Why EVERY business should have a sales process!
Last week I heard from a third party about the actions of one of my ‘competitors’ (well, not actually a competitor, just someone who does the same as me). It led me to think about what to do with this information or how I can use this to be a better business.
On the one hand I was pleased this third party did not like the approach my competitor had – as I do not act in this way I felt it brought me closer to working with this third party – which pleased me. But it also gave me an insight into the actions of others ‘in sales mode’. I have learnt from many people about the power of the words we say; how we can actually use language, tone and gestures to encourage agreement from your prospects and get that sale. How selling to people just doesn’t work. So, why is it some people still rely on the whole ‘selling’ to get a new client?
Do you ever think about others and think about how they operate and whether you can learn from them?
On the other hand what would your competitors think about your actions and how you operate?
Although I heard how my competitor was operating, I was pleased I did not act in this way but it also made me think about how I do act and what ‘process’ I have in place; my sales process. Every business needs a process and until this is written down and followed through (fine tuning may be required) it cannot ‘process a sale’ successfully. A proven process will deliver every time; all things being equal of course. Your prospect must both want and need your service/widget.
This is ultimately important to a growing business as new staff will need to know the process and it is far easier for them to follow it ‘to the letter’ than be guided one-to-one as it takes you out of operation; therefore halving your efforts rather than doubling them!
Do you have a Proven Sales Process? Is it tested and used by all staff? I’d be interested to hear your responses.
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Thanks Michelle -the first part of your blog really got me thinking.I firmly believe we can all learn from our competitors. Invariably we probably kick ourselves for missing opportunities that the competitor has seen. But I will only remain true to my business ethics and values, and if that competitor is not playing ‘the game’ or being ethical/ honest I will have no regrets.
Interesting reading. I don’t have a proven sales process as I don’t think I really sell my services, I aim to build relationships and it kinda goes from there. Whether this is something I need to address and change will now be given a bit more thought. Provoking, Thank you.
Interesting article Michelle, Like Merewyn I don’t sell to people but network and build relationships and as and when people become in need of my service they contact me.
Having read your article do you think that I should be doing a little more. I can say for confidence that myself and my team are great lawyers however sales people we are not.
Best wishes,
Samira
A process enables you to not lose contact. Maybe the use of Autoresponders/Newsletters to ensure you are at the top of their mind when they need a solicitor they think of you.
I like the phrase allowing people to buy from us, and however we can make that simpler the better. Your thoughts are very helpful for this, thanks Michelle