Blog + Diamonds
VIDEO SUMMARY
Unveiling the Winning Steps to Elevate Your Sales Game!
Ready to boost your sales game and make bank? 💰
Listen up, superstar! 🌟
Ever been on a date? 🍕🕺
Imagine your sales process as a date-night masterpiece. 💌
First, you gotta score a date – that’s your Lead Generation move. 📢
Hit ’em up, grab their attention, and say, “Hey, I’m here!” 🙌
Next, when they’re into you, it’s all about Engagement! 🤝
Show ’em what you bring to the table. 🍽️
Freebies, webinars, you name it! 🎁
Now, you’re not just interesting; you’re a certified charmer! 😎
Demonstrate your value, sprinkle some social proof, and make ’em swoon! 💖
Time to make the move – Negotiate and Close! 🤝📝
Seal the deal, baby! 💼💍
Finally, Delivery and Fulfillment! 🚚
Be a superstar – exceed expectations! 🌟
Make ’em smile and they’ll come back for more! 🤩
Ready to ace your sales game? 🚀
Check out the full playbook! 👉
#SalesMastery #BusinessSuccess #LearnAndEarn
Step-by-Step Guide
Step 1: Prospecting or Lead Generation
Description:
In this step, you will focus on finding potential customers and making them aware of your existence. This is the first stage of the sales process.
Implementation:
- Determine your lead generation method, such as cold calling, prospecting, marketing campaigns, or content marketing.
- Create a strategy to reach out to potential leads effectively.
- Use various channels like phone calls, emails, social media, or advertising to generate leads.
Specific Details:
- The goal is to create awareness and grab the attention of potential customers.
- Make use of engaging and compelling content to make your target audience aware of your products or services.
Step 2: Qualifying the Leads
Description:
In this step, you will evaluate potential leads to ensure they meet specific criteria, including needs, time, budget, and decision-making authority.
Implementation:
- Assess the strength of the prospect’s needs.
- Determine the urgency of their problem and if they need a solution immediately.
- Verify if they have the financial resources to make a purchase.
- Establish if the prospect can make the buying decision or if they need approval from someone else.
Specific Details:
- Qualifying leads helps you prioritize your efforts and focus on prospects who are more likely to convert.
- It ensures that you are targeting the right audience with your sales efforts.
Step 3: Demonstrating Value
Description:
This step involves showcasing the value of your product or service to the qualified leads. It’s about presenting how your offering can meet their needs.
Implementation:
- Provide product demonstrations, software walkthroughs, or virtual training sessions.
- Host webinars or live events to educate prospects about your offerings.
- Highlight the benefits and solutions your product or service provides.
Specific Details:
- Focus on addressing the specific needs and pain points of the prospect.
- Offer real-world examples and case studies to illustrate the value you can deliver.
Step 4: Negotiate and Close
Description:
Once the prospect is interested, it’s time to negotiate terms, close the deal, and finalize the agreement.
Implementation:
- Discuss terms, payment options, financing, and service duration.
- Handle objections and concerns from the prospect.
- Create a clear agreement that outlines expectations and responsibilities.
Specific Details:
- This step is crucial for finalizing the sale, so ensure open and effective communication with the prospect.
- Be prepared to negotiate and adapt your terms if necessary.
Step 5: Delivery and Fulfillment
Description:
After closing the deal, it’s essential to fulfill your promises and deliver the product or service as agreed upon.
Implementation:
- Ensure a smooth transition from the sales team to the delivery or service team.
- Clearly define deliverables, timelines, and responsibilities.
- Provide excellent customer support and ongoing communication.
Specific Details:
- Customer satisfaction is key during this phase, as it can lead to referrals and repeat business.
- Maintain a high level of service quality to meet or exceed customer expectations.
Final Details:
- The sales process consists of five critical steps: Prospecting, Qualifying the Leads, Demonstrating Value, Negotiate and Close, and Delivery and Fulfillment.
- Understanding the buyer’s journey from awareness to experience is essential for a successful sales process.
- Continuously focus on delivering a positive customer experience to build long-term relationships and grow your business.
Step 6: Lead Generation
Description:
Generate potential customer leads and create awareness about your product or service.
Implementation:
- Choose a lead generation method: e.g., cold calling, social media ads, or content marketing.
- Develop strategies to attract potential leads effectively.
- Utilize various channels to reach out to potential customers.
Specific Details:
- The goal is to make your target audience aware of your existence and encourage them to engage with your offering.
Step 7: Engagement
Description:
Once leads click on your ad or engage with your content, they move to the engagement phase.
