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STEPS of a SALES SYSTEM (The value of a SALES SYSTEM (what are your…
STEPS of a SALES SYSTEM
The value of a SALES SYSTEM
the role of sales in consulting
sales is about
understanding the revenue needed to run your company
tools and technical to make a sale beginning to the end
continue growth in sales plan
undestand the sales you need (plan)
set the goals and revenue needs
prioritize sales
go on sales calls
make time to network
followup
invest in sales
understand how to increase sales , where you are loosing, etc.
effective sales system
Organize candidates by priority
:explode:
Establishes direction and priorities
improves ROI of sales efforts
Questions: should I focus more on obtaining new customers or existing ones?
Is the upselling strategy fetching enough results
In what areas are teh results better than the cost?
Drives alignment
what are your customers buying
know your customers (do :red_flag: your research and interview them)
who they are
their challenges
what is most important to them
ask great questions
open ended, relevant and yield great information
listen effectively
learn what is important and why
show their needs are top priority
take action
do what you promised
the most important sales is you
believe in your products and services,
believe :star: you are the best choice for your clients
buying is emotional
they know you, they like you, they trust you
get a clear vision of what you want, be passionate, confident
your goal and purpose
invest and study
learn to fail :!!:
plenty of unsucesses, noone cares but you! get another sale
reward yourself, every step of the way
Creating your SALES SYSTEM FOUNDATION
steps of a sales system
define your target market ,
who you want your clients to be? :champagne:
who are your best clients?
who have you liked?
who values your products and services?
who pays you?
who have things in common with you? enjoy playing tennis or golf,
determine your outreach (what will you do, when and how often)
where and how will you connect?
what will you do when you connect
how you get hte first appointment
what questions will you ask
how you will follow up
examples: :checkered_flag:
networking: 2x a month
prospects: +4 month
sales calls: 10 a week
followup calls: 4 per week
proposals written: 3 a month
know your questions
asking the right questions
who they are, what challenges, what they need, how can we help them
follow up :checkered_flag:
set up a follow up appointment
provide takeaway information
invite prospects to set an appointment
offer to answer questions
monitor and adjust
adjust what is working vs. what is not
creating your client (person) avatar :star:
clients that fit that description
benefits of understanding clients
make better decisions
attract the right customers
close more business faster
communicate to referral sources
antecipate and solve customer problems
identify demographics (who they are, age sex profession
phycographics (interest, lifestyle, hobbies, why they buy)
name, age, gender, location, marital status, household income, occupation, education level, children, interests, responsibilities, priorities, goals, dreams, fears :green_cross:
designing a sales conversation
build rapport
small talk to begin build relationship
research about the person
hobbies, invest the time
engage through questions
even you have done your research, it is better to asks questions, it shows you are interested in the customer, challenges and point of view
listen closely to they answers
overcome objections :warning:
learning to identify, address and overcome those objections
example: worry about price, explain them the gains for the investment
time and resources, do so will bring efficiency
set next steps
sales is a series of conversations
take ownership by setting up the next step
next meeting
to send more information
schedule a follow up call
the role of follow-up in closing sales
create a follow up rule :red_flag: between persistence and pushy
example: hot lead go cold, i shift my follow strategy to stay visible
if i contact a hot lead twice and if they don't respond or push me off, i move into my value -add follow up system
shift the focus from closing to adding more value
develop a strategy :red_flag:
how you were going to follow-up, what were you going to do and when
track and measure
who you were following up
how you were folloinwg up
what progress
use a CRM
The keys to MAKING SALES
putting your sales system/strategy into action
double check your system
do I feel confident
is it doable?
will it help me achieve my goals?
communicate your system
to everyone in your team - clients you are going about wiining the business
make time for your system
schedule it in the agenda
drive your system daily
review weekly
effective and waste of time
update your strategy system
every 6 months?
questions: what changes are your customer experiencing and impat on the business, is there products and services we should be offering? Are we still serving the right markets? What changes do we need to make?
