Finally, See it as a System
It shouldn’t take you long to realize that, while the sales process is a step-by-step set of practices, you don’t actually do just one thing at a time. Rather, you are continually engaged in different steps with different people all the time.
In the coffee shop, for example, you don’t just entice those local office workers to come in one week, and then the next week find out what they want, and then the next week entice them with a persuasive offer. While it works that way with one person, the reality is that you have multiple people, all at different stages with you, at the same time. So, every day, you have some people who you are attracting into the shop for the first time, others to whom are you are making a persuasive offer, still others with whom you are following up and trying to turn into relationships.
Your next challenge, then, is to orchestrate a way that you can do all these things, simultaneously, but with a constantly evolving set of customers. Every day of every week, for example, you’ll want to
- engage with the right people
- make them comfortable with you
- find out what they want
- show them how what you have gives them what they want
- gain an agreement for the next step
- follow up and leverage satisfaction.
Your job is to manage a set of processes, making sure that you are doing enough of the right things, and doing each of these as well as you can. In order to do that, you’ll need to see your sales process as a system.
Once again, we have a set of resources to help you excel at this.
First, consider our Sales Resource Center. In the Center, you’ll find 40 video courses specifically designed to help entrepreneurs and small business people grow their businesses. In addition, there are over 100 courses to help you with your sales and sales management challenges. Click here for more information.
Second, carefully consider the other resources listed on this page. We have carefully reviewed vendors and suppliers and recommend those listed here.
Incredibly powerful in its dissection of the critical path to success in sales! This book will revolutionize your thinking on sales and how you can really How to Sell Anything to Anyone Anytime!
Dave Kahle was the #1 salesperson in America for two separate companies in two different industries. Over the last 21 years, Kahle has perfected the art of sales systems.