Episode 30 Six steps to improve your sales process and earn the business faster!

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word

Topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

This episode, I share six steps to improve your sales process and earn the business faster!

 

Did you know that two-thirds of all sales executives don't follow a sales process?  

 

Key Takeaways:  

 

There are six steps you can take to improve your conversions when presenting your ideas and improve your closing percentage.

 

1) The most crucial step is making sure the decision-maker and decision- influencers are involved?  If not, move the meeting until they can make the meeting. It would be best if you had a clear path and understanding of the decision making process and timelines.

 

2) You need to identify the precise desired business results your client needs help with now.  What have you discovered is the one challenge they need help with immediately? I recommend asking is there is anything else I can help you with in addition to what we just discussed. You need to understand the way your client wants to buy, not how we want to sell them. 

 

3) Do you have an assignment that you and the client have agreed on important enough that they will invest money to solve it? You understand their profit margins and the sales cycle of their industry.

 

4) You share the details of the campaign, making sure the timing works for them. I would recommend providing several options. Title your options Good, Better, or Best. Be prepared to answer all of their questions. In doing so, you will build more trust and confidence with the client. You give the client the power to choose the best option for them. If they stall on moving forward with your program and say they need to think about it, schedule a follow-up meeting that you put on their calendar. 

 

5) It's essential to discuss two to three measures of success.  The only measurement can not be the following phrase: "No one walked in and said they heard my commercial on your station." Your discussion must support the Customer Journey. How do new clients find them? What are their conversions online and in-store? What was their best month, and why? What is their competitor marketing, and how will that impact them. Remind them that when using Radio, it improves awareness with current customers and drives new customers to their online store their website.  

 

6) Follow up.  You can determine based on your client's needs how to -follow up. They may prefer a bi-weekly conference call, a monthly face to face meeting reviewing the progress of the campaign or adjustments you discovered that could further improve the results. You are showing them your in it together.