10 Dec Sales Professionals Use a Unified Sales Process
A unified sales process is the best way to keep things orderly and consistent.
Peak Performing Sales Professionals know that if they use a unified sales process as a means to a positive end, they will stay on course.
They know, that by using a sales process and modes of action, they can observe and measure their course of achievement.
They review their wins and losses, to learn how they can improve their win rates and if there is anything they missed or what they could have done better on the losses.
Peak Performing Sales Managers train a unified sales process and are more successful.
By teaching a unified sales process they can better manage Peak Performers by speaking the same vernacular during each stage of the sales process.
I have had several experiences speaking with salespeople that by asking questions relating to the sales process, I uncover they skipped a step in the sales process which has usually ends in a lost sale.
The system we use is nothing new but works for us and our clients. Here you go:
- Develop a relationship quickly, by researching the client and finding some common ground or some information on them and the company.
- Then ask few surgical strike questions that positions you as an expert in your field. This will peak their interest in listening more. We will discuss surgical strike questions in a later session.
- Rules of engagement:
This sets the ground rules for what you and the prospect or existing clients should expect from the conversation.
- This should consist of giving an out for both you and the prospective client or client. If there is not a good fit for either side end the conversation. Do not waste their or your time. This usually puts them at ease if told upfront.
- If the conversation continues through the end agree that you both will determine and what the next step should be.
- What are their (FBM) Fundamental Buying Motives. People make changes for pain or pleasure, but pain is usually the number one factor that motivates change.
- The Economics or how much is it costing them both from a business perspective and a personal perspective if they do not fix these problems or pain points you have uncovered and agreed to.
Note: You want to shoot for a minimum of 3 to 1 return on investment once these problems are fixed once and for all.
- Who, When, Why, What, and how. In others words how does their buying process work and who is involved in the making the decision?
Note: The more you know a client’s or prospective client’s buying process the higher percentage you will close.
- Presentation or Quote or Proposal
- Close, Implement and execute
Note: Peak performers like doing, Quotes or Proposals via web meeting like joinme.com or via a video presentation like Zoom.us With that said face to face is still the best but sometimes geography and time limit this.
Peak performers have already experienced phone mail hell and email hell.
They used to send out quotes via email, and then did not get any return calls or emails.
The prospective client already has your free information. You don’t know if he needs more or less of your products or services.
There’s no brainstorming one more time to make sure we have everything covered to solve the client’s problems.
- Use software like to have the ability to do presentations, proposals, and quotes over a screen sharing web meeting. Here are a few software programs for web meetings:
- Join Me
- Goto meeting
- Develop, learn or use a unified sales process and stay consistent.
- Plan and schedule time to review your pipeline daily, and focus on keeping it balanced with opportunities at each stage your pipeline..
- Plan your day around the pipeline and do what’s closest to closing a sale.
- Plan your activities that lead to productivity.