Discover the phases of sales cycle for organizations

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[Music] hello this is Carson cook your CSO Pro and welcome to the channel don't forget to hit the subscribe button and turn on the notification bells so that you won't miss any of our future uploads enjoy the video good morning or good afternoon wherever you are and welcome back thank you for joining us are tuning in to the CSO Pro Channel today what we're going to be talking about is something that's very very very important and it's understanding the steps of the sale now many of us work with a lot of different companies and we've been trained on their version of what we would call the steps of the sale now we're going to talk about that today just a little bit so that we can have a better idea or an understanding and why your company is put in this process sells organizations have spent millions of dollars developing these steps of the sale over many many many years and the good part about understanding that is that we need to understand these three most important things about mastering the steps of the sale now this is something that's very very important because there's a few key things for each one of these three points that you can take you can write down and you can study that's going to help you become a better sales professional help you communicate better and help better understand your industry and that's probably one of the most important things to kind of take away from understanding the steps of the sale they're put in place for a reason now sales professionals have a habit of reinventing the wheel we're very entrepreneurial which means we like to change things we like to trial and error and we like to kind of create the problem is that this usually doesn't follow within the steps it doesn't fit within the system that the company spent millions of dollars developing and that you can see really work so we're going to talk about these three different things today they're gonna really help you understand your company sales process and kind of help you could become and understand become your own sales engineer to kind of sit back and say well you know the thing is is that I can look at this process break it down and if I really understand it then I can master it then you bring in a lot of your personal stuff then you bring in your creativity you bring in your personality every trait you're gonna use to build up before so the first thing we're going to talk about today is all systems are the same now if you look at every cells industry like insurance our sales corporate real estate all the way up to Boeing Airplane sales pretty much any high ticket low ticket quick sale system every single process for the steps of the sale is going to be the same we're gonna go through the introduction you're gonna go through certain stating the agenda after that you're going to qualify your client then at some point you're gonna take them through a process where you trial closes them or your green light then you give them a little bit of a test then afterwards when you're gonna have some sort of full presentation once that presentation is going to be there you're gonna meet objections and concerns and then afterwards you're going to present them with the deal and ask for the final clothes then there's gonna be a contractor an agreement or something that you're put in place to facilitate the communication between you and your client to get done some sort of accomplishment is going to be there now the cool part about this is that looking at every sales industry insurance car sales these processes are all the same so what can we learn from that well if they're all the same or they're very close to them very very similar and they have those steps that are put in place they found that process that means that they're put in place for a reason their psychological these steps of the self developed around a client making a buying decision okay so understanding that all systems are the same is that you know that gives you confidence as a sales professional say well if I master this idea or this buying process I can pretty much walk into any company any sales industry whether it's insurance car sales whether it's merchant services financial services and I can say well this is the binding process that I understand and I'm going to be very very good at it because I understand what it you know what it is okay you can break it down the second thing that we need to understand is that we need to follow the company's process now too many sales professionals okay too many sales professionals we have big egos we like to show off our numbers we like to show others that we're very good it's kind of the nature of the sales industry now the issue is is that with that being said we like to clash we like to fight with our sales manager we like to not follow the process we like to reinvent the wheel we want to be a little bit creative we need to we copy other people in the sales office which is great but at the end of the day the foundation is what's important here okay we need to follow the company's process and I think there's some articles that are out there that say that you're 40% more likely to achieve your sales targets if you're following the company's process you're using their CRM you're replicating the top guy in the company you're listening to your sales manager you're taking tips and tricks that are gonna help you you know close that deal or eventually close that deal like we said before companies spend millions of dollars in developing these processes and using CRM is getting you the computers that you need you know kind of working with the vice-president the sales manager having board meetings to find out how their client actually buys they you target studies they do all sorts of different things to find out what's going to be the best company process okay so try and not reinvent the wheel when you're entering into a sales position okay your job needs to be to ask questions and to learn the process until you feel confident bringing your expertise your experience and your personality okay but don't forget that you need to follow your foundation you need to follow the company's process okay and if you step down how you do that is when you get in front of a client and you walk out of that door whether it's door to door you get off that phone call and you say did I do everything that my manual said did I do everything that I learned in training and if your answer is no you need to go back through that training you need to learn the process you learn that foundation did I put some extra stuff in there that made me feel good did I put some extra stuff in there for me that showed off my personality and showed my communication skills and my content yes I did that's great okay but you missed a lot of steps we missed the process and that's probably why your client didn't buy or that's probably your client didn't give you your action that you wanted each step is put in place for a reason it's like climbing a ladder you've got to get each step mastered individually do it the right way before you can allow yourself to move on to that next step within those steps of the sale and then the third thing is is that once you learn your foundation the only and best way unfortunately guys is hard work good fashion hard work and what that is is role play every day Grant Cardone talks about this guy's but it's extremely important you should role play every single day and it's not something where your sales manager does this to your CSO puts this in place so that you're on top of your game but this is also something that you should be doing by yourself you should be doing the at home your position where you make a hundred thousand two hundred thousand three hundred thousand five hundred thousand dollars a year okay is solely based on your communication and the only really good way to focus on your communication in your habits is to really practice to get out there and and practice your skill practice your craft okay and that's getting in front of different scenarios different situations so that you can have your sales toolkit and your objections bag to where you're confident and you can communicate well enough to pull out these objections on the drop of a pin the moment's notice once the objection comes out the only way that you're gonna ever get to that point where you know every single objection is to memorize them once you memorize these objections you need to put them into play and how do we do that we roleplay every day okay so it's extremely important to understand that guys is that you know if you can't find in the office little role play with you then role play with your manager role play with your National Accounts director or your price president vice president when you walk in there and you say hey I want a role play I want to get make myself better I want to be able to go through my scripts I need to be able to answer every single objection whether it's over the phone and inside sales or outside sales I need to make sure I can get in front and get into every situation now you'll notice the top performers guys in that line graph okay they they sell like this that line graph goes up just like that that means that the more deals that they closed the more need money that they make and their focus is to close deals on the same day or you know within a shorter time span of everybody else always the top one or two performers in the company close deals faster and quicker and more efficiently than everybody else in the company and that's because they know every objection that has steel at the product they know every type of client on their end that they have to sell to so what they say is they say oh this is one of those clients this is that person oh I've been in the situation before and the only way that you're gonna get in front of that those situations is to have experience is to really sit down with as many clients as possible as a numbers game but before you even do that to help swing your curve to help kill your sophomore slump to help get you around the bend with product knowledge to help you make money faster and sales you need to roleplay it's very very very important pick someone in your office go through your scripts memorize them at night when you're taking a shower this morning or the next morning or whatever right before you're gonna meet your first client go through the steps of the sale bang it out in the shower start talking to the wall okay this is gonna get you ready so that when you see your first client of the day that's not your first client you essentially roleplay it in your head you've role played here and then when you come out and you start your steps to the cell you start that positive introduction you shake their hand you say hey my name is Carson cook good morning how are you doing you've already done that before they're not the first client of the day they're the third because you've already role played do this consistently do this competently just remember these three points guys will reveal with the steps of the sale become your own sales engineer make sure you research your company's process don't make to look it better to look to master what the foundation and the processes they have in front of you and then bring in your corporate sales tricks tips communication skills personality report ability skills bring that in later they get a good foundation and you'll succeed all right thanks a lot for tuning in guys just make sure that subscribe to the button below to if you want more sales content I appreciate it and I'll talk to you guys soon