Steps involved in the selling process for Facilities

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this video is brought to you from the salesman.org hubspot studio do you want to learn a sales process that works so well the modern b to b buyer then stay tuned most b2b sales professionals work hard and i'm sure you probably tried pretty hard at work too right well some works damn hard in his sales role yet he's constantly in the middle of the pack performance wise within his sales team he describes his sales job as feeling like he's just constantly running sprinting along on this big hamster wheel he's spending lots of energy but he feels like he isn't really going anywhere fast and he has lots of random prospecting and follow-up and meetings each day but he doesn't really know what he's doing hour to hour sam's biggest issue is that he didn't have a defined a clear defined sales process and highly successful sales people who go on to make hundreds of thousands if not millions in commissions every year or they don't tend to work any harder than what sam does what they do differently is that they have a clear defined and effective sales process that works so if you don't have a sales process right now fear not i'm going to run very quickly through the systematic selling process that we teach over at salesman.org in our sales accelerator training program i don't have time to explain every single part of it in massive detail but i'm really confident you're gonna get at least a few pointers from this video that will improve your sales game via our sales methodology right so there are nine steps to the systematic selling process and i'm going to try and get them all on one whiteboard right here for you now as we run through it so part one or step one is going to find your ideal finding your ideal buyers and taking the time to uncover your real ideal buyers and then selling directly to them rather than to anyone who will listen will save you hours in your prospecting efforts later on and there are three basic steps to uncovering your ideal buyers you need to come up with an ideal customer persona you need to find the contact information and then you need to test your hypothesis because your ideal buyer persona who you think is the best buyer for you may or may not be true and so you always have to test it this is something that sells people business people marketers get wrong all of the time most sales professionals assume that when their sales manager tells them that a certain ideal customer profile is correct a lot of the time they're completely wrong so please please test any assumptions that you have next you're going to generate step two impact an impact message and the point of an impact message is to share insights that are going to create tension tension in your buyer we're going to create messages cold calls social media posts content that share insights that create tension that lead to impact these messages that i can't just read and go out i'll get back to that later on today or even worse messages where your buyer goes maybe this isn't quite for me and so i'll stick it in my spam folder these are messages that land in your buyer's inbox and they go crap i've got to reply to this right now and that gets us to the first close of systematic selling where we're going to close the meeting this is where our testing becomes real because if you have the right ideal customer persona contact information and then impact message the buyer is going to book a meeting with you if they don't book a meeting with you then you know that this feedback loop here is wrong you know that your ideal customers are so wrong and you need to go back to the starting board because your ideal customer persona must be wrong the contact information must be wrong your impact message must be wrong which means insights are incorrect or you're not creating any tension within the buyer but magic starts to happen once we get this feedback loop working because then we can find more of our ideal customers we know a message that works we've confirmed it we've used the scientific method to confirm this we've made a hypothesis we've proved it and so this is when you can start to really really scale your outreach and have massive effects on the marketplace and to close this first meeting literally all you have to say is does it make sense to jump on a call next week the buyer says yes then well done you completed the first part of systematic selling if the buyer says no then again you've got one of these areas wrong and you need to go back and start over step four of systematic selling is uncovering the rules of the game again this is something that sales people miss out on all of the time i want you to think about it like this if a if someone tipped eight different board games out onto a table they mixed them all up and said hey let's play my game this mega board game well you wouldn't know where to start would you because you wouldn't know what the rules are or how to win and that's exactly what sales people do when they try to play the game of sales sales people are often sales people are often caught off guard because they're playing they're playing checkers while the buyer while they're playing they're playing chess literally one is far more complicated than the other and if you don't know the rules that the buyer is playing within you're never going to be able to play the game and win so once you've got your ideal buyer you've closed the meeting with them you know the rules that you're playing by it's then time to step five uncover what we call the reality gap so this is dead simple it's just the gap between the reality that your buyer is currently living in and the future brighter boulder reality that they want to live in we call the gap between these two the reality gap now if your product or service can help bridge the buyer from one place to another we're on to step six which is closing the agreement so the goal here in this closing phase is to get the buyer to agree whether it's on the phone in writing in email whatever it is you need to get them to literally agree that there's this gap between the realities they want to live you get them to agree on the game that we're playing that they have budget that there's a defined buying process if not you can help them implement one that all the players involved in the game have been outlined whether that be influencers people who are going to block the sale people who really control the budget have all been identified and any other rules that we need to understand before we can win the game itself so here we're going to do our second close of the systematic selling process again something that sales people often miss sales people often try and close the sale once at the very end with this big open-ended do you do does this make sense do you want to work with me but when you use systematic selling and you close multiple times throughout the sales process you don't need to make these big asks it's as simple as asking something along the lines of does it make does it make sense to work with us if we can take you from one place to another within the rules you've identified does it make sense to consider working with us that's all you've got to do and at that point you're literally two-thirds of the way through the buying process next the seventh step of systematic selling we need to beat status quo and this is sometimes in b2b sales is the hardest step and something again sales people often forget or don't realize that they've got to do if you ever find that your sales process seems to go pretty good from a to b you get almost all the way there and then it just fizzles out or stops it's because you're not attempting to beat status quo within your sales process in other words the buyer doesn't want to go through the slight increase in pain to get a better result after the fact this gap here is not big enough for them buyers will often describe the status quo as having this big ball of emotion sat on top of the logic and they need this logic to make a final purchasing decision but they have all this emotion holding them down and stopping them from making that final move it's only when we lift this ball of emotion up by beating status quo that the buy can think logically and the deal can get done but we're not quite there yet step eight is presenting to presenting two consensus because there's not just one buyer within a large b2b sale that has status quo that needs to be removed beaten changed this emotion lifted so they can think logically there's going to be many many many individuals every year it goes from 7 to 10 to 12 in a few years from now there'll be a boardroom of individuals that you need to get on board to get everyone agreeing for your deal to go through so we need to present to consensus which typically means in the systematic selling process we need to uncover all the key stakeholders current realities their future realities beat their status quo get it all documented and once we get all of this done we have all this consensus we can move to the final step step nine of systematic selling which is the final close that we need to work on and this is where things get awesome this is where all of your hard work pays off because most salespeople they've got a real fear of asking that final closing question of does it make sense to move forward with this does it make sense to get the contract signed well if you've been through each one of the steps within systematic selling at this point the final close the buyer is gonna be on board you're gonna ask the question does it make sense to get the contract signed if they say yes you've won the deal and if they say no they're going to be on board and they're going to coach you how to get the deal done all you got to do is follow up and ask what do we need to do to move this forward and they're probably going to refer you back to someone in the buying group who needs to be on board they're going to explain that the rules perhaps have changed slightly and so you need to recover this section and it's going to create a really positive feedback loop for you because the buyers already micro closed many times throughout the sales process and so you're not going to get any nasty surprises even if you do have to go step back a few times the deal will get done so there we have it a brief overview of the nine steps of systematic selling and hopefully there's a few takeaways for you that you can start implementing right now today and if you enjoyed this video give it a thumbs up and why not click one of the videos that are up here on the screen right now to continue making selling simple