Do you ever find yourself in a selling situation
where things just start to fall apart
and you're not sure why?
You know what, that happens to salespeople all day long.
And the problem is that the salesperson did not have
the right sales process.
When you're not using the right sales process,
problems come up, things start to fall apart.
In this video, I'm going to show you
the absolute best sales process ever, check it out.
(light music)
What we're going to be focusing on here
all comes from the Sales Insights Method,
which is our proprietary sales process
that we have developed from the best data
on what is working in sales.
Without further ado, let's dive right in.
Number One- Insight opens the door.
As you can see in the sales process,
the first step is insight.
And what insight really means is,
are you demonstrating that you know
what's going on in the prospect's world?
Can you bring some value to the table
to get them to lower their doors
and ultimately start the conversation?
Because what we see nowadays are two approaches.
One is where the salesperson just goes in
and starts pitching and selling their product or service,
which is disastrous.
The other is where salespeople go in
and immediately start with the probing questions.
And the prospect is like, "Whoa, whoa, whoa, whoa,
I don't know who you are.
I have no idea, why should I answer these questions?"
What insight does it solves both of these.
Because it allows us to really come into the conversation
with real value, real insight.
Because as a salesperson,
you actually have one of the ultimate bird's-eye views
of what's going on in your prospects' lives
because you talk to so many people who are just like them
in similar situations.
Bringing that insight early on into the conversation,
that's what gets the prospect to ultimately
open up and start the conversation with you.
Number Two- Disqualification makes more sales.
The next step
in the Sales Insights Method is disqualification.
Now, chances are, if you've been in sales
for a little while, you've probably been taught
that you need to persuade or convince prospects
to do business with you.
Or maybe if you're a little savvier and you've been in this
and you learned from some sales trainers,
maybe they taught you
that you actually want to qualify prospects.
We take all of that and we throw it out the door.
And what we say you actually want to be doing
is be disqualifying prospects.
This means using a doctor's mindset.
Once you've demonstrated insight to engage them
in a conversation, to ask a systematic set of questions
to really determine whether they're a fit.
And by the way, if they're not a fit, that's cool too.
That's what disqualification is all about.
It's not coming into the conversation
trying to lead to a specific place,
but instead, really taking them through a process
to determine, is this someone that I should be spending
my time with?
Because what we see is that top-performing salespeople
are spending the highest percentage of their time
with qualified prospects.
And the only way we're in front of qualified prospects
is if we disqualify the people that are not a fit.
That's the most important piece of this
is that being comfortable with the idea that you know what,
I'm not a fit for everyone and not everyone is a fit for us.
Once we're there and we can follow that process,
we start to free up our time and focus all of our energy
on the right people,
and they're going to see so much more value in what we do
because of the process we've taken them through.
Number Three- Solve their challenges.
We started with demonstrating insight,
and then we disqualify, and now,
once we've determined that someone's a fit,
we want to solve.
You'll notice that we don't say that you're going
to present, but instead, you want to be solving.
And what solving really means is,
you want to demonstrate that you can provide
the solution to the challenges that they have talked about.
It's not presenting features and benefits
or really trying to take them into a benefits conversation,
but instead, connecting the dots
between where they are and where they want to go
and demonstrating that you can provide that bridge
to help get them there.
When you can solve their challenges
and demonstrate that you can do it,
that's when powerful things happen.
It's not some fancy smooth talking pitch, but instead,
just a conversation demonstrating
that you are the solution to the challenges
that they've discussed that are important to them,
that are important that they solve.
Number Four- Be next-step-obsessed.
You'll notice that throughout this entire process,
there are the little word next throughout.
And one of the things that we see is that sales fall apart
when next steps are not established.
What we have found is that top-performing reps
are completely obsessed with establishing next steps
at every stage of the sale.
There are very few selling situations
that are truly one-call closes.
They do exist, but for the most part,
there are multiple steps to most sales.
And that's okay.
What we want to do is make sure
that every time we're near the end of a conversation,
we are establishing the next step.
This is a place where we've got to be really strong
and really firm because we are next-step-obsessed.
That's what matters.
You're not going to close the sale,
you're going to establish that next step
that is clear, that is in the calendar,
and that is ready to go so that way,
you're constantly holding the sale on track
and things don't slip through the cracks.
Number Five- Rinse, wash, repeat.
We've taken you through the process
and now what we want to be doing is constantly
rinse, wash, repeat.
That's the power of having a sales process
in the first place.
Is that, we know what we're going to be doing
at every stage of the sale.
And we do it over and over and over again.
You know what, sales is redundant.
Good selling is doing the same thing
over and over and over again.
Obviously, there are different things that happen,
and so it's fun and we can enjoy what we do,
but following that process is what we need to do
because it works.
I find even myself,
as soon as I start to let go of the process
and start to just kind of wing it,
things start to fall apart.
Rinse, wash, repeat.
There is the absolute best sales process ever.
If you enjoyed this video,
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