If you want to drive outstanding sales performance, we have found a sales process is vital to the success of business growth. It's the roadmap that tells you what to do and when to do it. There's the art of the sale and the science of the sale.
Why do you need a sales process? With many years in the industry, my mindset was convinced that developing a sales process would seemingly slow me down. What I've found, is that I'm more efficient, more focused, and more successful.
There are a few things you'll gain when creating your sales process.
Now it's time to set expectations
Top performers set expectations by starting their calls with “upfront contracts.” These contracts are the deliberate process of gaining buy-in from the prospect before the sales process begins. The agent ensures their goals are aligned with those of the potential customer and that there is an agreement on how the call itself will unfold.
"So I am well prepared for our meeting, I'm going to ask you a few questions if that's ok with you."
It's worth noting that top performers in sales do a great job at discovery. This can all be developed out in a sales process/playbook/template/automation to manage and be consistent.
"I understand that you may have some concerns about the price. Can you help me understand what those specifically are so we can address them?"
Closing: It's important to remember that sales is a process, not an event. The close is not the finish line, but rather the beginning of the customer relationship. The goal is to establish a long-term relationship, not to make a one-time transaction.
A great way to close is by asking for the sale.
"Based on everything we've discussed, I believe our solution can provide value and help you reach your goals. Would you like to move forward?"
If they say no: At this point, you should have a valid understanding of the hold-up. Timing? keep them in a nurturing campaign/communication. We always try to not leave a call without a follow-up scheduled.
"I understand. Can you help me understand what's holding you back so we can see if there's anything we can do to change your mind?"
If they say yes: Congratulations! Schedule the next steps and close the sale.
In summary, to be successful in your sales efforts, you need to:
KBK begins every engagement with prequalifying to ensure a prospect is a good fit. Then we move into strategy development. Once in a workshop to develop the client's plan, it becomes very clear what the goals are, what the obstacles have been, and what resources would be necessary to achieve the client's goals. To learn more about how KBK Communications can help you increase your sales and profitability, contact us.