Our goal is simple…to provide “The Clear Solution.” MaveriConsulting gives our clients the ability to grow their business through directly interacting with their targeted customer base.
Direct selling is one of the oldest and most storied professions in the world. There are literally hundreds, possibly thousands of sales training methods and techniques that one can learn. Yet, we choose to keep the process simple and the philosophy employed straight forward. In fact, it is our belief that the sales agent should never have to convince, “sell”, the prospect. We believe that the sales agent has two primary responsibilities when meeting with a prospect. First, he/ she must educate his future customer. Second, he must create an environment in which the prospect feels as comfortable possible and can trust you. There is no reason to hide information or hold back information. Always be straight forward. When your prospect asks a question, simply answer the question. It is our belief that customers want to buy the products we sell. And, if you can make them feel comfortable and simply educate them on the product(s), they will buy without the sales agent having to close hard or push. In fact, if you follow the training we provide, many customers will tell you they want to buy without you having to ask for the order.
The philosophy of our Direct Sales process is simple...............
Always be straightforward with prospects and customers
Seek to educate your prospect not try to convince them
Be like a friend who is simply explaining how good our product is and why so many people like it
Selling is also sometimes referred to as a transference of one’s feelings. If this is true, your enthusiasm about the quality and benefits of the product(s) will be transferred to your prospect. When they become enthusiastic about the product as well, they want to move forward with the purchase.
How do we do it
We teach 6 Steps in the Cycle of Selling:
Step One: Pre-Approach = information you gather about a lead before the approach.
Approaching someone “cold” is the hardest approach in the book. Approaching someone with knowledge about the prospect prior to the “cold call”can be incredibly helpful, IF the information is used appropriately, turning a cold call into a “warm call”. We teach why this is important, what information a sales person needs to gather, how to gather it, and how to use.
Step Two: The Approach
Many sales systems consider the Approach as Step One in their sales cycle. However, you should never approach a prospect without having proper Pre-Approach and understanding how to use that Pre-Approach information to make an effective approach. We know that most people can think 7 times as fast as the average person speaks. You will have only a few moments to make a great Approach. We teach the 5 basics in approaching that makes the conversation rate to a demo incredibly high
Step Three: The Introduction
Sometimes called Fact Gathering or Building Rapport. During this step of the cycle, being conversational with your prospect is essential. Yet, you must focus on gathering useful information efficiently to determine whether you can help the prospect, while building interest in your product. But most importantly, determine whether your prospect is qualified. We teach our people how to determine within minutes whether a prospect is qualified or not. Spending Quality Time with Quality People is the mantra(QTQP).
Step Four: The Demo
The Demo beings with the Setup and the Three Reasons. The salesperson should always focus on the benefits for the customer. This is done by using the product's features and advantages. This is known as the FAB technique (Features, Advantages and Benefits). We teach FAB, Trial Closing or Temperature Taking Questions, The Three Reasons why we’ve been doing so well (regardless of product line) and how to ask the Critical Question. And, most importantly, the valuable skill of Answering Objections in Advance. Our Training and Techniques work!
Step Five: The Close
Closing should be stress free, and if the sale is set-up properly, the close is a formality that is assumptive. This is the last part of the presentation. Many salespeople fear closing. Yet a great sales person is always closing early and often. And, if the first 4 steps are executed at a high level, the prospect tells you they want to order, and the close is not even needed. You simply proceed to take the order.
Step Six: Solidifying the Sale and Getting Referrals
The sale is not the final step in the cycle or selling. Asking a prospect to verbalize why they ordered the product reinforces their decision. And, leads into asking for referrals in a very assumptive manner as well. A customer that gives you numerous referrals is a solid sale. Also, follow-up activities are very important and are useful for the establishment of long-term business relationships. It is important to check-back with customers to make sure they are satisfied and to ask for more referrals, gathering quality Pre-Approach along the way on those referrals and starting the cycle all over again.