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Aired on October 22, 2019
Episode 10
Mastering The 7 Critical Steps Of Your Sales Process
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# Mastering The 7 Critical Steps Of Your Sales Process If you’ve been feeling lost with your sales process, not knowing where your sales are coming from or how to systemize your approach, you’re not alone. Mastering the seven critical steps of your sales process can be change your business. It’s the key to stop throwing spaghetti against the wall and start enjoying the unique work you were created to do in your business. ### Lead Generation Having enough leads is important, but it's the quality of the leads that matters. If you don't have prospects reaching out to you daily, focus on setting up a mechanism to identify prospects interested in your products or services. ### Pre-Qualifying Pre-qualifying leads means making sure that your prospects meet specific criteria, such as budget, timeline, and authority. Knowing who you want to work with is crucial, as you get to choose your clients. ### Needs Analysis Identifying the pressing needs of your ideal clients is key. You need to understand their problems better than they do and be able to provide a solution that can address their needs effectively. ### Proposal or Presentation The proposal stage is your opportunity to present your offer concisely and make the formal invitation for your potential client to work with you. The key is to customize and provide a brief project scope with clear deliverables, including the price. ### Objection Handling Learning to handle objections effectively is vital. Objections are part of the sales process, but you need to know how to address them and keep the conversation moving forward. ### Closing The Sale As the leader in the conversation, don't shy away from asking for the sale. Make the formal invitation and move the conversation forward, making sure a commitment to move forward and work together. ### Follow-Up Fortune is in the follow-up. Some prospects may need more time or require many touch points before they make their choice. Nurturing the relationship and continuing the conversation about their needs is critical for building a long lasting connection. Mastering these important steps will help you close gaps in your sales process and enhance your results. It's about engaging in a two-way relationship and inviting people to co-create with you. By understanding and focusing on the needs of your clients, you'll navigate the sales process more masterfully and build lasting connections with your customers. If you found this helpful, let's continue this on social media. Tag me at @susanmcvea and share which of these seven areas you’ll be focusing on. I'm here to help you further, so reach out if you need help. Thank you for tuning in, and I look forward to serving you again soon!

Mastering The 7 Critical Steps Of Your Sales Process

If you’ve been feeling lost with your sales process, not knowing where your sales are coming from or how to systemize your approach, you’re not alone. Mastering the seven critical steps of your sales process can be change your business. It’s the key to stop throwing spaghetti against the wall and start enjoying the unique work you were created to do in your business.

Lead Generation

Having enough leads is important, but it's the quality of the leads that matters. If you don't have prospects reaching out to you daily, focus on setting up a mechanism to identify prospects interested in your products or services.

Pre-Qualifying

Pre-qualifying leads means making sure that your prospects meet specific criteria, such as budget, timeline, and authority. Knowing who you want to work with is crucial, as you get to choose your clients.

Needs Analysis

Identifying the pressing needs of your ideal clients is key. You need to understand their problems better than they do and be able to provide a solution that can address their needs effectively.

Proposal or Presentation

The proposal stage is your opportunity to present your offer concisely and make the formal invitation for your potential client to work with you. The key is to customize and provide a brief project scope with clear deliverables, including the price.

Objection Handling

Learning to handle objections effectively is vital. Objections are part of the sales process, but you need to know how to address them and keep the conversation moving forward.

Closing The Sale

As the leader in the conversation, don't shy away from asking for the sale. Make the formal invitation and move the conversation forward, making sure a commitment to move forward and work together.

Follow-Up

Fortune is in the follow-up. Some prospects may need more time or require many touch points before they make their choice. Nurturing the relationship and continuing the conversation about their needs is critical for building a long lasting connection.

Mastering these important steps will help you close gaps in your sales process and enhance your results. It's about engaging in a two-way relationship and inviting people to co-create with you. By understanding and focusing on the needs of your clients, you'll navigate the sales process more masterfully and build lasting connections with your customers.

If you found this helpful, let's continue this on social media. Tag me at @susanmcvea and share which of these seven areas you’ll be focusing on. I'm here to help you further, so reach out if you need help. Thank you for tuning in, and I look forward to serving you again soon!

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What if I don’t have a sales process? I have no idea what it is that I am doing when I’m selling. Even if I am making sales, I don’t actually know where they’re coming from. I have no idea how people find me. I really don’t have a system. I don’t have a process… 

If you’ve been wondering about these things, this episode is for you. We’ll talk about mastering the seven critical steps of your sales process, so you can stop throwing spaghetti against the wall and having to recreate things constantly. And you finally enjoy the things that you uniquely are created to do, in your business!

Biggest Takeaways:

  • You need to have enough lead generation or live prospects that you are actually moving through to the next stage because people are going to be engaging with you at all stages of the sales process.
  • It’s your business. You get to choose, you get to choose who you work with. You get to choose who you say yes to. And more importantly, that invites the clients who are the perfect fit.
  • The fortune is in the followup and on average most folks are actually not buying until the fifth to eighth touch point. If you are not doing a ton of marketing, chances are sales process are the touch points that you’re having with your customer. And if this is the only way that you’re engaging with your audience, then you’re going to talk to them more often and this can be done through your follow up.

 

Quotables:

  • Too often people are focusing on leads, leads, leads, but any good sales person worth their salt will tell you that it’s the quality of the leads that matter. [Tweet This]
  • You get to choose who you say yes to. And more importantly, that invites the perfect fit clients for you. [Tweet This]
  • By making more invitations at the end of conversation where you feel confident that this person is a yes for you and you are a yes for them. You are going to double your sales every single time. [Tweet This]

Highlights:

  • The seven steps of the sales process so that you can identify what you’re doing right and start closing the gaps. [02:21]
  • How to get people to identify themselves as prospects in your business. [04:11]
  • Prequalifying your leads and the main thing that you need to focus on. [06:57]
  • You always get to choose and it is important that you choose a client that is the right fit for you. [09:45]
  • How to get clear on how you help your clients and help them understand that perfectly. [12:57]
  • How to present your offer and ensure you don’t get ghosted after. [15:51]
  • How to handle objections with ease. [21:58]
  • Closing the sale effectively. [24:36]
  • Fortune is in the follow up. [29:19]

 

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show. 

Find out more about me here: 

Facebook: www.facebook.com/SusanMcVea

Facebook Group: www.facebook.com/groups/successfulsalesstrategies 

Instagram: @susanmcvea (link to: www.instagram.com/susanmcvea)

Website: www.susanmcvea.com 

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