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Hub You - Developing A Sales Process - Two Systems That Work
Saving time means pacing yourself, being organized, and always prioritizing your duties, responsibilities and efforts.Pacing yourself means allowing time for unexpected situations, such as having enough time to check the ever-growing inbox, setting-up special autoresponders for automatic responses (a miraculous tool…really), and other technical issues of running an interactive website and blog.One great thing I trained myself to do was to check my inbox a couple times a day. I also do not keep my inbox open the whole time I'm online, which forced to check it every minute. I check it in the beginning, reply, write new emails, and close it, project #1 done.I even write a list who I'm supposed to email and why to keep me focused. This way I'm not trapped into reading and writing social emails.As part of networking, you have to make your regular appearance, post some replies, add a new one, then leave, project #2 done. No time for chatting.By being personable in your posts, people feel your personal touch. You don't have to instant message on the message boards, just to be personal.Another thing about pacing yourself is acceptance. Know your limitations, and accept that whatever you accomplish within a certain perscribed timeframe IS worth a pat on your back.A huge time-pacer for me comes mostly from my physical & ne
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are
“Next!” “Checking in…?” “Here or To-Go?” Isn’t it frustrating when those are the first words that come out of a front line employee’s mouth? As if they didn’t want to take the time, or couldn’t care less about offering a friendly, approachable greeting to the customer. Meanwhile, the next guy waiting in line thinks to himself, “Gee, thanks for the warm welcome. Nice first impression.”SAD BUT TRUE FACT: the first impression window is narrowing.I've been thinking a lot about this social trend since I was interviewed by the Wall Street Journal on the topic. The reporter and I discussed this "window," and I mentioned my research on hundreds of books on first impressions.MY THEORY: As years go by, we seem to have less and less time to make a first impression.Consider these numbers:•In the 80’s and 90’s, NLP authors like Nicholas Boothman claimed you only had 90 seconds to make a first impression•By the time the new millennium hit, you only had four seconds, according to hundreds of articles•In 2005, Malcom Gladwell’s bestselling book Blink explained that people made first impressions in TWO seconds•This year, an article from The BBC quoted a study which explained that Internet surfers form an impression “in one 20th of a second of viewing a webpage”It ki
Your pipeline is filling up but you are not closing as much business as you expected. There is a reason for this. Inexperienced business owners and non-professional sales people don’t understand the sales process and how to quickly qualify and disqualify potential customers. Qualifying means there is a need for your product or service and the prospect agrees there is a need, that they have buying authority to make a purchasing decision, and that they have the budget to spend on your product or service.
In this article I am going to talk about how to move this process very quickly. This is “The Platinum Rule®. The Platinum Rule allows you to “treat others the way they want to be treated” by identifying their behavioral style, thereby increasing your personal sales effectiveness and closing more business. Before we get into the details of this system, I want you to document your sales process. If you don’t have one, you need to create one. Ask yourself how you put prospects into your selling pipeline. What tactics in this book did you use and how did you implement them to create and fill your pipeline? Once you understand this, you have solved half the challenge. When you find what works, create measurable, repeatable, and predictable processes so you do not have to go through this process every year. Find what works for you and stick with it.
Creating measurable, repeatable, and predictable processes applies to the sales process as well. Your goal is to develop a sales process that gets you to “Yes” much more often and to “No” much more quickly. How do you do that? There are three steps to this process.
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are
Since government legislation entitled faith-based organizations to compete for more categorical grant funds, many questions have been raised. What can churches and their affiliate organizations do with the money? Can the money be used for evangelical purposes? Can church activities be paid for with grant money? These are just a sampling of questions that come up whenever a federal grant proposal includes faith-based organizations as eligible recipients. In a nutshell, faith-based organizations can apply for and win this money to provide secular activities. There can be no proselytizing or sermons, or evangelizing. But a great deal more than religious activities occurs in the faith-based community development organizations and centers that are gaining in popularity and presence in urban and rural settings.Federal grant money is generally for the common good. While each funding opportunity is slated for particular issues, it is also for the general public’s well being. Non-discriminatory practices are essential to allocating funds and implementing programs. Race, gender, ethnicity, and religious affiliation can in no way prohibit the patrons or recipients of services, projects, and programs made possible by government grant monies. If there is a documented need within a congregation, chances are this need goes beyond this speci
In this article I am going to talk about how to move this process very quickly. This is “The Platinum Rule®. The Platinum Rule allows you to “treat others the way they want to be treated” by identifying their behavioral style, thereby increasing your personal sales effectiveness and closing more business. Before we get into the details of this system, I want you to document your sales process. If you don’t have one, you need to create one. Ask yourself how you put prospects into your selling pipeline. What tactics in this book did you use and how did you implement them to create and fill your pipeline? Once you understand this, you have solved half the challenge. When you find what works, create measurable, repeatable, and predictable processes so you do not have to go through this process every year. Find what works for you and stick with it.
Creating measurable, repeatable, and predictable processes applies to the sales process as well. Your goal is to develop a sales process that gets you to “Yes” much more often and to “No” much more quickly. How do you do that? There are three steps to this process.
