Category: sales process steps

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Master the Art of Closing the Sale with Ben Brown#161

Ben Brown Sales Author and Coach

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Ben Brown Sales Author and Coach

Master the Art of Closing the Sale

A Game Changing 10 Step Sales Process for Getting More Clients and Referrals

In this episode we discuss the importance of having a repeatable sales process. Our guest Ben Brown has just published a book titled “Master the Art of Closing the Sale – The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals”.  In our conversation we walk through each of these steps with Ben sharing concrete advice on how you can apply this process to your business.

Front Loading the Sales Process

Ben’s 10 steps consists of a front loading  sales process which makes the entire sale more efficient. The sooner you can qualify and discover what your prospect values, the sooner you can discern if you should pitch them, or give them a pitch.

Download Find The Itch Before You Pitch 

10 Step Sales Process 

When closing a sale Ben shared the following process. We walked through it step by step with examples.

  1. Get Prepared – be mentally prepared when you start your day.
  2. Research and Relate – do your homework and know your prospects.
  3. Qualify Potential Customers – don’t waste time with people who will never buy.
  4. Find an Emotional Trigger to Persuade – people are more likely motivated by emotion vs logic.
  5. Setup the Offer – repeat back the issues and desires to reinforce need.
  6. Present the Offer – build rapport buying signals and build yes patterns. The presentation could be 5 minutes or 30 minutes. It depends. Give them what the need, not what you want to present.
  7. Close on Product Concept – does this solve the problem does it sound like the way you want to go?
  8. Ask For the Sale-  “are you ready to move forward?”
  9. Ask For the Money –  ” what credit card do you want to put this on.”
  10. Ask for Referrals

How To Find Ben Brown

360 Sales Consulting specializes in sales training and coaching for small business and entrepreneurs who need help with their sale process. Ben has a proven method of the sales process and can provide analysis of the current method to see where improvements need to be added.
Twitter   @team360sales
Facebook https://www.facebook.com/360salesconsulting/

What are the Sales Process Steps

Here are past episodes that discuss integrating process into your sales. Click on one now!

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Sales Cycling and Startups with Jon Woodroof #145

Sales Cycling and Startups

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Sales Cycling and StartupsSales Cycling and Startups

Our guest is Jon Woodroof, a former bicycle shop owner and founder of TwoTone Amsterdam. Jon is a Georgia native, now living in the Netherlands where he started the TwoTone  consulting agency that is “stoked on where startups, sales & cycling meet.”  Sales Babble is passionate about long distance bicycling so it’s only appropriate the Jon talks about sales cycling and startups.

Build a Sales Process

The key to success for non-sellers to to build a repeatable sales process and follow it. It can be this simple:

1. Schedule an initial meeting – phone, Skype, in-person,etc.

2. Ask them for further information regarding their goals in a bullet point form:

  • What are you trying to achieve?
  • What is their success criteria?
  • If we were to work together how would you measure success?
  • What would you feel would be success?

3. Prepare a 1 page proposal from the bullet points.  Add time, budget, things previously addressed.

4. Ask them if the proposal represents their goals.

5. If they agree have them send a deposit, and  schedule a kickoff.  To gamify the process Jon places steps at bottom of the email to elicit trust e.g. “two tone consulting sent 1 page proposal”.

Take Action Advice

1. Interview and survey customers and prospects. Create an Ideal Client profile.
2.Have a sales process and follow it.

Where To Find Jon Woodroof

I found Jon on Twitter, you can too.  He is all over social media:

How To Grow Sales

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Wizard of Oz Sales Process with Steve Kloyda #137

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steve-kloydaWizard of Oz Sales Process with Steve Kloyda #137

In this episode we have a  returning guest, The Prospecting Expert, Steve Kloyda. Steve believes that all sellers should get serious about sales and use a sales process. Today he shares his Wizard of Oz Sales Process. It includes a set of questions that engage and illuminate the value of having a sales process.

Five Major Wizard Questions

1. What was Dorothy’s primary purpose in the movie?

Get home!

2. Who was the right person to get her home?

Wizard of Oz in the Emerald City.

3. What was the plan to get to the Emerald city?
Follow the Yellow-brook Road

NOTE: There were many obstacles, yet Dorothy persevered.

