April 27, 2010

Book Review: Mastering Your Sales Process


A sales process is essential to build any successful business and David Masover takes the time to really break it down for us into bite sized pieces.

So what is the sales process you may be asking? Simple. It’s a system that you can use to take a lead and funnel them through into a paying client.

I’m going to just summarize here and give you a brief look into this funnel. You’ll need to take what you learn here and apply it in your business in order for you to be successful in using it.

Leads

There is a small percentage of the six billion people on our Earth that should be your target market. This small percentage of this enormous group are your leads. Leads also includes your current customers.

Qualification

This is the step that you will need to take with your leads in order to distinguish between who’s a good candidate for you and who isn’t. If you take the time to qualify your leads, you will reap the benefits of this in the long-run. You won’t get stuck with people who are un-qualified to work with you as either clients or employees (distributors in the case of the network marketers reading this).

Needs Analysis

If your prospective client has the money and is in the position to buy from you, you should now find out exactly what they need. Take some time in this stage so that you can truly determine what’s going to help your client and what is truly necessary to create a win-win scenario for everyone. This is when you get to decide what types of services the person is willing to exchange for some of their money.

Presenting the Solution

When you come up with what their needs are, you should find a way to suggest a way that the clients needs can be met with a product or service that you have to offer. For example, if someone is looking for a basic Social Media Management campaign, my company offers a service which includes interaction on social networks and a blog post a week for $150 a month, as well as other options that vary with how much interaction takes place each month, daily alerts tracking who’s speaking about your business, a blog post every single business day and personal coaching for $1,000 a month. Price points different depending on what the problem is.

Objections/Negotiations

Once a solution is presented and the price is shared, there often times are objections that come up. These are perfectly okay and it’s recommended that you take the time to address as many of your common objections in the qualification stage and the needs analysis/presenting solution phase.( this will lead to less stress for you)

Close

If everything else in the funnel goes smoothly, you will want to secure an agreement to complete the order, contract, proposal and so forth. This officially means that you are hired by this client to perform your work. This means that you can get started ASAP in order to get their solutions solved as quick as you can.

You need to remember to be providing value throughout the whole process and keep your prospective client’s goals in mind so that you can best create a strategy that will lead to them being happy with your services. You don’t want to do business with people if you can’t keep your word.

The last thing I want you to leave with is to under-promise, but OVER-deliver in all that you do.

If you’d like to learn more from David, check out his book at Mastering Your Sales Process (affiliate link)

David also provided a guest post on my blog entitled “Developing Trust As A Salesperson


Chris Hughes

Chris loves learning, going on adventures, surfing and having fun. Chris on Google+

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kboode - April 28, 2010 Reply

Thanks for these great insides into the sales funnel. It such a fundamental step in doing business online. You build your leads in one place and you close the deal in another.
I also like how you stress the importance of solving a problem for your client. That is what adds the value.

Val Wilcox - April 28, 2010 Reply

Hey Chris,
Great steps in working with a prospective business partner or client. Finding out their needs and what they want to achieve is so important. always, always asking questions will help bring them to a place of decision.
Thanks for sharing,
Val

Chris Hughes - April 28, 2010 Reply

Thanks Val! Finding out a clients needs is such a good way to develop a good relationship with them šŸ™‚

Chris Hughes - April 28, 2010 Reply

Thanks Val! Finding out a clients needs is such a good way to develop a good relationship with them šŸ™‚

Chris Hughes - April 28, 2010 Reply

Solving problems is where it's at šŸ™‚ It makes business more fun when we can get creative ideas for solving other problems. Seeing the results from our work is another great feeling šŸ™‚

Chris Hughes - April 28, 2010 Reply

Solving problems is where it's at šŸ™‚ It makes business more fun when we can get creative ideas for solving other problems. Seeing the results from our work is another great feeling šŸ™‚

Paul Klaszus - April 29, 2010 Reply

This is Great, Chris! I'm excited to have met you… and to learn more from you!! (plus.. I could use some help with my juggling skills. :))

This review you give people is great… I think that we sometimes get too involved with our agenda.. and although we must follow steps to guide their decision.. their number 1 goal must also be ours… and you've balanced these principles beautifully!

Chris Hughes - April 30, 2010 Reply

Thanks Paul! I've definitely gotten too involved with my agenda and forgotten about the steps that have worked over and over again for countless people.

Let me know when a good time for juggling would be and I can help ya!

Chris Hughes - April 30, 2010 Reply

Thanks Paul! I've definitely gotten too involved with my agenda and forgotten about the steps that have worked over and over again for countless people.

Let me know when a good time for juggling would be and I can help ya!

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