SALES PROCESS is basically the order in which you are going to sell everybody into your package, product, or service.
I'm a Sales Strategist for 2 1/2 years now, I've coached and consulted many people around me and I've noticed that what keeps me and my business progressing has something to do with using the right sales process.
But while using the Sales Process, there's a time wherein I struggle a lot and I don't have the motivation to keep going and I can't focus on what I'm doing.
Within those years of coaching and consulting, I experienced things that I didn't expect I will learn something new from it. Because while I'm in the process of struggling, I know this is the path that will keep me going forward.
I've struggled in my business because I didn't care about my sales process at that time. The one thing that I find it hard was actually presenting.
I don't give the true value of what I'm delivering. For example, the package and offer that I put a lot of effort to have no value on it.
People don't just want people that work harder for what they're presenting. They want someone who will give them value and answers their questions or problems.
What I do to improve my sales process the right way is I go back from the start and have three or four sales processes throughout my business depending on what I'm doing.
So if I'm running a workshop, I'm going to sell quite differently than if I'm selling one-on-one with someone. But the one thing that will not change no matter who I'm selling to, is the problems that I'm trying to find. The services might change slightly but asking questions will not change because that's how I find certain problems.
So there's a really basic formula for any sales process and this is what I use that changes my business a lot.
The first that I do is, I build authenticity or I call it the "Diamond Edge Selling Model".
To build my authenticity, I check in with people... getting to know who they are and getting to know what's best for them.
And I don't mean in a business sense. Always involve them as a person, not just a business-material client. If you have a one-on-one with someone, always ask them how they are and if they answer it, always acknowledge them.
Being authentic means you want to know how they really are.
The second thing that I do is to gain clarity.
To gain clarity, I ask a bunch of questions. Because when I ask them a lot of questions about them or their business, suddenly I understand what they need or want.
The questions that I ask are completely based around the six or seven major problems that these people are having within their business based on the services that I'm offering.
Lastly, once I gain that clarity, what I do is to build value.
You see, the reason I call this the Diamond Edge Selling Model is that a diamond has no inherent value.
So it's our job to build value.
But how do I build that value into the diamond?
Well, simple. I ask the questions and find all those problems that these people have. Once they find all the problems, then I make myself the solution to those problems.
As a Consultant and a Coach, it is extremely important that you are the solution.
And once I've done that, the last step is not to close the sale but inspire someone to take action.
What do you do to improve your sales process? I'd love to know. Leave me a comment below.