4. How do we know there is a Wizard (Dorothy asked)?
She referenced Glynda the Good Witch. Because of this referral they were able to get through the gate keeper. They eventually met the Wizard who agreed to grant their wish if they brought him the Wicked Witches broom.

5. What was the next step for the Lion, Tin-man, Scarecrow and Dorothy?

  • Courage!
  • Heart!
  • Brain!
  • Go home!

5 Step Sales Process

This is the Wizard of Oz sales process:

  1. What is the purpose for your next step?
  2. Who are the right people?
  3. What is the game plan for the next step?
  4. What is the solution for this potential problem?
  5. What is the next step?

Your Value Proposition

This is your unique prospecting message:

  • IS what is the name/definition of the
  • DOES what is the problem Pain it addresses
  • MEAN what does it mean for your prospect? increase expand maximize strengthen or build up?

An example: it’s an iPod, it does play music, what does it mean to you? You can carry 1000 songs in your pocket

How to Find Steve Kloyda

This is Steve in a previous episode #73 of Sales Babble

Here are his links:

If you’re not familiar with this movie, read this description on Wikipedia: “The Wizard of Oz”

 Sales Process Past Episodes

Still not convinced you need a sales process?  Listen to these episodes for other process ideas:

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4 Step Sales Framing Process with Aaron Janx #131

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aaron-janx4 Step Sales Framing Process with Aaron Janx #131

In this episode we focus on the first sales call you have with a prospective client. For many people its a struggle to know what to say, when to say it, and how to get the prospect to agree to become a client. Our guest is business coach Aaron Janx.  Aaron shares a sales framing process designed to close your prospect during the first meeting.

Sales Frame Process

Aaron and I spoke at length on his sales framing process:

Frame –   The seller takes control of the conversation. Then they ask the prospect to agree to share No or Yes if they are interested at the end of the sales call.
Pain – The seller gets the prospect to feel the uncomfortable situation emotionally. This prepares them to take action and  belief that the seller understands what they’re feeling.
Brain – The seller waits till the prospect asks about their product or service. This is very non-pushy. The prospect opens up to hear about the offering when they initiate curiosity. The seller explains their product or service as simply as possible with 4-5 benefits.
Win the Game – The seller waits until the buyer asks  about price. They are asked to set a number. This is a metric for how good of job the seller did explaining the value. That number is then used to close the deal.

How to Find Aaron Janx

You can find Aaron all over the web!

What are the Sales Process Steps

Here are some other episodes that talk about the sales process. Check them out today!

 

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Win Sales with Mindset Sequence and Systems with Johnny Campbell #123

Johnny Campbell win sales with mindset sequence and systems

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Win Sales with Mindset, Sequence, and systems with Johnny CampbellWin Sales with Mindset Sequence and Systems with Johnny Campbell

In this episode Johnny Campbell shows how to win sales with mindset, sequence and systems. Too many people in sales spend their day winging it. They shoot from the hip trying to earn new business.

Today’s guest disagrees with that tact. Johnny Campbell is an entrepreneur, business owner, professional speaker and technology founder of a software startup. He teaches business professionals how to sell more effectively and position their products and services to get more sales and increase margins. In this episode Johnny shows how to win sales with mindset, sequence and systems. With organization, sellers can zero in on prospects that are more likely to buy and win their business.

Three Keys to Win Sales

This is how to win sales with mindset, sequence and systems.

Mindset – Know your customer and their nature. All decisions are made in the context of Fear and Desire. Insurance sales is based on Fear, Car sales on Desire. Which is more important depends on your market. Understand that.

Sequence – Approach the sales from a process point of view. First educate, listen to wants, make and offer. Once you understand the sequence, then you can systemize.
Systems – Automate the buying process e.g Follow up, education, LinkedIn, Facebook, CRMs, YouTube videos, website, eliminate manual effort and make sales.

Know Your Ideal Client

Too often people fall in love with LinkedIn without having a sequence e.g the goal is to get an appointment. lLearn about the person, run a survey/questionnaire to prep for the appointment.
Qualify via the survey. If they don’t fill out the survey, they are not a buyer. Know like trust goes much smoother in the meeting due to the homework done. A survey makes the appointment more efficient and timely way to win sales with mindset, sequence and systems.

