NAL Training
About Lesson
Sales Process
  • Where are we Now?
    • Who is driving… us or the customer
      • Stay in control. It’s important to let the customer guide you through what products or services they require, but once they start telling you how to do business you must take control of the situation.
      • It can be difficult to maintain control when customers are pushy or demanding, but stand your ground and don’t concede.
    • Does the customer or prospect understand the challenges within the market/supply chain?
      •  Making sure that you and a prospect or customer are on the same page about what’s going on in the industry will do nothing but help you complete a sale.
      • Address challenges that apply to the industry as a whole and challenges specific to this relationship. Once you understand each other’s potential pain points it becomes easy to to prepare for and predict future issues.
    • Sense of urgency
      • Urgency in sales is the difference between a good month and a good year.
      • If you let your customers drag out the sales process your total number of potential commissions goes down. The more you push to get orders in and have customers reorder the more money you can make! 
      • Creating a sense of urgency also pushes the customer to buy now and think later.
  • Define Opportunity
    • What is the difference between an opportunity and a lead?
      •  A lead is a prospect that could turn into business.
      • An opportunity is once that lead has confirmed the type of and amount of product that they would like to order.
    • Tracking your opportunities is important to be able to track the success of you pipeline as a whole.
    • Can you clearly define your solution to the opportunity?
      • Identify what problems you’re solving for the customer: bad relationship, product unavailability, long lead time, high price, etc. 
      • You must also be able to present hard facts about your opportunity: product, company name, location, order size, price, etc.
    • Vet the opportunity AND the proposed solution to identify if it is real and feasible before continuing in your sales cycle.
      • Be wary of consumers attempting to illicit a price sheet to get better prices from competitors.
    • Identify any resources needed and have them prepared for your next meeting or phone call.
  • Getting to Close (Yes or No)
    • Pre-Close Questions

      • Have your prospects make small buying decisions throughout the sales process.

        • “When you buy NAL ___, would you prefer dyed or clear?”

        • “When do you need this by?”

        • “How would that work for you?”

    • Ask for the business.
      1. Clear and direct message.
      2. Use a closing technique. 
    •  Be prepared. Know the customer, market conditions, reputation, etc.
    • The relationship you developed throughout the sales process will pay dividends when attempting to close
    • Always have a pre-call plan with notes that list topics you want to hit.
    • Remember: You are selling NAL, not products!