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Aired on November 20, 2019
Episode 14
The Most Important Part of Your Sales Process And What It Means For Long-Term Business Growth
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Always be serving. Opening the sale is the most critical part of the sales process. The next steps would be to prepare, set the stage and create a rapport for the customers.

The Most Important Part of Your Sales Process And What It Means For Long-Term Business Growth

If you have ever thought that closing the sale is the end all be all to your sales and your sales process, I’m going to debunk that myth on today’s episode. People are focused on how do I close, how do I close, how do I close. Maybe you’ve even heard The ABC of sales – Always Be Closing. However, I very much believe that it really should be ABS – Always Be Serving, instead of ABC.

In this episode, we’re talking all about why opening the sale is the most crucial part of the sales process and why it will bring you even more sales in the long-term. Selling is serving, and when you sell really well, then you’re serving at the same time. When people have a problem you can solve, they’re naturally going to continue to ask how to work with you. Selling is the opportunity for you to provide your service, programs, products, and solution as a way for your customers to get the help that they need.

The Opening of the Sale

The front end part of your sales process, which is the opening, is a combination of your preparation as well as setting the stage and building rapport, making the connection with your ideal customers.

Preparation

Your preparation is important, but it doesn’t have to be overwhelming. If you are selling to B2B or dealing with higher-priced proposals, more time in preparation may be needed. As you get more experience, your preparation time will decrease. It’s key to be extra prepared when you’re engaging with potential customers.

Setting the Stage

Setting an agenda for your sales conversation and having clear expectations for what the conversation is supposed to look like based on what you want is crucial. You are in charge of this conversation, and if you don’t set the tone, it tends to go haywire.

Creating Rapport

Building rapport is all about being able to relate to your customer on a personal level. People buy from those that they know, like, and trust. If they don’t like you very much, especially in high-level services, there would be a huge disconnect. Building rapport creates the foundation for a meaningful relationship with your customers.

Why It Matters

The opening of the sale sets the tone for the relationship that you’re going to have with your customers, whether or not they buy from you now or later or never. It’s what makes people feel connected and sets you apart, making you even more memorable. Selling with integrity creates powerful word-of-mouth marketing for your business, even from people who may never buy from you.

Remember, nobody wants to be pushed through with their credit card. They want to know that they matter even if they don’t end up working with you. Opening the sale in a genuine, authentic, deep, and meaningful way is critical for long-term business growth.

So, next time you’re preparing for a sales conversation, don’t rush through the opening. Take the time to make a genuine connection, set the stage, and build rapport. The quality of your conversations will increase and you’ll be setting yourself up for long-term success.

If you need any more help with this, feel free to hop on over to my free Facebook community or get yourself on the waitlist for my exclusive community, Sales Mastery Society. Links will be below.

Selling is serving, and when you serve really well at the start, success follows.

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Biggest Takeaways:

  • Selling is the opportunity for you to provide your service, programs, products and solution as a way for your customers to get the help that they need.
  • The front end part of your sales process, which is the opening, is a combination of your preparation as well as setting the stage and building rapport, making the connection with your ideal customers.
  • Set yourself and your potential customer up for success by having very clear expectations for what the sales conversation is supposed to look like based on what you want.
  • People buy from those that they know, like and trust. They may know you and trust that you have the expertise, but if they don’t like you very much, especially when you’re working with them at a high level, high touch type of service, then there would be a huge disconnect. 

 

Quotables:

  • Selling is serving and when you sell really well, then you’re serving at the same time. When people have a problem you can solve, they’re naturally going to continue to ask how to work with you. [Tweet This]
  • You get to choose who you work with and if you don’t like them, you can say no. [Tweet This]
  • Nobody wants to be pushed through with their credit card. They want to know that they matter even if they don’t end up working with you. [Tweet This

Highlights:

  • Why opening the sale is the most important part of the sales process. [01:22]
  • The key things you need to prepare for sales calls (it’s actually pretty simple!) [05:01]
  • How to set the stage in your sales conversations and have the confidence to set your expectations upfront. [07:20]
  • How to create rapport and set the tone for the relationship that you’re going to have with your customers right from the get go. [10:57]
  • Why selling with integrity helps you create powerful word of mouth marketing for your business, even from people who may never buy from you. [17:39]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” – Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show. (Link to the podcast page)

Find out more about me here: 

Facebook: www.facebook.com/SusanMcVea

Facebook Group: www.facebook.com/groups/successfulsalesstrategies 

Instagram: @susanmcvea (www.instagram.com/susanmcvea)

Website: www.susanmcvea.com 

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