Implementation:
- Create landing pages or content to further engage potential customers.
- Clearly communicate the value you provide.
- Offer lead magnets, webinars, or free resources to keep them interested.
Specific Details:
- This stage is crucial for transitioning leads from mere awareness to active interest in your product or service.
Step 8: Demonstrating Value
Description:
Demonstrate the value of your offering, provide social proof, and explain what it’s like to do business with your company.
Implementation:
- Conduct webinars, presentations, or product demonstrations.
- Showcase how your product or service can solve their problems.
- Use testimonials and case studies to validate your claims.
Specific Details:
- The goal is to move leads from being interested to being genuinely intrigued by your offering.
Step 9: Negotiate and Close
Description:
Once leads are interested, negotiate terms, handle objections, and close the sale.
Implementation:
- Encourage prospects to take the next step, such as booking a call or making a commitment.
- Engage in effective communication and address any concerns.
- Finalize agreements, payment terms, and expectations.
Specific Details:
- This is the stage where you turn interested leads into committed buyers.
Step 10: Delivery and Fulfillment
Description:
Deliver your product or service as promised and ensure a positive customer experience.
Implementation:
- Transition smoothly from the sales team to the delivery or service team.
- Clearly define deliverables, timelines, and responsibilities.
- Provide exceptional customer support and maintain communication.
Specific Details:
- Customer satisfaction post-sale is essential for referrals and repeat business.
- Ensure that your delivery and service meet or exceed customer expectations.
COMPREHENSIVE CONTENT
Sales Process and Business Scaling
- If you don’t have a proven process to sell then you don’t have a proven process to scale.
- Today I’m gonna give you some tips, five steps, how to improve your sales process and increase business.
- Now this is me coming from experience. Speaking from my own experience, now, leading and managing over 100 active closers within my organization who are closing for my own product and service.
- So, when it comes to sales process, see most companies they don’t have a very clear defined process, how money is made. How cash is flowing.
- How do you improve the sales process?
- So today let me give you a simple blueprint.
The Five Steps in the Sales Process
- First of all, you have to understand when it comes to the sales process, there are five steps.
- You have the sales process right here. You also have what I call the buyer journey.
- So you have the process coming from the company. The seller, the closer’s perspective.
- You also have to understand also from the consumers, the buyer’s perspective. What is the journey that they go through?
- So let’s talk about the first step.
- The first step is what I call prospecting or lead generation.
- Now it depends on what you do. Maybe the way that you generate leads right now is by cold calling, is by prospecting, going out there and bringing people in. That’s perfectly fine or you’re living more sophisticated. You have a marketing campaign. You have some marketing in place to bring in people, that’s more lead generation. You’re adding value to the market place.
- Maybe you’re doing content marketing. Maybe you are doing blogs. Maybe you are running ads. Whatever it is that you do, it’s doesn’t matter it is prospecting/lead generation.
- Now from the buyer’s Journey perspective then what you’re doing is you’re trying to get some awareness. The buyer, the potential customer, they don’t know that you exist yet. You want to use this step to just make them aware that you even exist. Basically saying hey, look at me I’m here, pay attention to me, right? That’s the awareness. You just want to get some awareness.
Qualifying the Leads
- The next step in the sales process is called qualifying the leads.
- Now how do you qualify the leads? You want to qualify the prospect in terms of four things: needs, time, money, and decision maker.
- Needs, how strong are their needs? Time, how urgent is this problem? Do they have to solve this problem right now or maybe 10 months from now? Money, are they able to buy? Do they have the resources? Do they have the budget? Number four, can they make that decision or if they talk to somebody else.
- Those four things. That’s how you qualify the leads.
- From the buyer’s journey perspective you have what I call engagement. They’re just engaging with your product, service, your company, your organization. They want to find out a little bit more. So before they don’t know you now they’re aware, now they’re taking the first initial step and say hey you know what? Maybe I’m requesting a little bit more info. Right? Maybe I’m reading a little bit more. I’m just doing the next step to engage, that’s engagement.
Demonstrating Value
- Step number three, and that is demonstrating value.
- Now how do you demonstrate value? Maybe it is to walk them through how your software works. Giving them a demo. Maybe it is to invite them to attend a virtual training, a webinar of some sort. Maybe it’s to invite them to a live event. However, it is that you want to do it, but it is to demonstrate value. It is to present what can you do for the prospects?
- Now from the buyer’s journey perspective now from awareness, to engagement, now we are going to interest. Now I’m not just engaging. I’m actually interested in your product or service. You have to understand what the buyer is going through if you want to close them.
Negotiating and Closing
- Step number four is to negotiate and close.
