Ready to scale Sales Peak? This is the second article in the series Playing the Game Called Profit Land.
Welcome back to Profit Land! Let’s optimize your sales process and conquer Sales Peak.
Are you a fly by the seat of your pants type of person? Or, do you prefer having a plan in place? The former thrives on exhilaration, spontaneity. The latter? Some might call “boring” or “stiff.”
Living on impulse can be appropriate in certain situations. But, for most of life—and in almost all of business—having a plan, a process, is necessary for success. As I mentioned in the first blog in this series, strategy is everything. That especially goes for sales, which is the fuel that drives your company’s growth.
If you happened to miss the first blog, I encourage you to pop over to it now in order to get the background on this meandering path to Financial Freedom Kingdom—which is the ultimate win in the game of Profit Land.
Along that path, entrepreneurs in the CEO role encounter the 12 areas of internal management (AIMs). While each AIM is equally important, they all have their specific challenges, including the Sales Peak. But, if you have a structured sales process in place, the Sales Peak not only becomes manageable—but conquerable! I learned how to scale Sales Peak for Officeheads thanks to sales strategy and expert David “D. Fish” Fisher. Years ago, D. Fish helped me see that sales is not some sort of mystery, but a true process. Since processes are my favorite, sales became much more fun—and effective! D. Fish affirms that:
“Sales can often be scary, and ‘reinventing the wheel’ every time you talk to a potential customer can add layers of unnecessary anxiety. By creating a process that you rely on every time, you can prepare and plan before you even start a business development conversation. When you create sales processes in your business, you take the guesswork out of your revenue growth. That doesn’t mean that revenue will magically appear. But a consistent program will help you see where the gaps and opportunities are and how you can plug them.”
The basic sales process makes climbing Sales Peak not only manageable—but conquerable. Here are the standard steps in every sales process:
Your first step is all about seeking out potential customers/buyers who are actually interested in your product or service—not just anyone off the street. It helps narrow your prospect base to the most lucrative targets.
Before approaching your potential customer, you really need to get to know certain things about them. Why are they in a position to buy? What might their objections be? Preparation also involves understanding what the competition is currently up to.
You’ve done your research and built your sales presentation (if appropriate). Now it’s time to meet the prospect. There are a couple different ways to do this, but many times it starts with a question (which, if you’ve done your due diligence, you likely already know the answer to). This gets the conversation started and lets the prospect know that you truly are interested in hearing their pain points—and solving them. You might also offer a product sample or free trial. A “try before you buy” approach.
If you’ve made it this far up Sales Mountain, it means that prospects are actively curious about what you have to say. What you’re really doing is demonstrating the benefits of your product or service. Even better, you’re doing it to open minds.
#5 Handling Objections
Some call this stage the “most underrated” of all seven. It’s important to remember that an objection is not a “no”—it’s an opportunity to explain, clarify, or provide further proof points. (Unfortunately, nearly half of salespeople dump out after just one rejection.)
It may require some patience, maybe even another round of handling objectives, so hold steady. Too much confidence or assertiveness can be off-putting.
To make the most of your sale, it’s crucial to follow-up with your customers. You’ve entered into a two-way relationship, and it’s essential to do everything you can to keep that relationship solid. So, make sure customers are getting what they need out of your product or service and address any complaints. If you treat them right, they may even provide you with a referral!
You can see that these steps in the sales process are wide-open for customization based on your field and each customer you are working with. But that doesn’t mean you won’t benefit from outlining your process. D. Fish explains:
“Don’t be afraid to document the selling conversations and interactions that work well. Write out the value statements, stories, and examples you use that resonate with potential customers. And then keep sharing them!”
Working the process and learning along the way is how you make it to the top of Sales Peak! This sales process is a crucial element in achieving your final destination in Profit Land: Financial Freedom Kingdom. But, you don’t have to do it alone. If you’re having some trouble navigating the sales process, think of Officeheads as your sherpa. We come alongside CEOs and business owners like you to make sure your entire financial management strategy is in place, and that includes strategic direction surrounding the sales process. Get in touch with us today to see how the team at Officeheads can help you reach the top of sales mountain!