Increasing Sales, Using a Selling System That Integrates
With the CRM Solution

Sale's is a people game involving massive prospecting, and rejection - they say it's a numbers game that gets easier with intuition, conviction, goals, and success. The main reasons brokers and sales reps should use tools like RCM are to get leads, save time, increase sales & build "The Book"!

 

The RSS (Real Sales System) sales methodology (below) parallels the way people want to buy and how they buy. What influences their decisions? These methodologies should be used to create more training scripts and should be integrated into any all communications with contacts. Begin training!

 

Research shows that there are five buying decisions that people always make in the same psychological sequence whenever they are being sold to: 1) salesperson, 2) the company, 3) the product or service, 4) price or costs, and 5) buying time frames.

 

How do you take advantage of knowing how people buy and increase sales? By following a selling procedure that covers all the points in the sales process and leaves nothing to chance. Here's an approach that accomplishes that by complementing the way people want to buy. The steps are: approach; qualification; agreement on need; sell the company; fill the need; act of commitment; cement the sale and inoculate the buyer. The Sales Director will demonstrate how these steps can be integrated into the sales force automation software portion of our CRM solution so managers can better monitor sales opportunities to increase sales.

 

The amount of new account applications as well as referrals will increase because newly converted prospects will understand why they should complete the account doc's and when our reps begin to ask every new client or prospects for referrals; they will feel comfortable that the person they are referring will be taken care of - just like they were. 

 

The steps of the sales process are these: Approach and build rapport (prospecting), qualification (information-gathering), Agreement on Need (affirming their needs), presentations (the company and product/service that satisfies their needs), and close (Get commitment, cement the sale).

 

Here is a capsule preview of the steps our reps need to learn:

1. Approach. The prospects first buying decision is about them - the salesperson. Do they like you? Do you have integrity and good judgment? Step one is designed to help our prospects make this decision positively. People buy from you because they like you. Rapport-building is an important skill to teach and learn. Use RCM fields to track your prospects' interests, areas that you can compliment them and how to make them feel important in their own eyes by meeting and spending time with you. Tell them what you will be doing for them, and about our education processes (seminars, interactive CD's, courses, broker-assisted trading, self-directed, managed, etc).
2. Qualification. This is our information-gathering period. In step two, you will qualify the person as a genuine prospect and uncover their special needs. In turn, your prospect will determine if you are honest, have integrity, and know what you are talking about. Professional selling questions help you to learn the facts and feelings of your prospect, coupled with your excellent listening skills. The number one rule in human communication is that people prefer talking to listening. Asking meaningful, penetrating questions about topics that are of interest and importance to the prospect qualify you as someone who cares about their needs and a potential provider of services and trades. In the selling profession, a good salesperson is a good listener; a great salesperson is a great listener. You should track the criteria each prospects will use to make their choice, timing of opening, which markets they are interested in, is their risk-capital liquid or tied up and the amount they have to trade.
3. Agreement on Need. You will summarize for your prospect the information you gathered in steps one and two to verify and clarify these facts. You will be demonstrating your understanding of the prospects unique problems and needs. Your prospects buy from you not only because they understand your product or service, but because they believe you understand them! Most of the success you will have in selling depends on the job you do in these first three steps. You are required to define the most important needs or desired features for each prospect with RCM. Three or four compelling needs set the stage for a reason to open an account with you!
4. Sell our Company. The prospects second buying decision is about COMPANY. Does it operate with integrity? Does it have the competence and capability to perform as promised? What does it mean to be big? In step four, you will supply our prospects with the information they need to make this decision positively. You should learn how to send emails with the corporate story: Send an email because 77% of incoming information that is taken into our senses is received through our eyes, make the presentation as visual as possible.
5. Fill the Need. The prospects next buying decisions is about how our product or service solves their problems or fills their needs precisely and the value they will receive for working with you. In step five, review the key features (specific for that prospect) and related benefits of the product, outline the role our services will play, and other ways you answer their unspoken question, "What will it do for me?" Present the features and benefits in increasing order of importance to the prospect. Why? Because people buy emotionally and then justify the decision logically. By presenting our most appealing feature/benefit last, you build our prospect emotionally and then ask them to buy in step 6: Act of Commitment. We will have clearly discussed the features and benefits reps will present prior to calls.
6. Act of Commitment. There is always a best time to ask for the order and close the sale and that is when the only buying decision left is when to buy. In 62% of sales calls, the selling opportunities do not conclude with the seller asking for the sale. It concludes with the prospect saying they need to think over the proposal and will call back. However, the sales professional knows now is the time to ask for the order or the act of commitment. In step six, you will ask for the sale more than once, if necessary - without applying any pressure. In professional selling, when the previous steps are properly handled, closing the sale becomes the logical conclusion to a well-given presentation. Peak performers know that closing the sale is no more important or difficult than any other step in the selling process. I/we will identify the most common objections received from prospects, suggest strategies to overcome and provide language for how to handle chronic objections.
7. Cementing the Sale and Inoculate against buyer remorse: People buy emotionally, then justify their buying decisions logically. In step seven you will "cement" in your prospects' mind the logical reasons that made their purchasing decisions wise, sound, and intelligent so that when/if they think about their decision - they stay the course!

To be effective, these seven steps should be followed in precise order. Why? Because most of our prospects' five buying decisions are made in precise, psychological order. The steps are designed to carry our prospect smoothly through this series of decisions in that same precise, psychological order. Out of order, the seven steps don't work as well. They often don't produce a sale and can result in a confused, battered, frustrated, and self-doubting salesperson. However, when used in order, the seven steps lead you logically to a successful sale.