How to Sell: The Beginner’s Guide to Growing Commissions!

The Woodchuck Deal Process

The Woodchuck Deal Process is comprised of five stages:

• Meet and Greet: The initial contact sets the stage for the entire transaction. Make sure your first impression is a great one. Put your best foot forward and don’t try to sell anything yet.
• Identify the Problem: To sell a solution, you need to understand the client. What is their problem or pain point? Remember, they might think they know the solution, but your expertise is what they need to make an informed decision.
• Propose the Solution: This is where you lay your cards on the table. Show the client how your service will solve their problem, and why you are the best in the business.
• Counter Objections and Close the Deal: When you are trying to sell a solution to a customer, resistence is normal. Be calm, ask more questions, and address their concerns. Most times, their issues will be minor and easily addressed.
• Upsell: The deal is almost done, but there’s more to offer. Take a moment to point out some enhancements to your product or service but refrain from being overly pushy as these upsells can be added later.

It’s important to understand that these are not just mere steps to sell stuff.

It’s important to understand that these are not just mere steps but crucial aspects of the interaction between you and your client.

These stages will not only guide you through the process, but also equip you with the necessary skills and strategies to sell any product effectively.

From creating an excellent first impression during the meet and greet, identifying and addressing the client’s problem, proposing a viable solution, countering objections, closing the deal, to upselling, each phase has its unique significance and approach.

Let’s take a closer look

Meet and Greet.

Your first interaction, whether in person, over the phone, or via email, sets the tone. Smile. It may seem trivial, but a genuine smile works wonders for your tone, and your client will respond positively opening the door to sell your product.

Here is an example of an effective greeting:

“Hello and thank you for reaching out! I’m sure you have many questions and I’m here to answer them all. But first, I’d love to learn a little more about you and your needs. Could you please tell me a bit about what led you to us and what you’re hoping to achieve with our product/service?”

This greeting works because it:

• Acknowledges the Approach: By thanking the prospect for reaching out, you’re showing appreciation for their interest. This sets a positive tone for the rest of the conversation.
• Offers Assistance: Offering to answer questions assures the prospect that you’re there to help, not just sell. This demonstrates your commitment to their satisfaction.
• Invites Sharing: By asking the prospect to share their needs and expectations, you’re creating an opportunity for them to feel heard and understood. This is a critical step in building trust.
• Maintains Professionalism: While the language is casual and approachable, it remains professional. This balance is key to engaging a wide range of prospects.

Remember, every interaction with a prospect is an opportunity to learn more about them. You want to build trust, tailor your approach to their unique needs, and earn their business for years to come.

Identify the Problem.

Now you’re at that crucial stage where you’re trying to understand your prospect.

You want to know what they’re really after, but here’s the kicker – they might think they’ve got it all figured out, but often, they don’t have the full picture. It’s like trying to put together a puzzle without seeing the box cover.

This is where you come in.

As a salesperson, your role isn’t just to sell; it’s to guide, to educate, and to help your prospect identify their true needs. That is accomplished using open-ended or uncover questions.

Here are two examples:

“What challenges are you trying to overcome right now?”

This is effective because:

• Encourages the prospect to share: This question nudges the prospect to open up about their pain points. It’s like saying, “Hey, I’m here to listen. Tell me what’s bothering you.”
• Reveals underlying issues: Often, the real problem lies beneath the surface. By asking about their challenges, you’re digging deeper, uncovering layers that the prospect might not even be aware of.

“What would the ideal outcome for you be?”

This is effective because it:

• Identifies goals and expectations: This question helps you understand what the prospect is aiming for. It’s like saying, “Show me the target, and I’ll help you hit it.”
• Sets the stage for your solution: Once you know their definition of success, you can tailor your pitch to show how your product or service can help them achieve it.

Remember, sales is not just about closing deals; it’s a conversation.

And the best conversations start with great questions. So, ask away, and watch as the world of your prospect unfolds before your eyes.

Explain the solution.

This is where you lay it all out on the table and show your customer exactly how you can meet their needs.

Here’s an example:

Imagine you are working with a small business owner looking for a way to manage finances more effectively. They’re juggling invoices, expenses, payroll – it’s all a bit much, right? Well, let’s introduce a cloud-based financial management software, Product X.