Buying Ideal Avatar

Find those who are qualified to buy, not just need your product or service, but actually buy. If you sell to everybody, you sell to nobody – Be a Boutique. Learn what drives and impacts the marketplace. Know that Buyers have a buying criteria process. You should too.

Advice for the Day

Look at your past sales, and look for common patterns, then focus on that community only. You will be more productive, efficient and successful in sales.

Where to Connect with Johnny Campbell

Riseupandwin.com – Promotional products
LinkedIn  Johnny Campbell the Transition Man
30 minute free consulation thetransitionman@gmail.com Subject: 30 Minute Babble Session

Listen next week for Johnny’s Start up Story

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How to Sell To Government with Kevin Jans

How to Sell To Government with Kevin Jans

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How to Sell To Government with Kevin JansHow to Sell To Government with Kevin Jans

Sales Babble is expanding! We’re looking to add a forum where Sales Babble listeners can ask questions and share experiences but we need your help! Please complete this survey .  With that said today we meet Kevin Jans a former US Federal Government contracting officer who is now the host of the  Contracting Officer Podcast.  As president of Skyway Acquistion Solutions Kevin helps clients win federal contracts. If you sell to government or if you ever wondered if it’s a potential market, this episode will lay out the rules and share tips on how to  sell to government with Kevin Jans.

Kevin  advises listeners who to talk to, who to skip and how find people who really need your products and services  . Instead of just applying to RFPs (Request For Proposal) willy nilly, take a targeted approach.

 

Top 5 Tips For Selling To Government

  1. Target your your federal customer – it is not one monolithic organization. It’s more like a single stock in the S&P 500.
  2. USAspending.gov  Enter what you do and it will share previous awarded contracts. Provides a 9 digit reachable market.
  3. USAspending.gov – Search by state and competition. On Youtube USA spending Video and it will share targeted contracts.
  4. FBO.gov – Federal Business Opportunities – type in what you do and will show all the outstanding RFPs
  5. Target a Type Government Purchase – Know what kind of small business you are, what kind of size and market you should approach.

Type of Government Purchases

  • Micropurchase – under $3500
  • Simplified Acquisition Procedures  – $3500 – $150K  Find three registered companies and pick one
  • Competitive Contract – Source selection process $150K and above

Government Selling Mistakes

One of the biggest mistakes vendors make is applying for opportunities above their ability. Secondly businesses fail to explain the risks on both sides to the purchasers.

RFP Time Zones

If you’re answering an RFP it’s important to be mindful of the time zones.

  1. Requirement Phase – you can ask lots of questions
  2. Market Research Phase – you can still ask lots of questions
  3. RFP Zone – once released all contracts must be treated fairly. There are limits to who you can talk to. If you’re just seeing the RFP now, it’s probably too late to win the contract

Difference Between Government and Corporate Sales

In business sales is  80% relationship, 20% process. In government sales is 20% relationship, 80% business.  It’s critical to understand the purchasing procedures to win deal. 

Newbie Tip for Government Sales

It’s easier to break in as a subcontractor.

Free Book

Send an email to kevin@contractingofficerpodcast.com   for his free 98 page eBook

“Save Your Time: A Former Contracting Officer explains Why the Government Market May (or may not) Be Right For You.”

Twitter @KevinJans_

Podcast @ContractPodcast

Contracting Officer Podcast  

Survey

Sales Babble is expanding! We’re looking to add a forum where Sales Babble listeners can ask questions and share experiences but we need your help! https://www.surveymonkey.com/r/TW79DNM

Other  Sales Process Episodes

If you enjoyed this episode you may find these other episodes of value too. Good luck!

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Why You Need a Sales Process an Interview with Randy Meier

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randy meierWhy You Need a Sales Process with Randy Meier

In this episode Randy and I discuss why you need a sales process and the downside of winging it sales. Randy Meier is a District Sales Manager for Revere Electric Supply. Randy has a  number of sales reps  under his watch selling electrical components and anything that has a wire coming out it.  Randy shares advice taken from his real life sales management experience. 

