Sales processes are the backbone of business success, yet I bet that you’re currently following a process that only makes it more difficult for you to achieve your business goals.
Believe me, I’ve encountered hundreds of sales leaders who all follow the same traditional sales process, and I’ve seen how it causes more harm than good!
What’s unfortunate is that salespeople who are struggling don’t realize that it’s possible to close deals with almost anyone they want at any time if they just adopt a new process.
Don’t believe it?
I’m sharing a 5-step sales process that’ll help you sell your solution to almost anyone at any time so that you can achieve your business goals NOW. Additionally, I’m also sharing why this process works and is more effective than every other option out there.
If you’ve been waiting for a sign to change your process so that you can finally live up to your full potential, this is it!
Most Sales Processes Do Anything But Help You Grow Your Business
Traditional six or seven-step sales processes do anything but help salespeople close more deals in less time. Instead, they set salespeople up for failure.
Not sure you’re on board?
How’s your current process working for you? Do you regularly round out the sales cycle with tons of new customers?
As the central factor to all of sales, if you’re NOT achieving sales success, then odds are that your process is what’s causing the damage.
What Most (Bad) Sales Processes Look Like
If you’re like the vast majority of salespeople, I bet that your current sales process looks something like this:
- Generating new leads
- Showcasing your offerings to the new (hopefully) qualified leads
- Seeing if the leads are still interested after showcasing your offerings
- Putting together a formal sales presentation for the leads who are still interested
- Putting together a proposal and hoping they don’t have to handle objections
How’s that going for you?
What does your conversion rate look like? How often do you get ghosted by potential customers? Do you regularly have to negotiate with prospects or get hit with tons of (pointless) objections?
Here’s the thing: Most sales teams have a conversion rate in the single digits, regularly get ghosted by prospects, and constantly have to negotiate price while handling other objections.
Well, it goes back to their sales process. The process ITSELF is causing them problems and ultimately failure.
Why These Basic Selling Processes Cause Failure a Majority of the Time
So what is it about these basic, standardized sales processes that directly cause deals to fall through?
To put it simply, these basic processes fail because they shine the spotlight on the sales professional instead of the potential client. Every step of the sales process is all about the sales pro, their wants, and what they can do.
Think about it...
After lead generation, salespeople showcase THEIR products/services to potential customers, see if the potential customers have a need for THEM, pitch THEMSELVES to the prospect, and then put a proposal outlining what THEY’RE are capable of.
Where do the prospect’s needs and wants fit into this equation? Isn’t selling supposed to be about the prospect instead of you? And if so, isn’t the spotlight supposed to be shining on them throughout every part of the sales process?
Furthermore, run-of-the-mill processes fail because they’re all about the sales pro when they should be about the customer and their needs.
Prospects Don’t Care About What YOU Want
When you walk into a car dealership, do you care about what kind of car the sales rep wants, or do you care about what you want?
Of course you care about what you want, because ultimately, the car is for you.
Whether it’s buying a new car, a new CRM software, or marketing services for a new business, customers are always focused on what they want.
It’s hard to believe that most B2B salespeople still make selling all about themselves, despite knowing that prospects are only thinking about themselves.
Unfortunately, because you make each stage of the sales process about you and what you do instead of the customer’s needs and wants, they walk out the door (and for good reason).
While it’s a harsh pill to swallow, the truth is that potential customers don’t care about you, they care about themselves. Hence, why standardized sales processes that are sales rep-centric consistently cause deals to fall through.
Why You Can Use My Sales Process to Sell Almost Anything to Anyone
I’ve created a sales process that enables salespeople like you to sell your product or service to almost ANY lead you want!
If you adopt this defined sales process, you will fill your sales pipeline with more new sales leads than ever before, convert them into new customers faster than ever before, AND do it with less resistance.
If you don't believe me, just remind yourself how poorly your current process is working for you, and then think about how you don’t have a lot to lose by trying something new!
Here’s exactly why my process works almost every time for everyone.
Prospects Only Care That You Get Them to a Particular Outcome
When a prospect has a particular pain point, they want to solve that pain point because they believe that it’s currently stopping them from achieving their overarching business goals.
They’re not solving pain points just because it’s fun! Rather, they want to solve them because solving the pain point would ENABLE them to reach some greater outcome that they're trying to get to.
If you have knee pain and go to a doctor for help, you’re not there because solving knee pain is fun and you like doctors. Instead, you’re at the doctor because solving that knee pain will ENABLE YOU to live the life that you want, which includes being able to easily chase your kids around and go to the gym.
Similarly, whenever a prospect has a pain point, they only care about whether or not solving that pain point will help them achieve some greater business outcome.
This is exactly what my sales process is helpful for: it hones in on the business outcome that the prospect is trying to achieve so that you can frame your sales pitch in a way that exploits that outcome!
Prospects Don’t Care How You Get Them to Their Desired Outcome
Your prospects don’t care HOW they necessarily reach their desired outcome. They only care that they get there efficiently.
For example, a prospect might want to become the #1 company in their industry, but they don’t exactly care how that happens. They couldn’t care less if achieving that goal is the result of outsourcing their marketing campaigns or bringing someone in to help develop a sales strategy. As long as it helps them achieve their goal, they’ll take it!
