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In my last blog we covered what traditional sales looked like (shoehorning, handling objections, using tactics, tonality, non-transparency and lack of trust) and in comparison what today’s sales world is transforming into (customization, product development, customer experience, building care, education, transparency and trust). You can read more about it here.
Today we are going to talk about the sales model that we use in our company. This model was originally developed and designed by our business mentor Robert Chun, from RSC Business Group.
At Business Training Pro we find that this model works well not only for ourselves but also for our clients. This system has been tried and tested over and over again with a very high success rate.
So here it goes, our sales system is called SAIFE. SAIFE is an acronym that stands for Survey, Analyze, Invent, Fit and Exchange.
So let’s go through each step of the process:
- Survey
When we say survey we do not mean the traditional sense of survey here, where you ask a bunch of questions to a particular group of people.
One of the definitions in The Oxford Dictionary for Survey is “a general view, examination, or description of someone or something.”
This definition fits what we are talking about. When you meet a potential prospect you want to take the time to find out more about them. The 80/20 rule applies here: listen 80% of the time and talk 20% of the time. Actually, take a real interest in what they have to say. Find out what they love about their business, why they do what they do, what their challenges/pain points are. The potential prospect will be left with the impression that you are someone who listens and takes a genuine interest in what she has to say.
- Analyze
As a verb the Oxford Dictionary defines the word Analyze as “examine methodically and in detail the constitution or structure of (something, especially information), typically for purposes of explanation and interpretation.”
And that is exactly what I mean by analyze. Look carefully at what your prospect is saying about their challenges and what works and does not work about their business. Effective analysis comes with practice. At our company, the more experienced sales people have become so effective at analysis that they can do it immediately following the survey process within the same session.
- Invent
When I say Invent, I do not mean create something from scratch every time you have a new prospect. What I am saying is that your service or product may need to be customized to serve the needs of your prospect.
- Fit
Fit is part of the step in the process where you present your offer to your prospect. At this point, the prospect may go for your offer as you have presented it or they may have some “objections”. I have put objections in quotes because what your prospect is saying are not actually objections but really valuable feedback that you can use to improve the product or service and fit it better to their needs.
- Exchange
Exchange is the best part of the process! This is where your prospect says YES and you get paid. The new client is happy with her decision and you have a new customer/client. Win/Win!!!
This model for doing sales leaves the client feeling satisfied with the whole process and you with the experience of things going simply and easy rather than having any struggle and effort. To find out more details about SAIFE model you can talk to one of our coaches. We also cover this process in our flagship course, the Business Executive Training.
Next blog we will talk about how men and women differ in the sales and delivery process on both sides of the equation (as the seller and as the buyer).
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