if you don't have a proven process to
sell then you don't have a proven
process to a skill today I'm gonna give
you some tips 5 steps how to improve
your sales process and increase business
now this is me coming from experience
speaking from my own experience now
leading and managing over a hundred
active closers within my organization
who are closing for my own product and
service so when it comes to sales
process see most companies they don't
have a very clear defined process how
money is made how cash is flowing how do
you improve their sales process so today
let me give you a simple blueprint first
of all you have to understand when it
comes to the sales process there are
five steps you have the sales process
right here you also have what I call the
buyer journey so you have the process
coming from the company the seller the
closes perspective you also have to
understand also from the consumers the
buyers perspective what is the journey
that they go through so let's talk about
the first step the first step is what I
call prospecting or lead generation now
depends on what you do maybe the way
that you generate leads right now it's
by cold calling it's by prospecting
going out there and bringing people in
that's perfectly fine or you're living
more sophisticated you have a marketing
campaign you have some marketing in
place to bring in people that's more
lead generation you're adding value to
the marketplace maybe you're doing
content marketing maybe you are doing
blogs maybe you are running ads whatever
it is that you do it doesn't matter
it is prospecting slash lead generation
now from the buyers journey perspective
then what you're doing is you're trying
to get some awareness the buyer the
potential customer they don't know that
yours is here you want to use this step
to just make them aware that you even
exist basically saying hey look at me
I'm here pay attention to me right
that's the awareness you just want to
get some awareness the next step in the
sales process is called qualifying
delete now how do you qualify the leads
you want to qualify the prospect in
terms of four things needs time money
and decision maker needs how strong
under needs time how urgent is this
problem
do they have to solve this problem right
now or maybe ten months from now money
are they able to buy do they have the
resources do they have the budget number
four can they make that decision or they
have to talk to somebody else those four
things that's how you qualify the leads
now from the bias journey perspective
you have what I call engagement they're
just engaging with your product service
your company your organization they want
to find out a little bit more so before
they don't know you're now they aware
now they're taking that first initial
step and say hey you know what maybe I'm
requesting a little bit more info right
maybe I'm reading living more I'm just
doing the next step to to engage that's
engagement step number three and that is
demonstrating value now how do you
demonstrate value maybe it is to walk
them through how your software works
giving them a demo maybe is to invite
them to attend a virtual training a
webinar of some sort maybe is to invite
them to a live event however it is that
you want to do it but it is to
demonstrate value is to present what can
you do for the prospects now from the
buyers journey perspective now from
awareness to engagement now we are going
to interest now I'm not just engaging
there now I'm actually interested in
your product or service you have to
understand what the buyer is going
through if you want to close them step
number four is to negotiate and close
now you're going to close the deal what
are the terms what about payment what
about
financing what about the how long are
you gonna provide the service
now you're negotiating back and forth
now proposal we're not talking about
agreement how do you close that sale
what are the expectations how to
establish those expectations from the
buyers journey from interest now its
commitment now it's saying yes we're
moving forward here's exactly how we're
gonna do business and the last step
which I believe is actually one of the
most important steps and that is
delivery and fulfillment
so now you've closed a sale you've
qualified the leads how are you gonna
deliver the outcome that you promised to
the prospect what what is the deal what
are the deliverables what are you gonna
do because this is where you get the
referrals this is how you get the repeat
business see most organizations the only
focus on the first couple steps or maybe
step number four just want to close the
sale doesn't stop after you close the
cells starts after you close the
prospect and then from the buyers
journey perspective that is what I call
experience that's the last step what is
the experience you're providing for the
buyer for your client this is extremely
critical because you've done all this
work during this sales process one two
three four five don't screw it up in
that last step so how do you improve
your sales process let me give you some
practical examples let's take an
internet marketing business model so
let's say you are running ads on
Facebook or on Instagram or any social
media platforms and you are trying to
get attention hey click on my ad here's
what I can do for you what are you doing
step number one lead generation you're
trying to generate some leads you are
trying to get some awareness in the
marketplace hey pay attention to me
click on this ad now the minute the
buyer the potential customer click click
on the ad now that goes to step number
two which is what engagement so then you
land on your landing page when they land
on your landing page now they can see
what can you do what is the promise
what are you giving away maybe a giving
away something for free maybe there's a
free book maybe it's an invitation maybe
it's a free webinar maybe it's a link
magnet maybe it's a free ebook whatever
that it might be it doesn't matter your
qualifying delete then the next step is
you want to demonstrate value
hypothetically let's say you are
inviting them to a free webinar in that
webinar you are demonstrating what can
you do you are giving them social proof
you're explaining what is it like to do
business with your company and here you
go from now engagement to interest if
they sit through the entire presentation
or the entire webinar guess what they
are interested then from there the next
step is you go from demonstrate value to
now negotiate and close so let's say at
the end of your webinar your
call-to-action is to book a call with
one of your closers so then your closer
can find out about the prospects needs
and close them on the phone
so therefore money from the buyers
journey perspective you go from now
interest to what commitment that's
correct now they're committed now they
want to buy the last step don't forget
now it's delivery and fulfillment and
from the buyers journey now it's
experience what it's the experience like
to work with your company what's the
experience like to buy from you even if
you look at this you think about even in
dating this applies right from the very
beginning let's say you go to somewhere
let's say you go to a pub all right you
go to the bar which I don't recommend
but let's say you go there you are
trying to get some awareness you're
trying to talk to some people right and
then you want to buy a lady a drink
that's from lead generation now you're
trying to qualify the leads right are
they allowing you to buy the drink and
from there you're having conversation
right you're demonstrating your value
try to get that phone number and when
you get that phone number you follow up
and maybe you set up the first day the
second day you're trying to seal the
deal and close the cell and after you
guys are together what is that
experience like how how are you
delivering right how's the fulfillment
it is the same process so
you look at your sales process I want
you to ask yourself all of these five
steps also from the biased perspective
which area can you improve maybe you are
doing phenomenal in lead generation but
you're not doing so good in terms of
demonstrating value then maybe your
presentation needs tweaking how can you
improve your closing ratio your
conversion rate or maybe you have a
fantastic conversion mechanism that your
presentation you know what every single
person who is a qualified prospect who
sees my presentation I can close two out
of ten I in close three out of ten
fantastic it means that you need to go
back to lead generation
how can you generate more leads so that
more people will see your presentation
or maybe in step one to four you are
phenomenal you've got that just down in
but guess what you're in the collective
fulfillment after people buy from you
you collect them you don't deliver on
what you promised and then there's no
repeat business
there's no referral for your company
that's it
that's exactly how you improve your
sales process and increase your business