Here are some possible approaches:

• Tailored Approach: With Product X, we don’t just want to sell you a one-size-fits-all solution. No, no, we understand every business has unique needs. That’s why Product X is fully customizable. You tell us what you need, and we’ll tailor the software to fit your requirements. Need to automate invoices? Want alerts when expenses exceed your budget? You got it.
• Demonstrating Expertise: We’ve been in the game long enough to know that managing finances can be a headache. That’s why we’ve made Product X super user-friendly. It’s packed with features, but still easy to use – even if you’re not a tech whiz. Plus, if you ever get stuck, our support team is just a call away.
• Trust and Reliability: We’re not here for a quick buck, we’re here for the long haul. We constantly update Product X based on feedback from users like yourself, because we believe in continuously improving. Plus, we use top-notch security measures to ensure your data is always safe.

What makes these approaches effective is:

• By tailoring the solution, you show them that we genuinely care about their specific needs. It’s not just about selling a product, it’s about providing a solution that works for the customer.
• Demonstrating your expertise gives you confidence in your product and team. It shows that you know what you are doing and that we can deliver on promises.
• Showing commitment to trust and reliability reassures the customer that you are a dependable partner. you’re not just providing a product, but building a relationship.

Remember to prepare and practice your approach from multiple angles to ensure you are prepared to demonstrate to the customer that you can meet their specific needs.

Overcome objections and ask for the sale.

The prospect is going to test your confidence at this point. They will likely throw up some walls by down-talking your recommendations. Don’t panic, this is normal, simply step back, ask some more uncover questions, and address their concerns.

Here are some important points to remember:

Understanding Objections: First off, it’s important to remember that objections are a normal part of the sales process. It doesn’t mean the prospect is uninterested. In fact, objections often mean they’re seriously considering your product and are just trying to understand if it’s the right fit for them.

• Key Strategy – Empathize, Clarify, Respond: The best way to handle objections is by using the ECR (Empathize, Clarify, Respond) approach.
  • a. Empathize: Show the prospect you understand their concern. For example, “I understand why you might be worried about that…”
    • b. Clarify: Ask questions to better understand their objection. This might be, “Could you tell me more about why you feel this way?”
      • c. Respond: Address their concerns directly. For instance, “That’s a valid point. However, our product has been designed to…”
• Effective Questions: Here are some examples of questions that can help you understand the prospect’s concerns better:
  • a. “What specific features are you looking for in a product like ours?”
  • b. “Could you elaborate on the challenges you’re currently facing?”
  • c. “What are your main concerns about implementing our solution?”
• Instilling Confidence: Remember, most objections are minor and can be easily addressed. If you’ve done your homework and truly believe in the value your product offers, there’s no need to fear objections. Instead, view them as opportunities to better understand your prospect’s needs and to sell them on how your product can meet those needs.

Remember, confidence comes from knowledge, preparation, and practice.

Keep honing your skills, and you’ll be navigating these challenging situations like a pro in no time!

Upsell to Enhance The Deal

After you’ve successfully presented the solution and the customer is almost ready to seal the deal, it’s time to softly introduce the concept of an upsell. But remember, this isn’t a hard sell, it’s more like a friendly suggestion. Let’s take our FinCloud product as an example.

Example:

“Hey, just thought you should know, we have this amazing add-on feature called ‘Premium Analytics’ for Product X. It’s not a must-have, but it could really turbocharge your financial analysis with advanced data visualizations and predictive insights. But hey, no pressure. You can always decide to add it later if you feel the need.”

Why is this effective?

• Casual Tone: The conversational tone makes the suggestion feel less like a sales pitch and more like helpful advice from a friend. It puts the customer at ease and makes them more open to considering the upsell.
• Highlighting Benefits: By explaining how the add-on can enhance their experience with the product, it creates a clear picture of the value they’d be getting.
• No Pressure: By emphasizing that the decision to upgrade does not have to be made right away, it removes any tension or urgency, making the customer feel more in control of their buying decisions.
• Flexibility: This approach allows the customer to think about the upsell later and doesn’t interrupt the flow of the initial purchase.

Remember, the key here is not to push too hard.

You’re just pointing out the possibilities and letting the customer make the final call. After all, it’s all about making sure they get what’s best for them.

For more sales strategies check out these reputable sites:

• Hubspot
• Zendesk
• Salesforce