The four-step sales process
|Success requires putting the hard-sell on hold. Instead, agents must communicate effectively with their clients to gain a clear understanding of needs, concerns and expectations. This is accomplished by following a process that is built upon the concept that selling is relationship building and consultation, rather than quoting or one-off sales. The process can be broken down into four distinct, repeatable steps:
|- Properly opening sales calls in a way that establishes rapport and communicates immediately to the client the agent understands that their time is valuable and will use it efficiently
- Asking the right mix of open and closed questions to gain a full understanding of their needs, including those the client may not be aware they have
- Exploring opportunities to meet those needs, including clearly stating the benefits and value the client will realize from the products and services being recommended
- Closing the call with clearly established next steps
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