Here’s how to sell your products or services effectively in this digital age. We’ll discuss the old model vs the NEW model of selling. The old model of selling looks like a triangle broken into four parts:
1️⃣ RAPPORT – Building rapport takes up 10% of the seller’s time.
2️⃣ QUALIFYING – Salespeople spend about 20% of their time qualifying you.
3️⃣ SOLUTION – This takes up 30%.
4️⃣ CLOSE – 40% of their time is spent closing the deal.
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The NEW model of how to sell your products or services is an upside down triangle:
1️⃣ RAPPORT – You should spend 40% of your time building credibility and trust.
2️⃣ NEED – 30% should be spent on identifying the client’s needs.
3️⃣ SOLUTION – 20% of the time is spent talking about your product or service.
4️⃣ CLOSE – The close is 10% and is basically just a formality at this point.
If you encounter a problem in this process, all you need to do is go back up the step before it then focus on that step. 😉
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