The Sales Process

22nd January 2015

Recently I have been spending a fair amount of time with a number of my clients on their sales, and perhaps more importantly, their sales process. Systems and processes are essential for any business in which the business owner wants to gradually let go, delegate and finally sell their business, but one process which is often neglected is that of sales.

The thing is, a good sales funnel should capture plenty of leads in the wide top part, and they should then fall smoothly down the sides, and fall out of the bottom as customers. However, if you do not have a slick and carefully analysed system, there can be any number of bottlenecks in your process, where prospects can easily escape. In other words, you end up “burning” what should be good leads.

So you need to analyse and write down your process(es), from your pre-sales first contact, through the face to face meting, right through to the after sales follow up. You need to write out scripts which work, you need to examine what you need to take your meeting, you need to consider what you wear, and you need to plan and prepare meticulously. A lot of the sales process can actually be achieved before you even meet, so that when you do see them your job is that much easier. Be consistent, and don’t surprise them with things they weren’t expecting, and always go with a view to signing people up first time, because that is when they should be most excited by what you are saying.

The value of having a sales system which works well is enormous, so take some time to analyse it, write it down, and then ensure you carry it out time after time. After all, at some point you will need others to do the selling for you, so if you have a system which works, why not pass it on to them.

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