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if you don't have a proven process to sell then you don't have a proven process to a skill today I'm gonna give you some tips 5 steps how to improve your sales process and increase business now this is me coming from experience speaking from my own experience now leading and managing over a hundred active closers within my organization who are closing for my own product and service so when it comes to sales process see most companies they don't have a very clear defined process how money is made how cash is flowing how do you improve their sales process so today let me give you a simple blueprint first of all you have to understand when it comes to the sales process there are five steps you have the sales process right here you also have what I call the buyer journey so you have the process coming from the company the seller the closes perspective you also have to understand also from the consumers the buyers perspective what is the journey that they go through so let's talk about the first step the first step is what I call prospecting or lead generation now depends on what you do maybe the way that you generate leads right now it's by cold calling it's by prospecting going out there and bringing people in that's perfectly fine or you're living more sophisticated you have a marketing campaign you have some marketing in place to bring in people that's more lead generation you're adding value to the marketplace maybe you're doing content marketing maybe you are doing blogs maybe you are running ads whatever it is that you do it doesn't matter it is prospecting slash lead generation now from the buyers journey perspective then what you're doing is you're trying to get some awareness the buyer the potential customer they don't know that yours is here you want to use this step to just make them aware that you even exist basically saying hey look at me I'm here pay attention to me right that's the awareness you just want to get some awareness the next step in the sales process is called qualifying delete now how do you qualify the leads you want to qualify the prospect in terms of four things needs time money and decision maker needs how strong under needs time how urgent is this problem do they have to solve this problem right now or maybe ten months from now money are they able to buy do they have the resources do they have the budget number four can they make that decision or they have to talk to somebody else those four things that's how you qualify the leads now from the bias journey perspective you have what I call engagement they're just engaging with your product service your company your organization they want to find out a little bit more so before they don't know you're now they aware now they're taking that first initial step and say hey you know what maybe I'm requesting a little bit more info right maybe I'm reading living more I'm just doing the next step to to engage that's engagement step number three and that is demonstrating value now how do you demonstrate value maybe it is to walk them through how your software works giving them a demo maybe is to invite them to attend a virtual training a webinar of some sort maybe is to invite them to a live event however it is that you want to do it but it is to demonstrate value is to present what can you do for the prospects now from the buyers journey perspective now from awareness to engagement now we are going to interest now I'm not just engaging there now I'm actually interested in your product or service you have to understand what the buyer is going through if you want to close them step number four is to negotiate and close now you're going to close the deal what are the terms what about payment what about financing what about the how long are you gonna provide the service now you're negotiating back and forth now proposal we're not talking about agreement how do you close that sale what are the expectations how to establish those expectations from the buyers journey from interest now its commitment now it's saying yes we're moving forward here's exactly how we're gonna do business and the last step which I believe is actually one of the most important steps and that is delivery and fulfillment so now you've closed a sale you've qualified the leads how are you gonna deliver the outcome that you promised to the prospect what what is the deal what are the deliverables what are you gonna do because this is where you get the referrals this is how you get the repeat business see most organizations the only focus on the first couple steps or maybe step number four just want to close the sale doesn't stop after you close the cells starts after you close the prospect and then from the buyers journey perspective that is what I call experience that's the last step what is the experience you're providing for the buyer for your client this is extremely critical because you've done all this work during this sales process one two three four five don't screw it up in that last step so how do you improve your sales process let me give you some practical examples let's take an internet marketing business model so let's say you are running ads on Facebook or on Instagram or any social media platforms and you are trying to get attention hey click on my ad here's what I can do for you what are you doing step number one lead generation you're trying to generate some leads you are trying to get some awareness in the marketplace hey pay attention to me click on this ad now the minute the buyer the potential customer click click on the ad now that goes to step number two which is what engagement so then you land on your landing page when they land on your landing page now they can see what can you do what is the promise what are you giving away maybe a giving away something for free maybe there's a free book maybe it's an invitation maybe it's a free webinar maybe it's a link magnet maybe it's a free ebook whatever that it might be it doesn't matter your qualifying delete then the next step is you want to demonstrate value hypothetically let's say you are inviting them to a free webinar in that webinar you are demonstrating what can you do you are giving them social proof you're explaining what is it like to do business with your company and here you go from now engagement to interest if they sit through the entire presentation or the entire webinar guess what they are interested then from there the next step is you go from demonstrate value to now negotiate and close so let's say at the end of your webinar your call-to-action is to book a call with one of your closers so then your closer can find out about the prospects needs and close them on the phone so therefore money from the buyers journey perspective you go from now interest to what commitment that's correct now they're committed now they want to buy the last step don't forget now it's delivery and fulfillment and from the buyers journey now it's experience what it's the experience like to work with your company what's the experience like to buy from you even if you look at this you think about even in dating this applies right from the very beginning let's say you go to somewhere let's say you go to a pub all right you go to the bar which I don't recommend but let's say you go there you are trying to get some awareness you're trying to talk to some people right and then you want to buy a lady a drink that's from lead generation now you're trying to qualify the leads right are they allowing you to buy the drink and from there you're having conversation right you're demonstrating your value try to get that phone number and when you get that phone number you follow up and maybe you set up the first day the second day you're trying to seal the deal and close the cell and after you guys are together what is that experience like how how are you delivering right how's the fulfillment it is the same process so you look at your sales process I want you to ask yourself all of these five steps also from the biased perspective which area can you improve maybe you are doing phenomenal in lead generation but you're not doing so good in terms of demonstrating value then maybe your presentation needs tweaking how can you improve your closing ratio your conversion rate or maybe you have a fantastic conversion mechanism that your presentation you know what every single person who is a qualified prospect who sees my presentation I can close two out of ten I in close three out of ten fantastic it means that you need to go back to lead generation how can you generate more leads so that more people will see your presentation or maybe in step one to four you are phenomenal you've got that just down in but guess what you're in the collective fulfillment after people buy from you you collect them you don't deliver on what you promised and then there's no repeat business there's no referral for your company that's it that's exactly how you improve your sales process and increase your business