Tag Archives: sales process •

12 ways to gain trust and move to the next step of the sale.

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In the sales process, there are seldom “one call” sales. Most sales are made after a sales cycle of 90 days or longer. There are several factors that need to be addressed, especially when pursuing a new customer.

•        First Contact:

You need a compelling opening headline in an email to get the prospect to open it. If the email is opened, you need a compelling opening and introduction to get the prospect to read the email.  Ideally, you need the email to be short and brief.  The prospect needs to digest your information to see if he/she wants to read further.  Provide a giveaway or some useful information. 

Do not ask for a sale or purchase of your product. Allow an opportunity to get off your email list.

Do not be surprised if you get no response.

Do not ask for a sale or purchase of your product. Allow an opportunity to get off your email list.

Do not be surprised if you get no response.

•        Second contact:

You need a compelling opening headline in an email to get the prospect to open it.  If the email is opened, you need a compelling opening and introduction to get the prospect to read the email.  Ideally, you need the email to be short and brief.  The prospect needs to digest your information to see if he/she wants to read further.  Provide a give-a-way or some useful information. 

Do not ask for a sale or purchase of your product.  Allow an opportunity to get off your email list.  

Do not be surprised if you get no response.

•        Third contact:

Are you getting the picture now?  You need to repeat the process again, and again.  Always being careful to not sound salesy but provide bits of information about you, your company, and the problems you can solve.   And always provide useful information that they can use or information they can request.

•        4th through 12th contact:

Do this for up to 12 contacts. Basically, do the same thing over and over. Try and write 12 compelling headlines and short information emails. Then sequence them out. Potential customers have contacted me after the 12th contact and tell me they just then saw my email contact.

The selling game and sales process has always been a game of numbers.  Prospects today continually hide behind voice mail and most companies have given up on front door gatekeepers. How are you supposed to get to them?

Many salespeople give up after the first or second contact attempt. We used to rehearse our telemarketing skills for the phone. Now we need to be better at attention-grabbing through email and absolutely be ready for the eventual first live phone or face-to-face contact.  We need to be ready to pack information into 10 minutes or less. then proceed to the next step.

This process of 12 or more contacts seems daunting.  It works if you pick the correct prospect audience to buy your products.  There is a lot of noise in the marketplace, especially salespeople trying to get the buyer’s attention. 

Build your list and begin.

Do You Use A Sales Process That Ensure Goal Fulfillment? Would You Like An Easy To Use Process?

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If you do not have a sales process, how do you measure your daily progress toward your goals?

I have used a process a cookbook for many, many years.  I first started in business to business selling in the early 1980’s.  I was confounded by the lack of information available on selling that would ensure follow through and success.

I learned early on that if I did not track daily behavior I was not going to have daily direction and not really know what to do next, to achieve my goals.  I set up a handwritten notebook system of all potential and actual customers.  I tracked who I called daily and set up a follow-up date depending on the wishes of the customer.  Some people wanted weekly contact, some wanted monthly and some wanted longer periods.  There were even some who were not interested nor in need of my products — They told me to never contact them again.

For my career and the careers of sales people who have worked with and for me I developed a daily behavior system and attached a simple point system for tracking success. 

All salespeople can modify the system for their own sales style.  However, many good salespeople have adopted this system and figured out exactly how to do daily behaviors and make exactly the income they desire.  

The system for selling products usually with order size of $1,000 – $75,000 consisted of seeing face-to-face (Belly selling) 200 prospects per year.  Making 2,400 meaningful telephone contacts and making 1,200 other contacts – Email, Txt, Fax, Brochure, Etc.  If Sales people did these behaviors daily and accumulated 6,000 points per year they were virtually assured of selling $3,000,000 worth of product for the company and ensuring an exact income base + Commission.

Of course, this is overly simplified but, the salespeople wanting to earn more could calculate their points needed per day, per month and ensure a better income for the year.  

What is your system?  I am writing this system to an eBook and planning a forum or group to meet weekly for accountability and discussion. 

Are you interested?  Let me know if you want on the wait list.