| Begin with the end in mind.
That is one of the seven habits of highly effective people, as described by business author Stephen R. Covey.
In Track Selling, begin with the end in mind is an advanced selling skill.
It means identify an objective for the sales call. The seven steps allow salespeople to reverse engineer the sales process to accomplish the objective.
Here's how...visualize the features and benefits to be presented in Step 5 - Fill the Need that would direct the mind and heart of a prospect toward the desired objective; be it closing a sale, getting a next meeting, etc.
From there the sales professional can create the questions in Step 2 - Qualification that will likely lead to a desired Agreement on Need. Then the sales person has a clear bright line to create the content for Step 4 - Sell the Company and Step 5 - Fill the Need.
When it's time to get an Act of Commitment - which is the objective - the close is the logical conclusion to a well-given presentation. Objective accomplished.
Begin with the end in mind. Reverse engineer with Track Selling. It works.
Good luck and good selling. |
