Have you ever sat down to map out YOUR sales process?
Just as with your strengths, your unique process can be found in how each talent shows up for you.
Do you have an office day every week where you plan, organize, setup up appointments or cold calls or is it random or on the weekend because you’re too busy?
Do you include fun in your planning? Making time for playtime is just as important and needed for you to enjoy your success.
What systems, if any, do you use to stay on top of your territory management?
To be successful in sales you need to have a plan, a framework, even if it’s a “loose” version that includes the components that you need to take action on to be successful.
Looking at the numbers tells one story, talking to your clients can often tell another one. Having an accountability partner or understanding manager/co-worker is sometimes all you need to stay in action. At other times more hand-holding is needed to guide you and that’s when a coaching program could be an option.
How do you know you’ll hit your targets?
It comes down to simple math even if sales is a non-linear game. Break down your annual and monthly targets to a weekly number and choose the higher number as your target to give yourself some cushion. Now, how many prospects do you need to connect with daily/weekly to hit your targets?
Where do you find your leads?
That can be the tricky part depending on what business you’re in. Whether you’re a business owner or in sales for a company. Did you know that you can easily track down leads via LinkedIn? Simply use the search bar on top of the page once logged in and enter your version of “salesperson, Los Angeles” to see who you can connect with. Narrow down further if needed.
What’s your elevator pitch?
How do you even begin to craft that when you’re selling different products without coming across as too pushy? Hint: If you crafted your tagline and ideal client profile you’re almost there. More on that below.
Let’s say today is a day that you’ve dedicated to prospecting and you need to get some pointers down that you integrate into your elevator pitch.
How you connect with people and how you can craft a compelling story.
The easiest way to do that, as most of you know, is to be interested in what your prospects have to say. Asking questions mixed with sharing is often the easiest way to get that going.
So what questions can you ask? What do you know and want to know about this person you’re calling on? What is the message you want to get across? Asking open-ended questions is key!
When you talk too much you kill the sale. You know that, and when you’re on a roll it’s tough to simply stop mid-sentence yet that can be what makes the difference between getting the sale or not.
Focus on the person in front of you, stay present, and wait for them to share what’s up. When you only have 5 minutes, it becomes even more important to get your pitch down, or rather the questions that will evoke curiosity.
Your elevator pitch needs to include space for spontaneous sharing — scripting can only take you so far. If you truly want to connect, be willing to improvise.
Listening is a powerful skill that builds trust with people. Trust opens up a possibility for sales.
When was the last time you took a deliberative pause in a sales convo? Please do yourself the favor of simply counting to 30, allow things to be awkward if needed, your prospect/client might just be thinking things through in their mind.
When you hit your targets – CELEBRATE your achievement, and then set sights on your new targets and achievements.
Do you need help creating your elevator pitch? Your Sales Process and Pitch
Now go out there and see what you can create!
Try it and let me know how it goes!
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