Enhance your sales process management for Construction Industry

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hey justin here with another video live  well sales process is the name of this video   and we're going to be talking about what you need  to do if you're part of the livewell sales team   what you need to do to get commission so we're  going to cover two main topics define two types   of clients and we're going to cover the five steps  required to earn your sales commission in order to   understand the sales plan we need to understand  two things there are two types of clients and   there are five steps to a sale two types of  new clients two types of new clients we've got   a passive lead and we've got an active lead the  passive lead is a facebook messenger that came   organically or from a facebook advertisement okay  this is the only type of passive lead that we have   at this time this this could change in the  future and other types of passive leads could   be something like calls from a truck number  a sign outside that where they saw the sign   and they called but for now we're just going to  stay with facebook messenger came organically   so that means you did not engage in any  networking to get them it just came from a   paid ad or it came because they were searching for  a contractor online an active lead active leads   are leads that come from the salesman or others  networking on the internet phone or in person so   leads that come from salesmen or others networking  on internet phone or in person what are the five   steps so that that's clear what are the five steps  to earn commission on a sale so here are the five   steps quickly and then we're going to get into  each one of them number one send workplace chat   text right after initial contact two be present  and do consultation yourself three make a sketch   on site and then a drawing good enough to make a  bid from take lots of pictures from lots of angles attend contract signing is number four  attend contract signing and number five   is collect initial payment yourself okay so here's  this is how this is going to work for now these   numbers could change in the future if you do all  this and it's a passive lead you get four percent   okay if you do all this and it's a passive lead  you get four percent on top of sale after markup   if you do all this these five steps if you do  all this and it's an active lead you get six   percent on top of the sale that's five and  one is six percent on top of sale price   after markup okay so here's we're going to go  into a little more details on the sales process   number one the first step is the workplace chat  so basically if you respond to a facebook message   that came organically then put a note that  says passive contacts facebook name so the   name of the that comes up on facebook that the  person used to talk to you the date that you   had that conversation and the phone number of  the person hopefully you will get it number two   is the consultation part so we talked about  being present in the consultation so this is a   a special case if both salesmen so this is  a part part of a cross training process so   if both salesmen are present for this phase but  salesman number one does the rest of the sale   then sale then the sale goes to salesman number  one okay the point is at first salesman number two   let's say he's the trainee salesman number  two may need help with certain parts   in certain not all cases but if he is there  and doing the work then it counts as his sale   if he the if he is there and doing the work but  then somebody else does all the rest of the work   then that sales will go to the other salesman okay  number three we're talking about the sketch the   sketch if the sketch drawing and pictures aren't  made you must go back and do it again uh just   schedule a time to go back and take measurement  measurements because it's not professional or   effective to leave things to memory this also  if you notice i'm looking at these i'm not   leaving any of this to memory this also means you  must take all measurements and write them down in   an ordered leisureable way legible way this will  be a big improvement on sales if we can start   doing this attend contract signing that's number  four so this is another part about attend contract   signing this is the close and it's important  that each salesman all each salesman learn and   perfect this part the clothes the clothes if we  can't get the clothes we can't feed our families   number five if it's your sale then you drive there  and you take the payment and if you're over the   phone or whatever you have to do but you take the  payment you get the money so those are the the   five steps and then the details to the five steps  and then last note if there's just no other way   and it makes sense for one person to take the  reins in the middle of a sale and the initial   contact and the initial salesman can't be present  then salesman number one and salesman number two   must make a personal case-by-case deal with  each other which involves sharing commissions   this applies regardless of anybody's else's  decision of adding commission for their own sales   in this case we're speaking about uh the owner  deciding in the future whether or not he will   actually take commission for his sales that he  makes or if he will just take his normal salary   and just take care of the sales as needed okay  so once again to finish off this video remember   there are two types of new clients the two types  of new clients are passive leads and active leads   if you do the five steps and it's a passive lead  you get four percent on top of the sale if you do   all the five steps in the sales process and it's a  active lead then you get six percent on top of the   sale after markup so it's on top of the sale after  markup why are we giving four percent to a passive   lead in six percent to an active lead because  active leads mean you went out you found some   people you engage them and you increased you grew  our pipeline with your own efforts this is why we   reward this so once again two types of new clients  passive lead active lead five steps are one send   workplace chat right after initial contact two  be present and do consultation yourself three   make a sketch four attend the contract signing  and five collect initial payment yourself   this is the end of the video live well sales  here if you like this video then learn it   and do it and let's go make a lot more money  and grow our pipeline and make lot more sales