The CMS Training Sales Model

If you're a student of selling you know that there are a number of models that outline the fundamentals of the sales process. Our approach at CMS Training is to provide an overview of the process and then let the companies we work with modify the steps we've embraced. Here's an overview of our model:

The CMS Training Sales Model - 6 Keys to Selling Success

1. Plan and Review. Review your sales activities every day and the interactions you had. What went right and what went wrong? What can you do about it? Focus on your "pay tasks" - What do you get paid for in your current sales position?

Balance work and play and work in day tight compartments. Develop the discipline to switch between work tasks and down time. This is a huge concept. (Don't play at work and don't work at play as Jim Rohn so eloquently has said.)

Plan who you should see each day and identify your TIP's (Template of your Ideal Prospect) Who do you really want to do business with? Review simple details - Who should you see today? Where are they? And when can you find them?

2. Prospect and Contact. So many people have different philosophies on working in sales. Some push working smarter not harder and too many people take that as an invitation to do nothing intensive. Get out and "hit the bricks" and see the people that can say yes to your product or service. If you're not meeting new people in sales, you're not maximizing your current efforts or future returns.

Have multiple objectives when prospecting... this reduces rejection and increases positive emotions. No other ONE principle will make becoming proficient in selling more fun and fast!

Make "impactful" first impressions. Be professional, be excited and mirror your contact. If they are impressed with you... you've got a chance to do business with them.

3. Qualify and Determine Needs. Be professional and BE DIRECT. Can the person you're speaking to make a final decision? Ask questions and then LISTEN for clues. What needs can your product or service provide the solution to?

4. Present and Outline Solutions. Be an Industry Expert regarding your product or service. Regardless of what you normally say in your presentation, your knowledge of your industry will always be more important than just giving a presentation. Avoid sounding canned. A primary responsibility when jumping into a new position is to learn the sales presentation COLD.

Focus on Benefits. What will your product or service do for the potential client? How will it make them more money? How will it make them feel better? After a prospect knows what you have will "work" for them, then they'll be interested in "how it works."

5. Address Concerns. If people are interested, they'll have concerns and questions. There are very few perfect fits. Smile when you get objections - inside and out - this means your proposal or your product is being considered.

When concerns come your way determine validity first and respond second. Don't confuse a comment for a concern. Many times buyers are simply working things out in their mind and verbalizing their thoughts. Don't jump in unless a question is asked.

Valid concerns need to be handled quickly.

6. Close the Sale and Obtain Referrals. If you've done a solid presentation and asked enough questions that resulted in "yes" answers, then closing the sale is about asking for the final yes and processing the transaction.

Obtain referrals by identify EXACTLY who you are looking for and helping satisfied clients "see" those people in their minds. It's more than asking for referrals - ask with the purpose of helping those people obtain the same benefits and positive feelings as the person who just gave you the name.

Finally, use the law of reciprocation and reward the people that make those quality introductions for you. Anything small, provided up front, will invoke the response you're looking for. Also remember that any time you do an INCREDIBLE presentation and clients don't say yes because of the money, they are very likely to say yes on referrals.

That's our model... find people, impress the heck out of them, qualify them, finding out what they need, show them what you can provide, get the final yes and ask for other people you can talk to.

What's your process? Your entire career will change once you understand your model and maximize your efforts in each area.

TK