Sales Process or Not Process

Great sales is  not about being pumped up or having a killer  mindset or  10x mindset.  It’s about having a  methodical step by step process where you move suspects to prospects to opportunities and then into  paying clients.

Revere Electric Action Sales Process

Randy believes any sales process will work. They are all somewhat alike. The process at Revere Electric contains the following, 9 steps.

  1. Commit to an objective
  2. Build Rapport
  3. Ask Open Ended Questions
  4. Match needs to products and services
  5. Build your credibility
  6. Build your company’s credibility
  7. Sum up the conversation
  8. Ask for the order
  9. Replay the sale and learn

How to Find Randy Meier

Facebook https://www.facebook.com/randy.meier.71

LinkedIn www.linkedin.com/in/randy-meier

Why You Need a Sales Process an Interview with Randy Meier

How to Manage Sales Teams

Sales Hiring Process

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How to Sell Coaching Services with Julie Foucht #98

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JulieFoucht

How to Sell Coaching Services  with Julie Foucht

In this episode  we meet business coach Julie Foucht to discuss how to sell coaching services.  Julie talks about the fear of sales and how to go from invisible to visible to winning sales. Step by step she walks us through her  coaching services sales process to qualify prospect,s pitching her services, and asking for the sale with a service mindset. This is solid practical advice. I  especially loved her fearlessness in overcoming objections and creating a passion driven money making business.  

Invisible Women Sellers

Julie believes that women are too focused on the need to be nice. She believes they take themselves out of the process, and become invisible for fear of appearing too strong.

Fear of Sales

Julie believes there is a lot of fear around the word “sale”. Gender wise men and women are described:

  • men – assertive and confident
  • woman – pushy and B*tchy

She believes that if you know beyond a shadow of depth, that your products and services are great, you will be a success on how to sell coaching services.

The slow road to small profits

Except the fact that the  more no’s you get  the more yes’s you get.  Don’t hesitate to ask for the sale (we referenced the  Connie Kadansky  episode about getting your “ASK” in gear).

Business Coaching Sales Process

This is the process describing how to sell coaching services.

  1. When meeting someone, start the service process: ask about, hopes, dreams and what’s getting in their way.
  2. Invite qualified prospects to a strategy session: probe further, share how you can address their wants and needs
  3. Ask how much do you want the product or service. Do this  on a scale of 1-10.If they choose a low number you might ask, what would it take to get to an 8.
  4. Ask if their ready to get started.
  5. Ask them what’s the name on the credit card you want to use.
  6. Provide great service and up-sell them on other products.
  7. Ask for referrals and references.

The Offer Mindset

Don’t pitch a product or sell, make an offer, consider your product or service an offer.  Let them decide if they want it, or not. This is how to close and how to sell coaching services with Julie Foucht.

Overcoming the Objection “I Don’t Have the Money”

When they say they don’t have the  money, 98% of the time it’s NOT about money, but instead some other issue.  It’s about fear, and you’ve not shown them well enough how you solve that.

Where to Contact Julie Foucht

Twitter 

LinkedIn  https://www.linkedin.com/in/coachjulz

Facebook https://www.facebook.com/coachjulz

Free eBook

Get a copy of my new eBook: “From Stress, Worry and Overwhelm to Peace, Happiness and Massive Success: The Three Keys to a Kickass Biz”  Download it Here

How to Close a Deal

Here are some other episodes you may find of interest regarding the sales CLOSE

 

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How To Pitch a Magazine with Cherlyn Chong #97

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Cherlyn ChongHow To Pitch a Magazine with Cherlyn Chong #97

In this episode we meet Cherlyn Chong, a comic author and writer for the Huffington Post.   Cherlyn specializes in coaching and helping people through a divorce.  She uses comics as the medium to share her advice and wisdom.
But today we’re focusing on sales!   Specifically how to pitch a magazine on an article that you’ve written. Cherlyn’s  goal was to get it published and generate further interest in coaching business. And that’s exactly what she did.

