Process Makes Perfect

When I talk about process in selling, I am talking about the process which begins when the dialogue starts and ends, not when the PO is signed, but when the solution is complete. I want to help you develop a method of creating and communicating your value that empowers you to control your sales and evaluation processnot the prospects evaluation and decision process.

I also want you to be able to lay out your process to the unenlightened so that they can follow you. If you can put enough people into your sales process and create environments where that process will lead to outcomes, even if the outcome

is no, then you will reach great success. However, when you either engage too few people in your process or are unable to work them through it, then you limit your income potential.

A LITTLE SYSTEM PREVENTS

A LOT OF BUNGLING.

Oxford Dictionary for American Proverbs

The bottom line is you should control the sales process. Not the customer. Remember, theyre the ones with the problem in the first place. The person with the solution should always control the sales process. Thats you.

Here is an example. Meet Software Associates. Theyre a software development company that specializes in web software for the financial business. Theyve been a client of ours for five years. When we first began, they were having trouble moving prospects through their process. They would get hung up half-way through and deals would fall through.

So, I played prospect once in a role play and it became grossly evident what was happening. They werent helping the prospect. They had absolutely no process laid out to help the prospect buy. Here is what we coached them to say on the first call:

Mark, thanks for your interest in the software system. Can I take a few minutes

and lay out the process that seems to have worked for some of our other clients? I

thought we could spend today talking about why you were interested, and what business problems you have in your Information Services department.

Then at the end of this meeting, we can decide if we want to go further. If we decide

not to advance this, then neither of us will have wasted any time. If we decide to move forward, Ill probably need to speak with your management team and find out what their issues are. Then if we want to continue after that, you and I can get back together and plan the process from there. Does that sound appropriate?

Then throughout the sale, we had the sales team practice what we call orientation. This is the act of laying out your process each step of the ay. On the first call, lay out an overview of the entire cycle. Or, if youre already five calls into the process, then take the next logical number of calls and lay them out. You must always be orienting your prospect to what your process is. This works extremely well if youre in a cycle that is either long or confusing or both.

You cant blame the prospect for not following your process if he doesnt know what it is. If your prospect doesnt buy your product often (less than three times per year) then you will be doing him a favor by orienting him. But orient him to your ideal process not to a worn out process that youve just defaulted into. Think higher.

Action Item

In your next five sales calls take a risk and orient your prospect to your process from this point on. By doing that, you will start to control the process. If your buyer asks for something that youre not ready to give him yet like a proposal or a price simply lay out your process and tell him when youll give it to him.

Author: Bill Caskey is an author, speaker and innovator. His book, Same Game, New Rules, is in its third printing. He can be contacted at (317) 575-0057 or at www.billcaskey.com.

Author: Bill Caskey is an author, speaker and innovator. His book, Same Game, New Rules, is in its third printing. He can be contacted at (317) 575-0057 or at http://www.billcaskey.com.

Data Storage Solutions
Data storage solutions are a very smart choice for any company, no matter what stage it is in. Whether you are just starting out, or well on your way into expanding, theres a data storage solutions perfect for you.Data storage solutions for home-base...

Digital Perfect Photography at Your fingertips
There was a time photographers had to shoot then develop the shots to find out if the right image was captured. Some photographers refer to this as the trial and error of this art form.Many photographers have now shifted from the old camera to the mo...

2007 Sales Training Tips From the Real World
It is widely known in MBA circles that a highly trained sales force is up to five times as effect is as a sales force which is not properly trained. Sometimes the sales profession is given a bad name, but in reality a highly trained and sales profess...

Meditation on The Secrets of the Universe - the Answer in 500 Words or Less
We are Ordinary ThingsWe are all made of ordinary stuff, put together in a certain, exact combinations: water, dirt, magnesium, copper, sunshine, grass, lettuce, pickles, electrons and memories. Only a bit of DNA and a dash of luck keep all these ele...

The 10-80-10 Selling Rule
Mike came to my office one day looking very discouraged. He had been selling for about two months. He was doing significantly above average so his discouraged look surprised me.I asked him what was wrong and he said, I dont understand it. With my las...

Using Mechanical Forex Trading Systems For Profit
Are you looking for a mechanical, systematic way of trading the forex markets? Do you find difficulty in deciding whether to buy, sell or stand aside?Mechanical Forex Trading Systems are a great help to removing emotions and indecision from your trad...

Putting up a Photography Studio
Photographers can do photo shoots indoors or on location. Those who want this done in a controlled environment can do this in a studio. This is because the lighting can be adjusted if it is too dim or too bright to be able to get the perfect shot.The...

Can Vitamins Help to Cure Acne?
Vitamins alone may not be enough to cure your acne, but by incorporating vitamins and vitamin supplements into your diet, you can start treating acne from the inside out.Vitamins, minerals, and other nutrients work together in your body, so it is imp...

Business Cash Advance vs Working Capital Loan
Raising sufficient working capital is an essential requirement for any business start-up. Moreover running a small business often calls for the need of a financial boost at times of crisis. The business cash flow can be disrupted due to various unfor...

How Do I Get Rid Of Old Acne Scars
Getting rid of old acne scars was nearly impossible during the early days. Today's dermatological advances though have brought light to acne problems, and getting rid of old acne scars can be made possible even if it is not always 100% perfect.Bad ca...

This entry was posted on Friday, June 27th, 2008 at 3:42 pm and is filed under Sales Training . You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.