Why you must have a structured sales process
Posted In Sales | Posted On 3 December 2022 | Posted By Admin
So let's talk about sales process because here's the thing.
If you don't have a sales process that works, then you are subject to your prospect's sales process and it may not include you actually getting the sale.
The thing is that 80% of sales are made on the 5th to 12th contact.
Yet 80% of sales people never get past the second contact.
So, if you can imagine my ski jump curve with perceived value up the vertical axis and number of contacts along the horizontal axis. As you make more contacts, they are perceiving more value and thus increasing their chance of buying.
Your sales process needs to be staged with direct contact points in it to build that relationship.
Now, the lower your dollar or perceived value of whatever you're selling and, yeah, sure probably you can have less contact points (think buying a cup of coffee or take away food).
So, you might only have to have a couple of contact points before you get them across the line but the bigger your dollar value that you sell the chances are the more touch points you're going to need to have.
If you're not sure on how to get a sales process get in touch we cover it in the Find Your Cash programs, and of course I cover it with my clients as it is such an important thing to have right in your business to boost conversion and thus profits.
Have a fantastic day!
👉 Here's a flow chart with an overview of my sales process
👉 Want to help more people because what you have to offer is amazing? Book a chat with Brad to take your business to the next, click here level here.
"Good sales should be boring"