When sales people lose sales, does this mean they were lost? The words lost makes one think that they lost their way along a path and something happened. In reality someone else may have stolen the order from them. When I was a kid my mother would put 25 cents, carefully wrapped and tied into one of my fathers handkerchiefs. This was an attempt to prevent me from losing it. She made it so huge that I couldnt possibly lose the giant wad of material. She would send me off to school so I could use it for milk money. By the way, that was for the week! I was a kid and it was a way for my mother to insure I would not lose something. As you know, a sale isnt something we can wrap and seal in a handkerchief. If it was that easy, you wouldnt be reading this for a better solution. Lets face it; you cant lose something you dont have in the first place. Although some salespeople will think they have a sale before they actually have it in their hands, the ink is drying and the delivery truck has pulled away. Salespeople lose sales because they get lost in the process. If you have been in sales for a while you know that sales are almost 100% predictable. If we follow the sales process, we will always come to a conclusion that is favorable to us unless we skip a step or overlook something and it is always our fault for missing something. This is where we get lost. Some salespeople dont realize how important these steps are and that there are consequences to not following the order of these steps. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the process. This is how sales are lost. For the typical sales, non-retail I recommend a six step process with a magical seventh step that shortens the sales cycle when applied consistently. Some people combine these steps and that might be ok but you cant skip any of them or your will lose. I divide the steps into two segments, Hunting and Farming because the first part is really hunting for the prospect and identifying the right prospects. The second part is like farming because we are building a relationship that might take months to nurture before the opportunity becomes ripe. Here are the steps in brief order. 1. The prospect must pass the IF test. This test is applied with questions to find out IF they are a real prospect, the test is IF they fit the profile of our perfect customer. IF they do not, we find another prospect. 2. The salesperson must then discover the WHO of the prospect. This is the true contact or contacts in the company or organization that we must meet with for an opportunity. This is achieved through questioning to identify the right prospect person. 3. The salesperson must then identify the Ws or pain points of the prospect. This is also achieved through questioning and research and an appointment is often the best way to discover this. These Ws are when, where, why, what issues that confirm our next step. 4. If we did our job in step three, we move over to the farming stage of the sales process which is really the OPPORTUNITY stage. Ideally we want to identify three OPPORTUNITIES which are solid pain points the prospect wants eliminated from their business or life. Once we have these identified, we can move to step five. 5. Step five is the easiest stage of all; it is the PRESENTATION stage of the sale. This is where the salesperson can combine all they have learned about the prospects problems and issues and at the right time, presents their solution. If everything was followed according to the process, the solution will be on target and received warmly for the next step. 6. Step six is the CLOSE. If you reach this point, the sale should be a slam dunk and a sealed deal because you have followed the process with a remedy for a solution the prospect wants. 7. The seventh step is magical because you can capture more business through a REFERRAL and a reference from the prospect and slip into the fourth step on the next opportunity and bypass the first three steps. Remember, if you bypass any of the sales process steps, you lose! One of the best ways to improve sales is to focus on the process and the steps salespeople take to make a sale. Breaking up the sales process into modules and teaching salespeople how to move prospects from one step to the next is the right way to keep them from losing sales. Otherwise, you might need a very large handkerchief. |
