The Sales Process: Do you have one?

Your sales process will define your success. Do you have one? Make sure you understand the difference between sales and marketing when you develop your processes.

What is a “Sales Process”?

Process flow chart.The sales process is every step you take from marketing a product or service to post sale maintenance and support. The sales process isn’t finished at the point of sale. You still need to build in post sale follow up to ensure your client stays sold and becomes a raving fan. Referrals should be part of the sales process.

Marketing isn’t sales!

Marketing is the promotion of your idea whether a service or product. This is part of the sales process but not the actuall selling. You never close a sale when you are marketing.

Most people don’t know they need what you are selling. Marketing is educating your prospect about the value you bring to the table and helping them understand why they should buy from you. You’re not selling at this point. You are effectively creating the customer.

Marketing

Define your opportunity.

Man with list of check marks in a column beside him.Here are five questions you need to answer before you get anywhere near developing your marketing strategy and sales process.

  1. What are you selling?
  2. Why are you selling it?
  3. Who are you selling to?
  4. When are you selling?
  5. Where are you selling?

Design a sales process.

  • Creating a list of prospects.
  • How will you approach them?
  • What is the follow up?
  • How will you close?
  • What is the post sale process?

Selling

Work the plan.

Once you have designed your sales process, it’s time to work your plan. The challenge will be sticking to your plan. Part of a good plan is “Plan, Do, Review”. Set a schedule. Once your plan is done, decide how long you will work the plan and when you will sit to review what works and what doesn’t.

There will be nay sayers who will try to convince you a business is a bad idea. Everyone will have suggestions on how to run your business. It’s prudent to take in good advice but don’t let it derail your plan. Wait for the review and then weigh the advice you have received against your experience. Tune up the plan rather than making wholesale changes and go back to the “do” period.

Earn Referrals.

3D-Women-Shake-Hand-01During your sales process, you will make an impression whether you win the business or not. By selling with intent and integrity, people will come to trust that you are the consumate professional. When you have earned their trust, you have earned the privilege to ask for referrals.

Back to the dating analogy, when people know, like and trust you, they will be very open to making an introduction if you ask them. Tell them who you want to meet. Describe your ideal prospect and ask for introductions. If you don’t ask, they don’t usually think to offer.

Earning and asking for referrals should be built into your sales process.

Business In A Box

Does all of the above sound like a lot of work? You bet it is! You have choices to make. What are you willing to do? You can work out your own strategies. Alternatively, you can buy a “business in a box”. You can buy a franchise system and set up multiple distribution points.

Robert Kyosaki wrote a book called “The Business Of The Century” explaining that MLM is the next business evolution. Faster and more effective, you could consider a multi-level marketing opportunity to get you started.

woman carrying moneyIf financial resources are limiting you from building a bricks and mortar business or buying into a franchise, consider working with a Multi-Level Marketing group to get you started. Remember, MLM is a business and there will be costs.

Make sure you understand what the ongoing operating cost is and be realistic in your expectations. MLM is like going to university. You will learn and it will change you. You may decide the MLM is all you need or you will learn and earn while you work toward your ultimate dream business.

“If it’s to be, it’s up to me”!

What are you willing to do?

Make it a great day,

Barry

P.S. What am I thankful for today? I’m thankful for opportunity. I’m thankful for justice. I’m thankful for chances for personal development.

What are you thankful for today?