There is an old adage or saying when it comes to sales:
People BUY from people that they Know, Like and Trust.
A Business can create the
KNOW, LIKE, TRUST
by building their BRAND through
The 7 steps of the selling process:
Sales Steps 1,2,3 are about MARKETING or PROMOTING YOUR BRAND!
1. Introduction (first impression)
Rule of Likability - Friendly, Open, Genuine
2. Build Rapport (connect)
Rule of Relationship - Personal, Interested, Attentive
3. Earn Trust (ask questions)
Rule of Listening - Needs Assesment, Focused on Them
If you skip 1, 2, 3 and go right to slamming someone with info or asking them to buy it is a lot tougher to get the sales you want.
Digital Marketing Channels can Create Awareness (introduction), Build Rapport (Connection), and Earn TRUST.
The TOP OF THE SALES PROCCESS OR FUNNEL is Marketing
You can use Digital Marketing for the purpose of Building your Brand. You can achieve the Introduction, Rapport, and Trust you need so that BUYERS will feel confident in making purchasing decisions and choose your company over a competitor.
Sales Steps 4-7 are about SELLING and creating a new customer!
These Steps Come at the BOTTOM OF THE SALES PROCESS
4. Provide Information (products or services)
Rule of Value - Be a Resource, Bring Value, Meet Needs, Solve Problems
5. Overcome Objections (answer questions)
The Rule of Patience - Don't go right to the sale, Show Understanding and Empathy
6. Ask for the Sale - (find agreement)
The Rule of Acknowledgment - Confirm and Congratulate, Set Expectations
7. Follow-up (meet expectations)
The Rule of Reciprocity - Mutually Beneficial