Sales Process

How To Effectively Implement Your Sales Process

Sales process book

One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to…

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4 Quick Tips On Dragging Your Sales Process Out Of The Dark Ages

Business person cave

I was thinking about our business last week and the many customers who have used our services over the years. There is one common denominator that joins them all together; they have all changed their buying process as time has gone by. So, every year, my team renegotiate the terms and conditions with them. Every year, the buyers find different…

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A Simple And Effective Way To Keep Your Pipeline Full

You have finally closed that big one!  You have been working on that sale for a long time and no one believed that you could close it, but you did.  However, now you look up and see your pipeline is empty.   You are short on leads, prospects, appointments, everything.   When your pipeline runs dry, it’s like being stranded on the…

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How To Create A Winning Sales Process: Step III – Putting It All Together

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle.  Then, in Step II, you designed the individual sales stages.  Now, let us look at what to do with this information and how the sales process will help you get better results from your sales activity and  make more sales! Let…

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The Sales Process: Step II – The Sales Stages

Business Growth Concept

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients.  In the first step in creating your sales process, you determined the total length of time it should take to close the sale from start to finish, under optimum…

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How To Design An Effective Sales Process: Step I – The Total Time

Sales process book

The Sales Process is your guide; your step-by-step road map to sales success.  To reach any goal or objective with consistency, you need a plan.  The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client.  The Sales…

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Increase the Amount of Sales You Close Without Increasing Your Closing Average

Sales manager holding increasing graph

Sales people usually look in only a few areas when it comes to finding ways to increase sales.  Sales professionals look to increase the total amount of prospects they see by making more calls, sending more emails and increasing their overall prospecting activity.  Or, the sales person and management team look to increase closing averages by learning more techniques, overcoming…

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3 Myths Of Relationship Selling

Wooden blocks spelling MYTHS

Have you ever met with a prospect and got on really well, then it ends up that they never return your calls or emails and you can’t get in touch with them? How frustrating is that?! There are many reasons why this may occur, but here are three myths about relationship selling that might explain them. Firstly, the relationship that…

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What Is Your Reticular Activating System And How To Use It In Sales

Businessman holding question mark

There’s a universal law that states you attract what you focus on. By focusing on ways you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, too. Have you noticed that when you focus on how bad things are, more bad things seem to crop up? This is…

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How to Keep the Sales Process Going During Down Time

Sales process book

Here’s an interesting question I just got asked: _________________________________________________ “Hi Sean, Unfortunately, I don’t need to think too much about my most burning question for you… It’s an easy one, and I’d title it “How do I keep the momentum going with a prospect” or rewording it into “how not to lose the momentum with a prospect”. In my business,…

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