who are the prospects who are the people that are likely to use my product they have an interest in my product or my service this can be old school cold calling walking up introducing yourself to people you could use direct marketing there are lots of different ways you can do your prospecting all right so that's one is always the first step is necessary even if you have a very good funnel sometimes we're still just prospecting all right um next up after we prospect you so I've identified you as someone that could benefit from my product or service so again I'm not out here trying to just find everybody based on my previous market research outside I kind of know who my general customers are what their demographics or psychographic information is and so I've asked the right questions and now step number two years we want to build trust report you've probably heard it said because I know I say it often people do business with those they know like and trust if you're going to sell something to me I need to be able to somewhat trust you along the way you make me feel comfortable that you have identified my knees and oh that's step number three we have to ask enough questions ask questions do not do all the talking guys ask questions we're identifying needs here that's the key point what are their wants and needs what are most important to them now again you've done some of your market research already so you have a pretty good idea but just listen maybe they'll give you some more information what you'll find out if I know that in general six things are important well with this customer number five is the most important so let me focus on based on their conversation with me what's the most important to them let me show how we solve number five whereas other people I may need to talk about number one and over two so listen listen guys that cannot be overstated enough question number four after we've identified the needs we're going to make some form of a presentation and let me step back when we talk about the knees guys this has to be about the customer not about you again the goal is for you to sell your product to everyone your goal is to find the people that really need what you desire your problem your product or service is the solution to their existing problem all right and so the questions are about really understanding them that I just had to go back and touch on that because it's not about just asking questions to see what I can sell it's about getting information getting information all right so then now that I'm I have my information I make my presentation I talked about my features and the benefits and describe the different ways in which I can solve my customers problem and then I begin to separate myself from my competition and I talk about well this is what mine does and how some of the others in the marketplace do this all right we all have to differentiate our product from our competition and from the substitutes for our product or service and then number five but we actually I don't know if I said that up front we're this is a seven step process we can condense it to five but seven I think is a better approach to it number five objections I'm writing objections because they're always present but it's two parts to it we first have to anticipate know what they are I suggest you list them in advance as you think about your product or service write down all of the different ways that someone might be hesitant or downright resistant to buying your product is it because of the price are you at the higher end is it because there are low end substitutes right now all of the different ways those are the objections anticipate them so that you have your response in advance now you let them talk about it or you can be the one to burr it's often very good to bring it up yourself really it's what you need to do but we're going to do some other videos where we kind of walk through some examples of this so I anticipate and overcome the objections step number six now that we have done that this is where you earn your key closed the sale you asked for the business assuming that we have prospected correctly identified a customer we've done a good job of building trust showing them that we are ethical in our behavior and that maybe we have some other customer testimonials we build up trust we've asked the right questions to clarify our customers needs we made a good presentation where we describe the features and benefits we've gotten in front of anticipated and blocked all of object ins and now it's simple as certain we've if I could do all of this I could show you a product that does that does everything you asked for is that something you'd like to purchase today with that satisfying you today there are lots of different closes guys I'm not gonna again we can do all kind of stuff for the different types of closes but the point is just ask for the business ask for the business and then lastly this one is huge in our closing it's very very important worthy of a star two stars but this one is also worthy of a star referrals what we want to do is not just make a sale we want to delight our customers I like to say let's think of the fifth sale first I don't want to sell them one product I'm thinking about how can I be like them so much that they'll keep coming back and buy over and over again and maybe I until five or more people about how great I treated them today so when you do that they will happily refer other people to you or at a minimum you just ask them for a testimonial of some sort alright so again seven steps to the sales cycle we need to do some prospecting we need to build trust and rapport very quickly we want to ask clarifying questions to understand our customers needs and once make a great presentation anticipate overcome or block those objections ask for the business close it treat them so great that they happily refer business to us what's something that's works for you what do you need help one give me out of these seven things right here what's a few that are kind of giving you the most problem if problem and that's well start my video series on the sales cycle so please thumbs up like the video my name is Dale Myers with vision advance don't just like it please share it like I am sharing with you y'all have a great day