1 Concept To Supercharge Your Sales Process
Who wants to supercharge their sales process? Everyone right?!
So how do we do it? What actions can we take and what can we do to supercharge our process? When I say supercharge I mean
If you want these things then read on – Yes I mean the whole article (that’s aimed at you skim readers)
The technique I’m going to outline in this article marries these two ideals, in that it’s an approach that if used correctly will aid you in making more sales. You won’t win them all, I’m not a miracle worker, but it will help you increase your chances in every sale and win more of them.
In conjunction with winning more, we don’t want to put in tens of hours more work. If you’re like me you want better results for the same or less output, otherwise what’s the point in making the change. So the technique needs to be a workload economy, what I define as an equilibrium between effort and results. So in layman’s terms, we want the highest reward for the least amount of effort.
So before I tell you the technique here’s something to mull over. What if I told you that commonly sales people are wasting time and effort? Would you believe me? When I say sales people I don’t mean the average to poor performers here. I mean astute, veteran sales people whom are working hard to succeed. Many of them fall into the same trap and don’t supercharge their sales process.
Before I divulge more, let me use an example for you to set the scene:
I have two competing sales people whom work for rival competitors. For simplicity sake let’s say that their offering is identical, so the buyer is only making a decision based on the sales person and the level of influence that they build.
Both of them use the same sales process, and the same number of activity steps (what we call transitioners) – here’s the difference though – they use them in a different order/sequence.
Who’d Win The Sale?
Now I get that there’s a couple of outlying factors here, but in your opinion who would win the sale? You’re simply basing this on the process they’ve followed that’s all. So who do you think would win the sale?
If you answered Salesperson B, then you’d be wrong. More often than not, salesperson A would win this opportunity.
The reason why is all down to what we call your Momentum Crescendo, which is how you supercharge your sales process.
So before we go any further, I should talk about one on the most valuable concepts in sales, and that’s your sales momentum. If you’d like a deeper dive into this concept then you can find it in the link below to an article on our blog:
To summarise that article, sales momentum influences the entire sales process. Whether you are cold calling and trying to get a prospect to give you air time on the phone or if you’re attempting to close a sale with a new business prospect or even a customer. If you don’t have momentum, then chances are you won’t achieve the desirable output. Whether that be the opportunity to meet with the buyer, or opportunity to quote or fundamentally the ability to sell to them.
It’s a funny thing momentum, because it’s incredibly hard to develop, but also it dissipates incredibly fast. The moment we lose momentum in the sale is the moment where that sale is lost.
That’s the key thing to remember on momentum, it dissipates.
So I’m coming to the point of the article now, how to supercharge your sales process. Let’s just take a moment to reflect upon the processes of Salesperson A and B in the example previous:
What do we notice? Well the clear observation is that Salesperson B has used their most powerful, most influential steps early on in the process, therefore overtime their level of influence would begin to diminish.
Conversely, Salesperson A has built their momentum, bit by bit, and built upon each activity step (transitioner) with a more powerful/influential one each time.
There lies the key to supercharging your sales process – build what we call a Momentum Crescendo
(be mindful that transitioners (activity steps) hold different levels of influence, have a read of this article to uncover more – https://sales-icon.com/2018/11/28/sales-come-from-consistency-of-activity/ )
So now for the point, how can we supercharge our sales process?
Well that’s by timing our sales activities (transitioners) to a momentum crescendo. How do we do this?
Well it’s quite simple we merely
- Increase the regularity &
- Increase the level of influence
Of activity steps (transitioners) the closer we come to the buying window.
So let me simplify this. If I was working with a salesperson and one of their most influential Sales activities (transitioner) was a trial of a product/service then I would advise them to hold off on invoking this till the closing stages of the buying window.
To substantiate this point just imagine this. If I have an opportunity and there’s one year till the close of the buying window. If I was to invoke a trial between month 1 and 2 then its level of influence come the close of the buying window will be little if any. Whereas if I hold out till month 9-10 then its influence will be substantial.
It’s all about the timing of the activities we use and the level of influence that they carry.
So – if you want to supercharge your sales process then think momentum crescendo. Build momentum throughout the sales process but be sure to time things so that come the close of the buying window you’re building the regularity and level of influence of the sales activities (transitioners) that you use.
For those of you whom want to take their sales to the next level there are a couple more concepts that you need to master. The items I recommend would be:
- Sales Journey Plans
- Optimising Transitioners
If you’d like to take that step and become the sales elite, what we call a sales icon then you should buy my book Sales Icon: Selling in the Shadows. Here’s the link below for where to buy it on Amazon
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