Steps To Pitch a Magazine

  1. Search articles similar to what you want to post
  2. Look for an editors name and find their email.  She used the following tools:
    1. Contentmarketer.io
    2. sellhack.com
    3. ninjaoutreach.com
    4. Twitter
    5. Facebook
  3. Send email that ask to read article of quality
  4. Follow up  – assume they are very busy.  Change the  email titles to “Follow Up1”
  5. Modify your content to fit their needs and specs
  6. Get Published!

Content Publishing Advice

  • Make sure you’re stuff/content doesn’t “suck”. Quality and value matters.  Be unique, stand out from the noise. Create only 1 piece of content that really matters.
  • When pitching an editor take the attitude your contacting them to help
  • Be interested in the editor, read their content, assume rapport

How To Find Cherlyn Chong

Tumblr (also main site): http://www.stepstohappyness.com/

Cherlyn Chong’s Emails

Subject: Have a minute? You might find this interesting

Hi [Editor Name],

Happy Tuesday!

I know you probably get a LOT of emails from people looking for your insight, so I’ll keep this really short. I think you might really like it.

My name is Cherlyn, and I noticed that you posted a comic a few days ago about breaking up. You are right, it is very hard to do, and the comic does offer very practical advice in a sweet way.

I recently made a comic about breaking up myself, except that it’s from the POV of the other person being broken up with, titled “This is a Stupidly Happy Comic About the Very Real Pain of Heartbreak.”

Since I posted it to my Tumblr a week ago, it has amassed 12,000 views and so many comments from people about how it has helped them.

It has been incredibly humbling.

Screen shot below:

[Google Analytics]

Would love to share it with you if you are interested… do you mind if I sent you a link?

Cheers,

Cherlyn

———————————————————————————————

She didn’t reply, so I followed up with this email:

Subject: Follow Up #1 Re: Have a minute? You might find this interesting

Hi [Editor Name],

5 days ago I sent you an email asking if you would like to have a look at a similar comic I made to the one you posted about regarding a breakup.

I was just wondering if you are still interested in having a look? My comic has since amassed 14,000 views and has helped a lot more people with their heartbreaks.

Please let me know?

Thank you!

Cherlyn

———————————————————————————————

And she replied! She was just busy. smile emoticon

Be sure to use Follow Up #1 in the email subject! Then you can do Follow Up #2.. Follow Up #3.. etc.

The key thing here is to ASK if they want to see the link. Editors are busy people and get pitched all the time, so shoving your link in their face doesn’t help anyone.

 

Selling With Confidence

Go  here to find  Sales Babble resources:

  • How to prospect for new clients
  • How to qualify clients
  • How to ask great questions
  • How to give a presentation the persuades
  • How to close a deal
  • How to stay organized
  • How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

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8 morning Rituals for Sales Success with Rayven Perkins #93

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Rayven Perkins Direct Sales 8 morning Rituals for Sales Success with Rayven Perkins

In this episode Rayven Perkins shares 8 morning Rituals for Sales Success as well as her 2016 Word of the Year.  Rayven is a Direct Sales Expert and host of the  Promoting Direct Sales podcast and the episode was just published yesterday.

  • Started with Tupperware
  • Designed materials for fun activities
  • motivate you to pick your own word for 2016

Morning Rituals for Sales 

Rayven was influenced by the book by Ron Elrod, Miracle Morning.  This is her morning sales ritual:

  1. Each night, write down 3 accomplishments to complete the next day
  2. Rise at 5 AM
  3. Set aside 15 minutes quiet meditation
  4. Imagine a point in time in 3 years (holding cup of coffee) for 5 minutes
  5. Practice yoga for 8 minutes
  6. Read a self development book for 20 minutes
  7. Journal
  8. Focus on an affirmation for 2 minutes

Word of The Year

  • 2016 KINDNESS   – Rayven is committed to providing random Acts of Kindness this year

Zig Ziglar quote 

“You can have everything in life you want, if you will just help enough other people get what they want.”

How to Findy Rayven Perkins

Promoting Direct Sales https://www.facebook.com/PromotingDirectSales/

Facebook – Personal https://www.facebook.com/rayvenperkins

Go here to download the Vision Board Word 

http://promotingdirectsales.com/019/

20 Secrets For Sales Success

Get the 20 Secrets For Sales Success here  and find other terrific sales episodes here