Because of this, salespeople have the ability to sell their product or service to any potential customer they want as long as it’ll help the customer reach their desired business outcome!
Moreover, it doesn't matter HOW you help them reach that outcome as long as you get them to it efficiently.
Bottom line: Prospects don’t care about the how!
You Can Sell an Outcome to ANYONE
There are two key facts on the table:
- Prospects solve pain points in order to reach a desired outcome
- Prospects don’t care how those pain points are solved as long as they can still reach their desired outcome efficiently
Because of these facts, you can sell your product or service to ANYBODY as long as it’ll enable them to reach their desired outcome!
You CAN sell bicycles to fish as long as the fish’s goal is to feel more like a human.
This is exactly what my sales process helps you do: It helps you sell an outcome to your customers.
It helps you hone in on the outcome that the prospect is trying to reach so that you can frame your sales pitch in a way that shows them that YOU’ll help them reach that outcome by solving a specific problem.
Grow Your Business Like a Billionaire With This 5-Step Sales Process
Here is the 5-step, highly-effective sales process that’ll help you sell your product or service to almost anybody you want at any time!
This process works because, unlike traditional processes that are centered around the salesperson and what they want, it helps you frame your sales pitches around the prospect’s desired outcome.
With the help of this process, prospects will see you as the solution they need to help overcome their pain point so that they can finally reach that desired outcome.
On top of focusing on the outcome, the other key to success is to keep this process simple. The moment you start to overthink it is the moment you overcomplicated it- so just keep it simple!
1. Generate Leads
First things first: It’s time to make initial contact with potential leads via sales calls.
You’re going to:
- Make cold calls directly to the decision-makers at your target companies
- Continue to make follow-up phone calls until you get an answer
- Drop your hook line in order to intrigue the prospect and get them to set up a formal initial sales meeting
The key to cold outreach success is to have an effective hook. The hook line is a sentence or two that make the lead feel:
- A sense of urgency
- As if they’ll gain value from speaking with you
Moreover, the goal of the hook is to intrigue the prospect enough so that they’re willing to formally sit down with you and discuss their challenges and goals.
Thankfully, I’ve already put together a guide to help you craft and perfect your hook!
2. Qualify Leads
Also known as the discovery phase, this is the stage in which you get to know your prospects on a deeper level.
It’s when you sit down together for a short meeting to discuss the prospects' challenges and try to uncover what their desired outcome is.
Do they want to become the most dominant voice in their industry, create a revolutionary new product, or solve an incurable disease? Who knows! That said, it’s your job to dig deep to uncover exactly what that desired outcome is.
Oftentimes, prospects won’t initially tell you what that outcome is because:
- Nobody has ever asked them about it before
- They’re not even clear on exactly what they want
If this is the case, use this to your advantage! Be the first person to really engage with the prospect and ask them those intriguing questions that nobody else has bothered to ask before. Ultimately, doing so will help lay the foundation for a solid customer relationship.
Whatever you do, do NOT make this meeting about showcasing your offerings! It’s not about you, it’s about getting to know the customer! 90% of the time you should be asking questions and listening attentively.
3. Analyze & Quantify
The next stage of the process is about taking a look at where the potential customer is now and comparing it to where they want to be in the future.
Moreover, it’s about making it obvious that there’s a clear gap between where they are now and the outcome they want to arrive at.
For example, let’s say that Company A wants to become the #1 business in their industry, but they’re currently making significantly fewer sales than their competitors.
Your job is to make this gap obvious to potential customers. It’s about saying, “Hey, something is off here, because you’re not where you want to be!”
It’s not about being confrontational, but about stating the obvious in a nice way.
Once the prospect has no choice but to recognize the gap, they’ll realize that they have no other choice than to take action. More specifically, find a solution that’ll help them close the gap.
This is where you begin to slide in with your solution! You’re NOT going to start telling them about the benefits and features of your product or service, but show them a roadmap of how you can help take them from where they are now to where they want to be.
By the end of this stage, the prospect should feel an extreme sense of urgency to take action!
4. Close Deals With a Final Sales Pitch
Finally, with the prospect’s urgency at an all-time high in their buying process, you’re ready to conclude the process with a final sales pitch.
This sales pitch is STILL not an opportunity for you to talk about the benefits and features of your product or service, but to expand upon the process roadmap that you started to lay out in stage 3.
Ultimately, your goal is to outline a process which proves to the prospect that your solution is the most important thing they need to reach the outcome they want to arrive at!
It’s all about showing how your product/service will solve a pain point that’s preventing them from closing the gap.
If you did your job well up until this point, then this last stage of the process should be quite simple and straightforward!
By the end of the pitch, you should be able to lay the deal down and the prospect sign right away.
Final Thoughts on Growing Your Business With This Sales Process
My sales process is the sales methodology you need to start selling your deliverable to almost anybody in your target audience at any time you want.
It works because it’s all about selling the outcome. Every prospect is chasing an outcome, so if you can use your process to show prospects that you’ll get that to their desired outcome, then there’s little to no reason for them to deny you.
If you’re currently following a traditional sales process that’s getting you nowhere, you have nothing to lose by trying something new.
What’s stopping you?
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