How to Qualify, Magnify, Pose, Close, Deal and Seal for Sales

Are you afraid of sales? It’s not what you think. It’s not about being outgoing, backslapping or schmoozing. Nor is it about being a fast talker or pushy. Sales is about coming to a mutual agreement, two people who want to make a trade. They discuss the pros and cons, each see value in the deal and shake hands. It’s a process with a set of steps that build on one another. And once you know the process it’s much easier to follow and you’ll realize it’s nothing like the stereotype you see in the movies.

The six steps are Qualify, Magnify, Pose, Close, Deal and lastly Seal. Let’s take a look.

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Qualify

In any market there are a large number of leads that could eventually become prospective customers. The task is to focus your energy on those who may eventually purchase. Spending time on prospects who are an unlikely clients is both a waste of time and frustrating. Figuring out who’s a match and who’s not is called qualification. It starts by asking questions that will uncover their needs. Say something like this: “Many companies like you have SOME XYZ PROBLEM. Do you see this in your business too?” I try to find an issue I think they’ll be able to relate to. Continue with this line of questioning until it’s clear they’re a match. Write it all down on a list. Look for the problems and fears, and also focus on desires and hopes that you might be able to satisfy. If you can’t, they’re not a prospect.

Magnify

Once you have a qualified lead, start asking questions that imply deep emotions. For example you could ask the following, “Since you have SOME PROBLEM OR DESIRE how does this hurt your business?” Or you could ask “If you could solve this PROBLEM how would it help your business?” The goal is to get them all worked up and magnify their emotion. Get them in a mindset that their problem or desire needs to be addressed now!

Pose

Now is the time to prove that you can come to their aid. Pose a solution. Walk through their list of issues and desires. Note how your solution, products or services can address each of their needs. It may become clear that you’re not a match. You can then shake hands and wish each other the best of luck. But if you’ve qualified them properly , more than likely you’re a good match for them. Look for buying the signs as you explain your offering. Are they agreeing with you, nodding their heads? By using their list, the clients are in essence selling themselves on you.

Close

Closing sales is the part of the process that many find difficult. This is the time ask to for their business. The best way to start this conversation is to do it in an honest and straightforward manner. Out and out ask them: “From what you’ve seen so far do you think my company has what it takes for you to be successful?” If they say yes that’s great. But if they say no, go back and collect more issues. Magnify their issues and pose possible solutions once more. When done attempt the close. Keep repeating until you get a Yes or it’s clear you’re not a match.

Deal

Now is the time to get them to commit. Ask the following: “What are the barriers to start using our products and services within the next month?” If all goes well they’ll say “Nothing, let’s get started.” Congratulations now it’s time to get the PO. But if they say “No” the response is to ask why. Go back and uncover any new issues, and if possible pose solutions that may meet their requirements.

If they’re truly shopping they may need to look at other options. You can respect that. Find a time within two weeks that works for them and follow up. Not everyone is a match when it comes to business. Sales is a process of matchmaking. It needs to be a win for them and a win for you.

Seal

Once you’ve made the deal it’s time to seal it and start working on the next opportunities. By over delivering and delighting new clients you stem bad news being shared across social media. Furthermore you’re likely to get great references and referrals from their network. The end of this deal is only the start of many more.

These six steps are the foundation of all sales. Although some industries may require additional steps, and hoops to jump through, this process works in many cases. The one overriding theme here is the mindset:

You are here to help.

This is both a collaborative and relationship building process. Modern sales demands this. It’s no longer a world without the Internet. Prospective customers may know as much if not more about the details in your market. Your job is to be curator, consultant and eventually trusted advisor. Once you earn their trust, the rest is yours.

Housekeeping

If you’re following Sales Babble on Facebook, LinkedIn or Google+ you’ve probably noticed I’m in the process of finding a name for the new online class I’m offering this November. The class is focused on people unfamiliar with sales, people who need to learn sales but have a lot of fear around it. The details about this class: what will be covered, how will it be offered and other specific will soon be announced. So if you’re not already following me on social media

Read my posts on LinkedIn here www.LinkedIn.com/in/patrickhelmers

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