Your Sales Process

Want to sell more “stuff?” Who doesn’t???!!!
No matter what you sell, you probably want to sell more, and earn more. So why aren’t you???

Well, after working in the sales training and coaching world for 20 years (48 years in sales and sales management) I can tell you that one of the things that holds many salespeople back is the lack of a clearly defined process for selling.

There are many experts who can teach you their process. Some are great, some not-so-great. I find that most of the processes that help people to be successful are:

– Easy to understand
– Easy to remember
– Easy to implement

If the process is too hard to remember, or put into place, or to use, you’ll end up not using it and you’ll be “winging it.” Professionals go in with a plan, and they use the same process, over and over, of course adjusting/pivoting on the fly as needed.

I teach a 6-step process called Conversational Selling Skills. I’ve seen and studied other processes that have less steps, or more steps, or the same amount of steps. Many work perfectly well. Some don’t.

My steps:

– Establish rapport
– Ask Questions and Listen Actively
– Confirm the answers to those questions
– Present (using the 4 crucial elements of all good presentations)
– Negotiate (if needed)
– Close

Can you clearly explain your sales process? If not, you may want to consider finding one you CAN articulate, or analyze your own so that you understand it. If you don’t understand the process you use, you’re likely not using a proven process at all.