Build a sales driven process to increase conversion and get more sales

1. Building a Result Driven
Sales Process
4-Steps to Sealing the Deal

2. 4 Stages of Decision Making
Awareness – Consideration – Evaluation -
Negotiation
4 Components of Change
Change – Pain – Vision – Easy First Steps
4 Stages of a Sales Process
Lead – Market Qualified Lead – Sales
Qualified Lead – Customer
I started to see a pattern.

3. Awareness
 Learning their PAIN
 The context is Discovery
 “Getting to Know You Phase”
Step I – A Lead Comes In

4.  What will they do that will indicate
they are moving forward?
 What do you need to know about
them going into the next step?
 What value added information can
you offer that will guide them to the
next step?
Step I – A Lead Comes In

5. Consideration
 Bridging your solution as a triumph over
their pain
 The context is building confidence
 “Getting comfortable Phase”
Step II – Marketing
Qualified Lead (MQL)

6. Step II – Marketing
Qualified Lead (MQL)
 What will they do that will indicate
they are moving forward?
 What do you need to know about
them going into the next step?
 What value added information can
you offer that will guide them to the
next step?

7. Evaluation
 Easy first steps
 The context is Being Prepared
 “The Trusted Advisor Phase”
Step III – Sales Qualified
Lead (SQL)

8. Step III – Sales Qualified
Lead (SQL)
 What will they do that will indicate
they are moving forward?
 What do you need to know about
them going into the next step?
 What value added information can
you offer that will guide them to the
next step?

9. Negotiation
 Removing final barriers
 The context is Relationship
 “The let’s do this thing phase”
Step IV – Purchase

10.  Do you have a structure in
place for repeat purchases?
 Are they anticipating future
transactions?
 Is there a time frame set to re-visit
their needs?
Step IV – Purchase

11. Selling is
helping
people to
choose what
they want to
buy.