Building Your Ideal Sales Process
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Do you know what the main steps are that you need to take a sales prospect through? Do you know what your goals and objectives are for each stage? Having the key steps outlined can dramatically improve your results. This is important because the ultimate goal is to sell the product, but the immediate goal is to get the prospect to move to the next stage in the sales process. Without some thought and structure, you could end up always focusing on the ultimate goal of trying to fully sell the product and that will not lead to best results, especially when in early discussions with a prospect.
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Building Your Ideal Sales Process
- 1. Ideal Sales Process Sales Training Michael Halper
- 2. Agenda Key points •What is an ideal sales process •Why it is important •Some common process steps What you will gain •Better manage your steps and process •Better manage interactions
- 3. Begin with the end in mind. – Dr. Stephen Covey
- 4. What is an Ideal Sales Process • Defined set of steps that you should take a prospect through • Can be fairly fixed during prospecting • Can vary from situation to situation during deal management
- 5. Why an Ideal Sales Process is Important • ABC – Always Be Closing • Not enough time to completely sell during early prospecting stages • Helps to break down the entire process into separate steps with different goals • Helps you to be more focused and in more control • Improve your ability to deflect objections • Can greatly improve effectiveness
- 6. Early Sales Process Stages Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you • Ultimate goal: close the sale • Immediate goal: get commitment to advance to next stage in sales process • Always stay focused on the immediate goal • Figuring out early stage steps is what is most important First Call (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you
- 7. Early Sales Process Stages Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Call (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Stage Goals Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Call Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 8. Early Sales Process Stages Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Call (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Alternative Path – Instant Call Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Call Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 9. Early Sales Process Stages Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Call (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Alternate Path – Instant Meeting Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Call Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 10. Splitting First Contact and First Call • It can be common for your first contact to flow into a first call • There are benefits from preventing that and having two separate conversations: – First call at the time of first contact will be rushed – Scheduling on another day allows you to put time on the prospects calendar – The break and scheduling of the meeting will allow you and the prospect to be more prepared for the first call – You will have more time and attention to work with • How to prevent: – “You are asking very good questions. I actually would like to talk with you about this in more detail and I have called you out of the blue. Do you have another 20 minutes to go through all of this now or should we put some time on the calendar to get together?”
- 11. Key Takeaways • Your ultimate goal is to sell your product. Your immediate goal is to get the prospect to move to the next step in your sales process. • You will improve your results by staying focused on the immediate goal • You will need to map out your ideal process to know what your immediate goals are • Identify what your initial contact, first call and first meetings look like for your business
- 12. SalesScripter 1. Asks all the key questions 2. Maps answers to document library What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________ www.salesscripter.com
- 13. If You Want More Help • The Cold Calling Equation – Problem Solved – • Web-based training program – – – – – – – – – – • Week 1: Ideal Sales Process and Communicating Value Week 2: Finding Prospect Pain Week 3: Ideal Prospect and Qualifying Week 4: Dealing with Objections and Getting Around the Gatekeeper Week 5: Building Rapport, Interest, and Credibility Week 6: Generating Leads and SalesScripter Overview Week 7: Improving the Connect Rate Week 8: Inner Game Week 9: Managing Prospecting Meetings and Managing Sales Cycles Week 10: Improving the Close Rate and Disqualifying SalesScripter – – • Available on Amazon - $15.95 www.salesscripter.com Walk-through services available SalesScripter Demonstration – Every Thursday
- 14. www.salesscripter.com | info@salesscripter.com | 713-802-2026
Editor's Notes
- Welcome to the Value training module. This module focuses on teaching you what exactly value is, why it is important, and how to effectively communicate the value that you have to offer. What you stand to gain by attending this module is that you will walk with a better understanding of how to identify what your core value is and we will actually show you some tools and templates that you can use to map out the value that you have to offer. With the knowledge that you will gain here, you will be able to make the way you communicate more powerful, and that can lead to making a better impression with prospects and clients and can help you to sell more. And you if you apply these concepts, you will be able to get around many of the objections that you are guaranteed to face while cold calling.
- Before we go any further, let’s clearly discuss what value is specifically in the context that we are using it as it can mean different things to different people. When we talk about value, we are referring to the transfer of something from one party to another that has a positive net worth. Now, the important thing to get your hands around with this is that value is an intangible attribute. It is not something you can see or pick up, yet it is definitely there, has a positive net worth. And actually the transfer between parties can be visible when you are aware of the value that exists and you know what to look for, and that is what we will teach you hear today. Let me provide a little more color around that by sharing a few examples. First, it is important to note that value is something that is transferred everyday at a personal level between family and friends. For example, when you bring humor to a group or conversation and make someone laugh, you are providing value as you are improving the conversation from what it would be without that. Or by teaching someone something, being a good listener, providing security, or making someone’s life easier are all examples of providing value at a personal level. You are essentially giving something or contributing something to another person. Once we understand how we offer value at a personal level, we can better understand how we deliver value at a business level. Just as we can improve the lives and interactions with friends, we can do this for our clients as well by helping them to save money, helping them to make more money, by providing valuable information, or again making someone’s day easier. These are all examples of the value that we can transfer from us to our prospects and clients. One important thing to start to get your hands around is that value is not the same thing as the product that you provide. It is what your product helps your clients to do or helps them to achieve.
- Now that we understand a just little bit more about what exactly value is, let’s discuss why are we spending so much time talking about it and why is it so important. First, in any sales setting, it is critical to get the prospect’s attention and talking about value will help with this. This is because you will be communicating in language that the prospect understands. When you are talking about your products, you are speaking in a language that you understand and might be a little foreign to the prospect and this may not be as effective at grabbing their attention. In addition, when you focus more on value, you shift from talking about your company and your products, which is a very “all about me” conversation and you shift more toward talking about them and their interests and needs. Another thing to keep in mind with trying to get and keep the prospect’s attention is that when they answer a cold call, they are most likely not in shopping mode as they likely are doing something else at that particular time. As result, when you talk about your products, you are not likely to talk about something that they care about at that particular moment. But if you talk about value instead, you increase your odds of talking about something that they are interested in and as a result, are more likely to grab their attention. When you shift from talking about products to talking about value, you create much more powerful conversations. Not only is this because you are more likely to have an engaged prospect, but you are also more likely to extract valuable information. When you are able to focus more on value, you are also likely to give off a much better impression to the prospect. You will seem more knowledgeable and polished than the average sales person. In order to be successful, you will need to be effective at triggering interest on the prospect’s side. Incorporating value into what you discuss will help you to be more effective at this. You can have the best technology available, but if you do not communicate what that means the prospect in terms of value, you might not trigger any interest.