t just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industr

Are you interested in improving your sales performance? It could be you are struggling to make any sales at all or maybe you are new to selling and want to succeed.

Whatever your experience the following ‘Killer Seven Step Sales Process’ can dramatically transform your results from zero-to-hero in no time at all. The reason I know this is because it’s the system I have been using pretty much every working day of my life for the last 20 years. As a result I have always been the number one sales person with the best results wherever I have worked. In my current role I am actually the Group Marketing and Sales Manager but believe in leading my team by example.

Before we get in to it, I just want to deal with a couple of common misconceptions about successful sales people.

Misconception #1 – All sales people are basically dishonest and will do anything for a sale

I take personal offence when I hear this kind of stuff being said about my chosen profession. All great sales people understand that building relationships and creating satisfied clients that will come back time-and-again as well as recommending you to their peers is far more profitable than making a fast buck and enemies.

Misconception #2 – All sales people can talk anyone into anything

You need to be an expert at listening and observing in order to truly make it in sales. To do this you need to learn how to stop speaking and to listen. A good rule of thumb is to use your ears and mouth in proportion to each other i.e. you listen for 2/3 of the time and speak for the 1/3.

Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.

Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.

Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the person who is the M.A.N (they have the Money, Authority and the Need). A qualifying statement goes something like this, “Mr Potential Customer, we have got a fantastic range of widgets on offer today, in order for me to work out which one will work for you I need to ask you some questions, is this okay?”

Step 3 – Question Time – Ask the prospect questions that determine whether they are indeed the M.A.N. Make sure you carefully write down all the answers given. You may wish to develop a form that has preset questions on as a great sales tool.

Use open questions, that begin with what, why, when, who and how. Typical questions are as follow;

- Our product range is designed to meet all budgets, what type of budget do you have?
- How soon are you looking to get ….?
- Who else is involved in making the purchasing decision?

Make sure to ask product relevant questions. See the following example questions

- What colour are you looking for?
- How many users do you need?
- Where will it be installed?
- When are you looking to order?

Important: If it becomes apparent during this process that your product does not match the person’s requirements or they are a time waster end the meeting and politely say goodbye. This can actually be a really satisfying experience, saves precious time and allows you to focus on people who can buy from you.

Step 4 – Pre-close – A pre-close is a powerful technique that if done correctly virtually guarantees the sale. Using your carefully written down list of answers provided by the client, you say something like this ‘Mr Potential Customer, if I can provide you with a widget in yellow, on Friday morning, for less than $400 (you basically read back their list of requirements to them) will you order from me today?”

If at this point you have carefully repeated back their buying criteria and they really are the M.A.N it is highly unlikely that they will say no at this point. If they do say no, you need to ask why in order to determine the next step.

It is possible that they may have additional buying criteria. If this is the case add this to the list and repeat step 4 again.

Step 5 – Present your product – Once the prospective customer has said yes to your pre-closing question in step 4, then and only then do you begin to present your product or service to them. Make sure you match your presentation to their requirements i.e. we have this in yellow, can deliver on Friday etc.

Also remember to present the benefits and not just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industry

You need to be an expert at listening and observing in order to truly make it in sales. To do this you need to learn how to stop speaking and to listen. A good rule of thumb is to use your ears and mouth in proportion to each other i.e. you listen for 2/3 of the time and speak for the 1/3.

Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.

Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.

Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the person who is the M.A.N (they have the Money, Authority and the Need). A qualifying statement goes something like this, “Mr Potential Customer, we have got a fantastic range of widgets on offer today, in order for me to work out which one will work for you I need to ask you some questions, is this okay?”

Step 3 – Question Time – Ask the prospect questions that determine whether they are indeed the M.A.N. Make sure you carefully write down all the answers given. You may wish to develop a form that has preset questions on as a great sales tool.

Use open questions, that begin with what, why, when, who and how. Typical questions are as follow;

- Our product range is designed to meet all budgets, what type of budget do you have?
- How soon are you looking to get ….?
- Who else is involved in making the purchasing decision?

Make sure to ask product relevant questions. See the following example questions

- What colour are you looking for?
- How many users do you need?
- Where will it be installed?
- When are you looking to order?

Important: If it becomes apparent during this process that your product does not match the person’s requirements or they are a time waster end the meeting and politely say goodbye. This can actually be a really satisfying experience, saves precious time and allows you to focus on people who can buy from you.

Step 4 – Pre-close – A pre-close is a powerful technique that if done correctly virtually guarantees the sale. Using your carefully written down list of answers provided by the client, you say something like this ‘Mr Potential Customer, if I can provide you with a widget in yellow, on Friday morning, for less than $400 (you basically read back their list of requirements to them) will you order from me today?”

