Finding the Sales Process That Works for You

BY JASON ZULLO

You’ll be a better salesperson if you use a process that makes you stand out and blend in at the same time

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elling with a process is a big deal these days. Like every other idea, this brings about a question that you need to answer before you get started: What is the right process for me?

Any good sales process has two important components. First, it must feel natural but make you stand head and shoulders above the competition. It will feel like a second skin: comfortable, secure and as normal as saying hello when answering the phone or knocking on a door before entering a room. At the same time, that process must make you a whole foot taller. You need to do something that makes you rise above every other salesperson talking to your potential clients.

This second qualifier will help with that. A good sales process is also one that fits with social norms and niceties. That means no tricks, no gimmicks, and it naturally moves with the ever-changing social conventions of the world around you. A good process relies on the law of returns. That simply means as long as you do something, you will get something. If you plant corn, you will grow corn. It’s as natural as the sun coming up in the morning and going down in the evening. At Window Covering World, we use a five-step plan that is designed to help you be the best you.

The process is guided by five simple phrases: 1. Make a friend: Connect before you meet in person and start a friendship. 2. Guide the tour: Take charge and have control. Stay in the lead through the whole sales process. 3. Doctor of design: You’re the doctor! Help your patient resolve the design problem. 4. The sharp pencil: Give the client the perfect price the first time. 5. Show me the money: Resolve any objections and close the deal.

Finding the right sales process for you may take time, but once you do, you’ll be amazed at the way it helps you close more sales and make more deposits at the bank. z

Jason Zullo is the sales coach for Window Covering World, an online training service. Interested in learning more about the company’s sales process? Check out Window Covering World to find out whether it’s right for you. windowcoveringworld.com Facebook: WindowCoveringWorld Instagram: Window_Covering_World