- If you don't have a proven process to sell
then you don't have a proven process to scale.
Today I'm gonna give you some tips,
five steps, how to improve your sales process
and increase business.
Now this is me coming from experience.
Speaking from my own experience,
now, leading and managing over 100 active closers
within my organization who are closing
for my own product and service.
So, when it comes to sales process,
see most companies they don't have a very clear
defined process, how money is made.
How cash is flowing.
How do you improve the sales process?
So today let me give you a simple blueprint.
Firs of all, you have to understand
when it comes to the sales process,
there are five steps.
You have the sales process right here.
You also have what I call the buyer journey.
So you have the process coming from the company.
The seller, the closer's perspective.
You also have to understand also
from the consumers, the buyer's perspective.
What is the journey that they go through?
So let's talk about the first step.
The first step is what I call
prospecting or lead generation.
Now it depends on what you do.
Maybe the way that you generate leads right now
is by cold calling, is by prospecting,
going out there and bringing people in.
That's perfectly fine
or you're living more sophisticated.
You have a marketing campaign.
You have some marketing in place to bring in people,
that's more lead generation.
You're adding value to the market place.
Maybe you're doing content marketing.
Maybe you are doing blogs.
Maybe you are running ads.
Whatever it is that you do, it's doesn't matter
it is prospecting/lead generation.
Now from the buyer's Journey perspective
then what you're doing is
you're trying to get some awareness.
The buyer, the potential customer, they don't know
that you exist yet.
You want to use this step to just make them aware
that you even exist.
Basically saying hey,
look at me I'm here,
pay attention to me, right?
That's the awareness.
You just want to get some awareness.
The next step in the sales process is called
qualifying the leads.
Now how do you qualify the leads?
You want to qualify the prospect in terms of four things,
needs,
time,
money
and decision maker.
Needs, how strong are their needs?
Time, how urgent is this problem?
Do they have to solve this problem right now
or maybe 10 months from now?
Money, are they able to buy?
Do they have the resources?
Do they have the budget?
Number four, can they make that decision
or if they talk to somebody else.
Those four things.
That's how you qualify the leads.
From the buyer's journey perspective
you have what I call engagement.
They're just engaging with your product, service
your company, your organization.
They want to find out a little bit more.
So before they don't know you
now they're aware, now they're taking the first
initial step and say hey you know what?
Maybe I'm requesting a little bit more info.
Right?
Maybe I'm reading a little bit more.
I'm just doing the next step to engage,
that's engagement.
Step number three, and that is demonstrating value.
Now how do you demonstrate value?
Maybe it is to walk them through how your software works.
Given them a demo.
Maybe it is to invite them to attend a virtual training,
a webinar of some sort.
Maybe it's to invite them to a live event.
However, it is that you want to do it,
but it is to demonstrate value.
It is to present what can you do for the prospects?
Now from the buyer's journey perspective
now from awareness, to engagement,
now we are going to interest.
Now I'm not just engaging.
I'm actually interested in your product or service.
You have to understand what the buyer is going through
if you want to close them.
Step number four is to negotiate
and close.
Now you're gonna close the deal.
What are the terms?
What about payment?
What about financing.
What about how long you're gonna provide the service.
Now you're negotiating back and forth.
Not proposal.
We're now taking about agreement.
How to close that sale.
What are the expectations?
How to establish those expectations.
From the buyer's journey, from interest
no it's commitment.
Now it's saying yes.
We're moving forward.
Here's exactly how we're gonna do business.
And the last step
which I believe is actually one of the most important steps
and that is delivery and fulfillment.
So, now you've closed the sale.
You've qualified the leads.
How are you gonna deliver the outcome
that you promised to the prospect?
What are the deliverables?
What are you gonna do?
Because this is where you get the referrals.
This is how you get the repeat business.
See most organizations, they only focus
on the first couple of steps.
Or maybe step number four.
Just wanna close.
The sale doesn't stop after you close.
The sale starts after you close the prospect.
And then from the Buyer's Journey perspective
that is what I call experience.
That's the last step.
What is the experience you're providing
for the buyer, for your client.
This is extremely critical
because you've done all this work
during the sales process.
One, two, three, four, five.
Don't screw it up in the last step.
So how do you improve your sales process?
Let me give you some practical examples.
Let's take an internet marketing business model.
So let's say you are running ads on Facebook,
or on Instagram or any social media platforms
and you are trying to get attention.
Hey click on my ad,
here is what I can do for you.
What are you doing?
Step number one.
Lead generation.
You're trying to generate some leads.
You're trying to get some awareness
in the market place.
Hey pay attention to me.
Click on this ad.
Now the minute the buyer, the potential customer,
they click on the ad, now they go to step number two.
Which is what?
Engagement.
So then you land on your landing page
when they land on your landing page
now they can see what can you do, what is the promise
what are you giving away.
Maybe you're giving away something for free.
Maybe it is a free book.
Maybe it's an invitation.
Maybe it's a free webinar.
Maybe it's a lead magnet.
Maybe it's a free E-book,
whatever it might be, it doesn't matter.
You're qualifying the leads.
Then the next step is you want to demonstrate value.
Hypothetically let's say you are inviting them
to a free webinar.
In that webinar you are demonstrating what can you do.
You are giving them social proof.
You're explaining what is it like to do
business with your company?
And here you go from now engagement, to interest.
If they sit through the entire presentation
or the entire webinar, guess what?
They are interested.
Then from there the next step is to go from
demonstrated value to now,
negotiate and close.
So let's say at the end of your webinar
your call to action is to book a call with
one of your closers.
So then you'll close,
again find out about the prospects' needs
and close them on the phone.
So there form the Buyer's Journey perspective
you go from now interest to what?
Commitment.
That's correct.
Now they're committed.
Now they want to buy.
The last step.
Don't forget, now is delivery and fulfillment.
And from the Buyer's Journey now it's experience.
What is the experience like to work with your company.
What is the experience like to buy from you?
Even if you look at this
you think about even in dating, this applies, right?
From the very beginning let's say you go to somewhere
let's say you go to a pub, right?
You got to a bar, which I don't recommend,
but let's say you go there,
you are trying to get some awareness.
You're trying to talk to some people right?
And then you want to buy a lady a drink
that's from lead generation,
now you're trying to qualify the leads.
Are they allowing you to buy the drink?
And from there you're having conversations, right?
You're demonstrating your value.
You're trying to get that phone number.
And when you get that number that phone number you
follow up and maybe you set up
the first date, the second date.
You're trying to seal the deal and close the sale
and after yo guys are together
what is that experience like?
How are you delivering right?
How is the fulfillment?
It is the same process.
So when you look at yours sales process
I want you to ask yourself,
all of these five steps, also from the buyer's perspective
which area can you improve?
Maybe you are doing phenomenal in lead generation.
But you're not doing so good
in terms in demonstrating value.
Then maybe your presentation needs tweaking.
How can you improve your closing ratio?
Your conversion rate?
Or maybe you have a fantastic conversion mechanism,
that your presentation, you know wat?
Every single person who is a qualified prospect
who sees my presentation
I can close two out of 10.
I can close three out of 10.
Fantastic.
It means that you need to go back
to lead generation.
How can you generate more leads,
so that more people will see your presentation?
Or maybe step one through four you are phenomenal.
You've got that just dialed in.
But guess what?
You neglected fulfillment.
After people buy from you, you neglect them.
You don't deliver on what you promised
and then there is no repeat business.
There is no referral for your company.
That's it.
That's exactly how you improve your sales process
and increase your business.