Improve your Sales process
‘Gold dust is falling through your floorboards’. And the frightening thing is, it is ‘invisible’. The little cracks that occur in your sales process let profits sieve away. One client discovered just how BAD it was, and fixing the ‘cracks’ improved his ‘conversion’ to sales from 5.3% to 25. The impact on his profits? Immediate and MASSIVE.
YOUR sales process is just that … a PROCESS. It’s a bit like lining up dominos.
If all your ‘pieces’ in the sales process are aligned and in place, you simply tip the first one over, and they all fall. Leave some out, or misalign them, and chances are, the ‘dominos’ won’t fall. Likewise, if your sales process has bits missing or misaligned, you ARE losing out. Day in, day out. And profit is silently sifting away.
So how did we help our client fix the ‘cracks’? For a start, it’s important to realise that the POTENTIAL for converting one out of every four prospects to a say was there all along. Nothing changed in the product, the price or any other tangible element.
It’s just that steps were missing in the sales process. They’d always done it without these steps. So no one noticed. What’s more, they didn’t measure their performance benchmarks. So they had no basis for knowing what was being missed anyway.
Here’s a really interesting point!
When asked why they THOUGHT they were losing sales, they said it was because their price was too high, or that someone else had won by discounting their quote.
Nothing could be further from the truth.
They were simply too close to see where their ‘gold dust’ was sifting through the floorboards.
Now, the ‘crunch’ … Do YOU have a true PROCESS for the journey a prospect takes in making a decision as to whether to buy from you? What would happen if you had a simple system that measured your sales process? Is YOUR gold dust sifting away?
The exciting thing about all of this is that it’s NOT theory. You have profit waiting in the wings. All you have to do is make the entrepreneurial decision to create the systems that gather your gold dust.
Marketing Help Online has the key! Want a sampler of that?
Now, this IS just a ‘sampler’ … to give you an opportunity to ‘eavesdrop’ on the sort of practical, nuts and bolts resources you’ll have in the Entrepreneurial Library.
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