I’ve heard a lot recently about defining moments–in the customer experience, in one’s life etc., I like this as a metaphor for those places in life that we have a choice–follow one path that is resourceful and in everyone’s best interest. Or follow the path of least resistance–where we wimp on our goals.

Not because it’s the right path–but because it’s the easy path.

If you’re a sales person in any context–selling services, products, or selling ideas, tThere are 5 defining moments in the sales process. Check them out and see how you do in those moments. Here they are:

[1] The First Conversation

This is the time when ”orientation” gets set. What that means is the prospect begins to get a feel for how you’re oriented. Are you there to sell? Are you there to beg? Or, better, are you there to question and explore? Hopefully, the latter.

[2] Fnding The Problem

There is a moment in the sales process where the way is paved for you to ask questions to find customer problems. And yet few of us do. We’re too busy talking about our company–value–people–etc., Stuff that might be important to you, but isn’t for your prospect. This moment defines what you’re there to do (in the prospect’s eyes).

[3] Talking Money

Your  solution costs money. There are logical times in the sales process to talk money. Your comfort in doing so makes the sales proces sail. If you’re afraid of bringing it up, then you’re sunk.

[4] Involving Others

In business to business selling, there will be more than one person who makes/weighs in on the decision. There is a moment in the process where you must involve others. Maybe the first step is to ask the simple question: “Who else cares about solving this problem?”

[5] Getting A Decision

There is a moment that you should lay the ground work for a decision. You aren’t asking for a YES. But you should always be planning the moment where either you tell the prospect NO. Or they tell you NO. Either way is OK. But don’t miss the moment.

Tags: Bill Caskey, defining moments in sales process, getting a decision, sales strategy, sales training, selling strategy

This entry was posted on Monday, February 25th, 2008 at 9:49 am and is filed under Bill Caskey, Mechanics of Selling. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.