So just how many steps are there to a sale? Someone told me 7 steps. I have a book that lists 5 steps. Recently I was teaching a group of Pathfinder leaders and their curriculum spoke of 4 steps. I guess we're condensing everything these days, so I improvised and gave them the following 4 steps in a way that 100% of them remembered-PAPA:
Prayer-“Humble, fervent prayer would do more in behalf of the circulation of our books than all the expensive embellishments in the world.
If the workers will turn their attention to that which is true and living and real; if they will pray for, believe for, and trust in the Holy Spirit, His power will be poured upon them in strong, heavenly currents, and right and lasting impressions will be made upon the human heart. Then pray and work, and work and pray, and the Lord will work with you.”--Testimonies, vol. 6, p. 319.
Attention-Zig Ziglar recommends asking a question that arrests attention like throwing a brick through a window! You also need to keep in mind three questions people have for you when you're cold canvassing: 1) Who are you? 2) What do you want? 3) How long is it going to take? These preliminary questions must be answered before getting to the meat of the presentations, where more important questions will come up.
Presentation-Your depth of product knowledge must be thorough so you can assess which books will meet the person's felt needs best. You must meet people where they are, not where you think they should be or where it took you years to get. You should have a testimony about what the books have done for you. Remember, sales involves a transference of feeling. If you don't have any passion for your publications, no one is going to buy.
Action-the goal is to do more than just share information. We must persuade people to make a decision, to take action based upon the information shared and benefits demonstrated. If you're ineffective here, then you've wasted everyone's time.
Prayer-“Humble, fervent prayer would do more in behalf of the circulation of our books than all the expensive embellishments in the world. If the workers will turn their attention to that which is true and living and real; if they will pray for, believe for, and trust in the Holy Spirit, His power will be poured upon them in strong, heavenly currents, and right and lasting impressions will be made upon the human heart. Then pray and work, and work and pray, and the Lord will work with you.”--Testimonies, vol. 6, p. 319.
Attention-Zig Ziglar recommends asking a question that arrests attention like throwing a brick through a window! You also need to keep in mind three questions people have for you when you're cold canvassing: 1) Who are you? 2) What do you want? 3) How long is it going to take? These preliminary questions must be answered before getting to the meat of the presentations, where more important questions will come up.
Presentation-Your depth of product knowledge must be thorough so you can assess which books will meet the person's felt needs best. You must meet people where they are, not where you think they should be or where it took you years to get. You should have a testimony about what the books have done for you. Remember, sales involves a transference of feeling. If you don't have any passion for your publications, no one is going to buy.
Action-the goal is to do more than just share information. We must persuade people to make a decision, to take action based upon the information shared and benefits demonstrated. If you're ineffective here, then you've wasted everyone's time.
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