If at this point you have carefully repeated back their buying criteria and they really are the M.A.N it is highly unlikely that they will say no at this point. If they do say no, you need to ask why in order to determine the next step.

It is possible that they may have additional buying criteria. If this is the case add this to the list and repeat step 4 again.

Step 5 – Present your product – Once the prospective customer has said yes to your pre-closing question in step 4, then and only then do you begin to present your product or service to them. Make sure you match your presentation to their requirements i.e. we have this in yellow, can deliver on Friday etc.

Also remember to present the benefits and not just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industr

ime. Always try to speak to the person who is the M.A.N (they have the Money, Authority and the Need). A qualifying statement goes something like this, “Mr Potential Customer, we have got a fantastic range of widgets on offer today, in order for me to work out which one will work for you I need to ask you some questions, is this okay?”

Step 3 – Question Time – Ask the prospect questions that determine whether they are indeed the M.A.N. Make sure you carefully write down all the answers given. You may wish to develop a form that has preset questions on as a great sales tool.

Use open questions, that begin with what, why, when, who and how. Typical questions are as follow;

- Our product range is designed to meet all budgets, what type of budget do you have?
- How soon are you looking to get ….?
- Who else is involved in making the purchasing decision?

Make sure to ask product relevant questions. See the following example questions

- What colour are you looking for?
- How many users do you need?
- Where will it be installed?
- When are you looking to order?

Important: If it becomes apparent during this process that your product does not match the person’s requirements or they are a time waster end the meeting and politely say goodbye. This can actually be a really satisfying experience, saves precious time and allows you to focus on people who can buy from you.

Step 4 – Pre-close – A pre-close is a powerful technique that if done correctly virtually guarantees the sale. Using your carefully written down list of answers provided by the client, you say something like this ‘Mr Potential Customer, if I can provide you with a widget in yellow, on Friday morning, for less than $400 (you basically read back their list of requirements to them) will you order from me today?”

If at this point you have carefully repeated back their buying criteria and they really are the M.A.N it is highly unlikely that they will say no at this point. If they do say no, you need to ask why in order to determine the next step.

It is possible that they may have additional buying criteria. If this is the case add this to the list and repeat step 4 again.

Step 5 – Present your product – Once the prospective customer has said yes to your pre-closing question in step 4, then and only then do you begin to present your product or service to them. Make sure you match your presentation to their requirements i.e. we have this in yellow, can deliver on Friday etc.

Also remember to present the benefits and not just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industr

say goodbye. This can actually be a really satisfying experience, saves precious time and allows you to focus on people who can buy from you.

Step 4 – Pre-close – A pre-close is a powerful technique that if done correctly virtually guarantees the sale. Using your carefully written down list of answers provided by the client, you say something like this ‘Mr Potential Customer, if I can provide you with a widget in yellow, on Friday morning, for less than $400 (you basically read back their list of requirements to them) will you order from me today?”

If at this point you have carefully repeated back their buying criteria and they really are the M.A.N it is highly unlikely that they will say no at this point. If they do say no, you need to ask why in order to determine the next step.

It is possible that they may have additional buying criteria. If this is the case add this to the list and repeat step 4 again.

Step 5 – Present your product – Once the prospective customer has said yes to your pre-closing question in step 4, then and only then do you begin to present your product or service to them. Make sure you match your presentation to their requirements i.e. we have this in yellow, can deliver on Friday etc.

Also remember to present the benefits and not just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industr

t just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.

A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.

Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’

At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industry as their ‘objections’.

Now to be honest dealing with objections is a whole topic in itself. With experience you will be able to create a list of common objections in your industry, or that your product or service runs into. In fact as part of your personal development, make it a project to create a list of any and every objection that you are likely to bump into. Write each one down, and then figure out the answer which deals with it. However if you have implemented step 4 properly then the chances are that your prospect will be happy to order.

Step 7 - Take the Order – Remember to stop selling and write out an order. Always take some sort of order form with you. Even if it is not that applicable to your business, anything that makes the order more official and requires more commitment from your new customer will reduce the risk of a changed mind. It is also important to remember that the customer has purchased from you i.e. they made a wise decision. Therefore do not create the impression that you sold to them. Thank them for the order and leave.

This a basic outline to the system I use and have made thousands from. As I write this one of my new clients has just placed another order with a value of $157,000. So I am looking forward to another bumper commission check this month.

Being in sales is great fun and very rewarding. Take time to study, adapt and apply my ‘Killer Seven Steps Sales Process’, I am sure you will enjoy reaping the benefits!