Getting Permission to Sell: Step Three in the Sales Process

Welcome to this week’s guide presented by Legacy Sales Engineering! We’re diving into the next critical step in the sales process: Getting Permission to Sell. This step is often overlooked, yet it’s essential to making smooth transitions from rapport-building to the actual consultation. Once you learn to integrate this step, you’ll see how impactful it is in increasing your closing rates and creating a positive experience for your prospects.

Why Permission Matters in Sales

The concept of permission-based selling is simple but transformative. It’s about setting up the prospect to be comfortable and receptive, signaling that they’re ready to move forward with you. When this is done well, it shifts the consultation from an “inform” phase to a “let’s make this happen” mindset.

Steps for Getting Permission to Sell

Here are some practical ways to effectively implement permission-based selling within your consultations.

1. Start with Building Genuine Rapport
   Building rapport in sales starts the moment you meet your prospect, even before the actual consultation. Take a few minutes to connect on a personal level. Find a common interest or something relatable, but avoid being insincere. Genuine connections build trust, which makes prospects more open to your suggestions and increases their willingness to engage further.

2. Make It Easy for Prospects to Schedule a Consultation
   Don’t make prospects jump through hoops just to get on your schedule. Ensure they have easy access to schedule consultations, whether through your website, by phone, or via social media links. A smooth and user-friendly booking process signals professionalism and respect for their time. These sales consultation tips can streamline the initial interactions and make your prospects more comfortable.

3. Conduct Pre-Consultation Research
   Preparation is essential to showing you’re serious about meeting the prospect’s needs. Spend a few minutes researching their company, LinkedIn profile, or even personal interests they’ve shared with you. This insight not only aids in rapport building but also helps you come prepared to solve their specific problems.

4. Use a Transitional Question or Statement
   After building rapport in sales, ease into the consultation with a transitional question or statement. Here’s an example: “So, what led you to reach out to us today?” Once the prospect shares their pain points, you can transition smoothly into offering solutions: “I can show you a couple of ways we could address that. If one of these options sounds like a good fit, I can also help you with the next steps.” This establishes that your role is to solve their problem, not simply sell a product.
   This step confirms their openness to discuss solutions, making it easier for you to address their needs directly and, eventually, close the sale with confidence.

5. Position Your Solution as the Next Logical Step
   By identifying and empathizing with their needs, you naturally set the stage for offering your solution as the next logical step. Once you’ve discussed their challenges and they’re nodding along, they’re often ready to hear about solutions. Reinforcing the problem-solving nature of the consultation helps position you as an ally, not a mere salesperson.

Setting the Tone for the Close

When you take the time to get permission to move into the sales conversation, you’re also setting the stage for a smoother close. This approach lets the prospect know upfront that if everything aligns, there will be an opportunity to take action right then and there. You’ll be able to address objections more effectively and guide them through the decision-making process because they’ve already acknowledged the intent of the meeting.

Getting permission to sell isn’t about asking if you “can sell them something.” Instead, it’s about confirming their interest in finding a solution—setting you up for a collaborative and successful consultation.

At Legacy Sales Engineering, we’re here to support your success by refining each step of your sales process. Keep practicing these sales consultation tips, and you’ll see the difference in how your consultations progress and convert. Thanks for being here, and we look forward to supporting your journey toward a more effective sales process!