execute the strategy - keep the process going
qualifying prospects
learn who they are
what is important o them
what they value
what are their challenges and opportunities
identify their urgent need
learn every opportunity
build a customer bond
invest before the customer invests
expand the conversation
creating a value proposition :check: :warning:
what product or service are you selling?
what is the problem it solves?
what makes your product unique?
value statement is marketing - website, collateral, sheets, the problems you solve
business cards, social media,
the hidden value of tracking, accountability
create a plan to review sales effort and the results you are achieving
:warning:
networking events or contacts made
sales opportunities from networking
sales calls
sales follow up calls
proposals written
proposals closed
business lost
set a monthly goal around each behaviour and then track your results
ex 3 networking events, 1 sales opportunity
make time to track and measure results :warning:
weekly-monthly
what sales behaviours did i do last month
how did my behaviours compare to my goals
what did i do well
what did not go so well
what do i need to do more off
what do i need to stop doing
what do i need to change
Putting your SALES SYSTEM IN ACTION
finding your client avatar
who do you enjoy working with, regions, needs, challenges, opportunities, referred them to you, greatest advocate
design your brand
people think about you and your services (Design, image , tone)
get social
identify social media channel your channel avatar uses
spend time connecting and engaging on that platform
share videos, information, etc.
network
understand what he does outside of business
ask for referrals from people you know
promote your value proposition
developing the right sales actions
prospecting
finding potential clients and using lists, social networking sites, referrals, and more to gather the names of those you want to call on
networking
the act of meeting, connecting, and engaging prospects with the goal of learning enough to determine next steps
Qualifying
match potential clients match your ideal client criteria
sales calls
engaging prospects in conversation to learn their needs and determine if your produts and services are a good fit
advancing
asking for the business or setting up the next call to further sales process
follow up
staying engaged with prospects to move them closer to the sale
proposals written
writing a proposal detailing what you will deliver and what investment your prospect will need to make
deals closed
winning the business and servicing the account
right sales behaviours
Consistently learn (continuous)
study success
invest your time to be with other sales professionaçs
track and measure
adjust and change
overcoming objections
listen for objections
don't cut off your customer to solve their problem, listen intently to overcome an objection
restate the objection and how they feel
make sure you understand the objection
respond respectfully
your prospect should feel safe sharing their concerns with you
clarify you satisfied the objective
fact, ideas, solutions
creating consistency and sustainability
sale is a lifecycle (day in day in)
small bites
invest time in learning
read an article, watch a video, take a class
find the right sales tools
CRM, linkedin sales navigator
key takeaways
great sales converstation
creates connection
makes customers feel heard and valued
uncovers key information
bound of trust has been created
clients do business with you because
they know you
like you
they trust you
follow up is adding value and building relationship
and when time is right close the sale
stay in touch to build trust
build a solid follow up system
set a follow up rule (ex. customer does not answer) from close to add value
objections just come with the job (overcome them) as people fear or have doubts about the deal
if prospects have objections, concerns not address, they will not close the deal
sales system gives you momentum
organize clients by priority
do research on clients
believe you are the best for your customers
define your target market (customers), and client avatar and what are their hobbies
learn to fail (keep your confidence levels=
define your outreach (see examples)
understand the 8Mi figure
80% of sales happen after the 5th follow up
your job is showing the value of your services and buying them now
value proposition: the value you promise and will deliver to your clients; what your services can do for your clients, short, clear, tuned to your customer, share over social media and network
clients buy the experience and solution you offer
key metrics to review sales strategy (below)
measure your progress - results (questions below)
sales task: who do we target define your customers, what do we sell define products and services you want to sell, how do we sell it define activities, communication, how do we go for support
client avatar
detailed profile of your target customer, the client for whom you created your consulting practice
qualify the prospects - sell from the place of power, not from a place of need, you control the sales proces
grow business:
attracking, retaining and developing the ideal client
have a plan who are you looking for, where to find them, atrac them, close the deal