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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.

Published in: Business, Technology
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Building Your Ideal Sales Process

  1. 1. Ideal Sales Process Sales Training Michael Halper
  2. 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. 3. Begin with the end in mind. – Dr. Stephen Covey
  4. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 14. www.salesscripter.com | info@salesscripter.com | 713-802-2026

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