1. A Positive Start

• Have a positive mindset when introducing yourself and talking to the client
• Strong introduction ideas - breaking the ice

2. Build Continuous Rapport

• Start a flowing conversation
• Be real - have a chat if some paper work is taking time
• Summarise what the customer says

3. Identify and Explore Needs

• Ask their needs by asking about them.
• Ask about their business and their role.
• Find out if they have had previous problems in the same area

4. Present Solutions

• Features vs Benefits - which to focus on when
• Buying signals - how to look for them

5. Handling Objections

• Common objections such as; Too expensive, Not enough time, Not today
• Welcome the objection
• Defer the objection
• Focus on extras
• Compare products to competitors
• Show empathy
• Present the best alternative option
• Read body language
• Use testimonials
• Ask more questions

6. Close the Sale

• Ask for the sale eg How would you like to pay? When would you like it to be delivered?
• Conditional closing
• Incremental closing

7. Completion

• Paper work
• Computer records
• Follow up
• A thank you