- Now you’re gonna close the deal. What are the terms? What about payment? What about financing. What about how long you’re gonna provide the service. Now you’re negotiating back and forth. Not proposal. We’re now talking about agreement. How to close that sale. What are the expectations? How to establish those expectations.
- From the buyer’s journey, from interest now it’s commitment. Now it’s saying yes. We’re moving forward. Here’s exactly how we’re gonna do business.
Delivery and Fulfillment
- And the last step which I believe is actually one of the most important steps and that is delivery and fulfillment.
- So, now you’ve closed the sale. You’ve qualified the leads.
Delivering on Promises and Referrals
- How are you gonna deliver the outcome that you promised to the prospect?
- What are the deliverables? What are you gonna do?
- Because this is where you get the referrals. This is how you get the repeat business.
- See most organizations, they only focus on the first couple of steps. Or maybe step number four. Just wanna close.
- The sale doesn’t stop after you close. The sale starts after you close the prospect.
- And then from the Buyer’s Journey perspective that is what I call experience. That’s the last step. What is the experience you’re providing for the buyer, for your client. This is extremely critical because you’ve done all this work during the sales process. One, two, three, four, five. Don’t screw it up in the last step.
Practical Examples for Improvement
- So how do you improve your sales process? Let me give you some practical examples.
- Let’s take an internet marketing business model. So let’s say you are running ads on Facebook, or on Instagram or any social media platforms and you are trying to get attention.
- Hey click on my ad, here is what I can do for you.
- What are you doing? Step number one. Lead generation. You’re trying to generate some leads. You’re trying to get some awareness in the market place.
- Hey pay attention to me. Click on this ad.
- Now the minute the buyer, the potential customer, they click on the ad, now they go to step number two. Which is what? Engagement.
- So then you land on your landing page when they land on your landing page now they can see what can you do, what is the promise what are you giving away.
- Maybe you’re giving away something for free. Maybe it is a free book. Maybe it’s an invitation. Maybe it’s a free webinar. Maybe it’s a lead magnet. Maybe it’s a free E-book, whatever it might be, it doesn’t matter. You’re qualifying the leads.
- Then the next step is you want to demonstrate value. Hypothetically let’s say you are inviting them to a free webinar. In that webinar you are demonstrating what can you do. You are giving them social proof. You’re explaining what is it like to do business with your company? And here you go from now engagement, to interest. If they sit through the entire presentation or the entire webinar, guess what? They are interested.
- Then from there the next step is to go from demonstrated value to now, negotiate and close. So let’s say at the end of your webinar your call to action is to book a call with one of your closers. So then you’ll close, again find out about the prospects’ needs and close them on the phone.
- So there from the Buyer’s Journey perspective you go from now interest to what? Commitment. That’s correct. Now they’re committed. Now they want to buy. The last step. Don’t forget, now is delivery and fulfillment. And from the Buyer’s Journey now it’s experience. What is the experience like to work with your company. What is the experience like to buy from you?
Applying the Sales Process Everywhere
- Even if you look at this you think about even in dating, this applies, right?
- From the very beginning let’s say you go to somewhere let’s say you go to a pub, right?
- You got to a bar, which I don’t recommend, but let’s say you go there, you are trying to get some awareness.
- You’re trying to talk to some people right? And then you want to buy a lady a drink that’s from lead generation, now you’re trying to qualify the leads.
- Are they allowing you to buy the drink? And from there you’re having conversations, right?
- You’re demonstrating your value. You’re trying to get that phone number. And when you get that number that phone number you follow up and maybe you set up the first date, the second date.
- You’re trying to seal the deal and close the sale and after yo guys are together what is that experience like? How are you delivering right? How is the fulfillment? It is the same process.
- So when you look at your sales process I want you to ask yourself, all of these five steps, also from the buyer’s perspective which area can you improve?
- Maybe you are doing phenomenal in lead generation. But you’re not doing so good in terms in demonstrating value. Then maybe your presentation needs tweaking.
- How can you improve your closing ratio? Your conversion rate? Or maybe you have a fantastic conversion mechanism, that your presentation, you know what? Every single person who is a qualified prospect who sees my presentation I can close two out of 10. I can close three out of 10. Fantastic. It means that you need to go back to lead generation. How can you generate more leads, so that more people will see your presentation?
- Or maybe step one through four you are phenomenal. You’ve got that just dialed in. But guess what? You neglected fulfillment. After people buy from you, you neglect them. You don’t deliver on what you promised and then there is no repeat business. There is no referral for your company. That’s it. That’s exactly how you improve your sales process and increase your business.
