Three Steps to Successful Sales

Selling is a process that builds from your first point of contact with the prospect - one step in the wrong direction can cost you the sale. "A successful sale is like building a pyramid; each step depends upon the success of the previous ones, and no step can be omitted without creating disaster," explains sales guru Tony Alessandra.

Here are Tony's three steps to selling success:

Step 1: Exploring Needs
The exploring step of sales gives you the chance to get deeply involved with your prospects to determine exactly how your product or service can help them. It's where the partnering process begins. The purpose of exploring is to get enough information from the client to enable you to recommend appropriate options. This step is epitomized by the guiding principle of Collaborative Selling, "Prescription before diagnosis is malpractice."

Step 2: Collaborating Solutions
After you've worked with your prospects to identify needs and concerns, the next step is to determine whether or not your product or service will solve a problem or seize an opportunity for them. Usually there are several different ways you can put your product or service together to meet the needs of your prospects. The collaborative selling way is much less adversarial and much easier. You actually involve your prospects in deciding which one of your options makes the most sense for them.

Step 3: Confirming the Sale
If you've done your job properly to this point, your customer should be asking to buy from you. The commitment becomes a how and a when, not an if. Signing the agreement is merely a formality. However, before confirming the sale, you'll want to be sure your prospect has all the information he needs to increase their perceived value of your product or service.

Tony Alessandra is a contributor to Top Dog Sales Secrets. He has authored 17 books translated into 49 foreign language editions, recorded over 50 audio/video programs, and delivered over 2,000 keynote speeches since 1976.