Quick: is sales an art or a science?
Dr. Donald Moine says that sales is 90% psychology. Now the bigger question - is psychology science or woo-woo stuff?
There are many doctors who deride psychology as pseudo science.
Whichever side you wish to align yourself with, it's a fact that selling skills is both a science and an art.
The scientific part is the system that you apply for any type of customer. The artistic part is the body language and verbal language you use.
The scientific part is easier to master just as all systems are easier to master than the artistic elements.
Maybe I say this because I'm horrible at art. I'm so horrible at art that my mother had to use an alphabet from my mother tongue to teach me to draw a dog when I was in kindergarten. I'm so horrible at art that I even had to attend art tuition while in junior high.
Getting back to the topic of the sales process system. These are the essential 7 steps you have to exercise if you want a prospect to buy from you.
Step 1 - Generate leads
Step 2 - Set appointments
Step 3 -Build rapport
Step 4 - Identifying your prospects wants and desires
Step 5 - Effective presentation of your product/service benefits
Step 6 - Handling questions and objections
Step 7 - Getting the Yes from the prospect
You would notice that some of the steps occur throughout the interaction - for example rapport building.
Some steps could occur a few times, like objections and questions.
Besides these 7 steps, the successful super performing sales person has a superior mindset that sets her up to get the job despite the down days. Being motivated everyday to perform all 7 steps is a commitment and not a feeling.
If you are a business owner, sales person or network marketer and would like to discover more in-depth, the professional selling skills listed here, watch the free online sales training by the legendary Tom Hopkins here - Business Breakthrough Training.
This article was originally published on LinkedIn.