The anatomy of a sale in your home business

Written by Radu Dascalul on Jan 5, 2012 10:34 am

Nothing moves in your home based business, mine or any other business on planet Earth without making sales whether is an affiliate commision or sponsoring someone in in your MLM business.

The majority of people focus on making more sales but only with the act of closing in mind.

When I first came in the internet marketing/ network marketing arena I thought that you just have to find someone, put the product straight in his/her face and bang, make the home based business sale.

Of course, using this “advanced” approach I failed again and again..first with my relatives and then with strangers on Facebook.

My conclusion?

The harder you try to close the sale, or put it bluntly, to pitch, the faster people will run from you.

So, by learning more about sales and marketing I discovered that a home based business sale is a process, not a single act.

In the book ” The Psichology of Sales”, Brian Tracy identifies 7 key elements for every sale. They are all interconnected and thus it’s important to understand and practice each one.

In the future posts I will come up with more details about every element but for now let’s see …

The anatomy of a home based business sale

1. Prospecting

It means identifying the ideal prospects for your home based business and spending time with them in the places they frequent.

Bassically, prospecting is sorting. Don’t to make from every person you meet your prospect. It’s not going to work and more than that, you will waste a lot of time.

Instead, create a precise profile for your prospect-who he/she is, age, what they do for a living, dreams, goals, places/social media sites they visit and focus your energy in interacting with them.

2. Building a relationship

This part requires your honest interest in other person and will affect the number of sales and returning customers.

Being fake, inventing similar interests or skipping it doesn’t help at all…People can sense the BS from miles away.

Build relationships like you drink water(daily) through content, blog commenting and simply by having an open conversation on Facebook, Skype or any other channel you use.

3. Find their problems

This is the most sensitive point of a home based business sale.

Why?

Because at this moment it’s all about them, not you or your product.

By taking time to ask questions, listen and present a solution without assuming or guessing what they need you will position yourself differently. The access to the other steps will be guaranteed.

4.Handling objections

If the first 3 steps are not completed properly, certainly they will raise more objections: I don’t have time for another project/product, no money, bu hoo-hoo is that another pyramid scheme and so on.

I consider this part as the another process of selection. Depending on the type of objection they raise you will figure out if they are good people for your business or not.

Obviously, someone with “the pyramid thing” in mind is more interested in pyramids than a home based business. Overcome the objection through more questions not by justifying yourself. It kills your credibility!

5. Present your offer

Once they understand that you have a solution for them, send them directly to your presentation(video, capture page etc). Don’t give them explanations. Period.

I remember that few times I spent 30 minutes only to explain what my product does. Guess what?

No sale!!!

6. Close the sale

Get in touch with them again, ask what they like about the presentation. If it was a fit for them ,voila, you have a new home based business sale.

7. Get referrals and recommendations

If they didn’t like the presentation and don’t want to join you, it’s ok. Ask if they know other people who would be open to your business. One of my biggest mistakes was to quit after they said no without continuing the relationship. Maintain a friendship with them and from time to time ask again for referrals. Persistence beats any obstacle and leads to new sales.

Well, there you have it: a sale process from A to Z.

What is your experience with these 7 steps?

Which one do you master currently? Which one gave you headaches?

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