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are
Having spent the last few years of my career in the staffing and recruiting industry, I’m asked all the time by friends and relatives if I can help them find a more desirable job. I’ve helped my fianc? get a job, helped my college buddies get jobs after graduation, and even helped a few high school buddies find jobs having not seen them for years. It’s a real joy in recruiting when you can help someone find a job that positively impacts their life. But the fact of the matter is, not everyone has the opportunity to work with a headhunter. I would say that only a small percentage of career moves are made at the hand of a headhunter. So what do the rest of us do when we find ourselves in a dead end situation and no one to conduct the hunt for you?I’ve heard lots of gimmicks, tricks, and tactics for aiding the process and I’m sure you’ve heard a few yourself. Do any of these ring a bell? Sending out resumes on extra thick paper, memorizing the most dazzling answers to commonly asked interview questions, wearing a brightly colored outfit to your interview to be memorable, and the list goes on and on. I honestly don’t know if any of these things help or hinder the hiring process, but I do know that I’ve never met a professional headhunter that coaches his candidates by taking them shopping at Old Navy and picking out the seasons brightest colors to wear to an
Creating measurable, repeatable, and predictable processes applies to the sales process as well. Your goal is to develop a sales process that gets you to “Yes” much more often and to “No” much more quickly. How do you do that? There are three steps to this process.
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are
Credit cards can be very advantageous to the smart consumer who uses them wisely by giving you credit to buy what you need without having the needed up-front cash, and letting you make payments over time. But if you are not mindful of the terms of credit cards, there can be dangers of credit cards. If you do not watch your budget and charge without having the ability to make monthly payments, money problems can result which can affect you emotionally and physically. If you do not make gains in paying off your principle balance, the credit card can take a long time to pay off. You can be paying for a purchase you may not even use anymore for years.If you are unable to pay your bills, you may find yourself filing bankruptcy which can affect your financial future for years, leaving you unable to obtain future credit, affecting job prospects, and causing higher car insurance premiums.To protect yourself, you need to have a budget which will enable you to make adequate credit card payments. You need to also closely look at the terms of the credit card so that you are informed of what the interest rate is, the grace period, and any penalties for late payments. Also, the dangers of credit cards can affect you if someone gains access to your credit card information and makes fraudulent purchases. You need to watch your accounts carefully to make s
Creating measurable, repeatable, and predictable processes applies to the sales process as well. Your goal is to develop a sales process that gets you to “Yes” much more often and to “No” much more quickly. How do you do that? There are three steps to this process.
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are
A frustrated business owner was grousing over lunch because a long time vendor he has depended on for a commodity service has recently had some quality issues.“Look, he said, “I live a complex life. My business is complex, my personal life is complex, I often feel pulled in many directions at once. All I ask of my long-term vendors is that they give me good service, fair pricing, and no mistakes. That way I don’t have to spend the time and energy to replace them and I can work on other, more important things.”“Recently, one of my vendors, who has preformed the same function every two weeks without fail for twenty-six years, has not shown up on the normal day and has caused me wasted extra effort and frustration. The first time it happened we called to alert them and they took care of it. The same thing happened the next two scheduled appointments though the last time we had to call them three times before they showed up and the person I talked to told me in a bored, matter-of-fact-voice, she is forwarding my complaint to her supervisor and, ‘I can’t do anything more than that.’ I guess they don’t care whether I buy from them or not and I’m sure there are other companies that will give me what I need without the problems we are experiencing.”This sad scenario is played out every day to companies in all industries, but it truly doesn’t
First, it is critical that you gain agreement on the agenda. You are there to help them make a buying decision and they need to understand and agree that you are there for that purpose. If this obstacle is not addressed, anything after this point is going to be a problem. This can be accomplished, during the opening of the sales call, by saying, “We are here today to… and at the end of our discussion, together we will determine if there is a next step and what that next step is. Are you okay with that?” This sets the tone and texture of the meeting as requiring some form of action at the end. This action can be “No, I am not interested” or, “Yes, let’s move forward.”
Second, both you and your prospect must agree on how the product or service will solve this need. Agreeing there is a need addresses the intellectual side of the sales presentation. The emotional side investigates the impact of the need (or what I refer to as pain).
Let’s use insurance as an example. Your prospect is looking to buy insurance for a specific reason: lower insurance premiums, gain initial protection or better protection. Those are intellectual reasons. To better understand the pain (prospects reasons for making a change) you might ask second level questions such as, “What would happen if you did not find a better price?” or, “Why is it important to have this protection now?” or, “What would happen if you continue without protection?” These questions get the prospect emotionally involved in the buying process. You are helping them understand the impact of not making a decision—the real reasons for buying. Once you understand the real reasons for buying, you tailor the rest of your presentation to address these needs. “If I can give you the same protection for a lower price, what would you do with the extra money?” We help them to understand what would happen with the money they save.
The third aspect of the sales process is the decision making process. After you and the prospect have gained ag
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