Great salespeople follow strategic steps in order to be successful. Using a systematic routine can help solidify your sales process and increase your customer acquisition rate. In order to flourish, you need to focus on qualifying your prospect before getting too far into the sales cycle.

Pre-qualifying a potential client can save you time, effort, and a lot of future headaches. You have to qualify not only as it relates to price, but other relevant factors as well. Does your client have a need for what you offer? Do they have the authority to purchase what you offer?  These are some of the questions you should find out in advance to avoid wasting time on an unworthy prospect.

When promoting your product, you want to sell what’s behind the whole picture. Consumers can see and read what the box or package says, but they also want to know what benefits come with buying the product.  The key to selling a product is simple; focus on aspects that will enhance the consumers’ life.   This concept is known as What’s In It For Them.

For example when you sell health-food products, you don’t want to promote it with the typical “good for your body” gimmick.  Instead, provide consumers with more detailed information on the benefits of your product or service .  Consumers are more receptive to the outcome of the product, than the general benefits associated with it.

Fill in the holes surrounding your product or service, and let your consumers know what’s in it for them.