One of the greatest lessons that I learned, as I was multiplying my book of business back in the early days, is the discipline and patience to constantly be refining my sales process. Now I can tell you that even as a person who is all about “finding a better way,” it is all too easy to get in a hurry or fall into the trap of cutting a corner in pursuit of a sale.
Yet, every time that I give in and try to skip or hurry a step, I end up losing the prospect or limiting their interest in my program.
So, what do you do to stay focused, on target, and committed to continually refining your sales process?
For me, I have a specific, written process checklist. Do you? Or does that sound completely new to you?
If it is new, then take a couple of minutes and work through this quick checklist:
- Go back through your sales journal or software and look at the list of new business that you have recently landed. I would focus on the last six months as a starting point.
- Compile the list and then detail for each including what you did to develop the conversation. Did you call, email, reach out on LinkedIn, or were they referred to you by someone else?
- Then, compare the lists to look for consistent action steps to see if there is a pattern.
NOTE: An easy and powerful way to do this is to write down your contact steps on a single Post-it™ note. Quick 3-5 bullets of how you connected until you closed. Then lay them out on a table or wall to see the patterns of contacts.
This also works really well if you go back through and look at the accounts that you did not land. Make your list and see what is the difference between the “win list” and the “learned from” list.
- Finally, once you have a good checklist written down or built in Word or Excel, download an app on your phone that will allow you to record your next several client calls. I personally do this all the time. I quickly realized that there are consistent conversation points that occur with the folks that I end up winning, versus those I do not.
- Now, the simple but difficult part: PRACTICE PRACTICE PRACTICE
I have found that most sales people ‘wing’ more closing presentations than not. Real sales professionals do the research, know the procedure and conversation points that work, and then go into a sales closing call fully prepared to win before you ever show up.
So what about you? What are you doing differently today than last year to close more business? If you are not sure where to begin, I would welcome a conversation about how to start.
Sound like something you want? Let’s talk about it.
If you are not sure where to start, go through the five steps above, and then let’s talk about it. Schedule time for your 1:1 consultation today.
Elevation180 is forming new producer workshops beginning early spring 2016. To find out how to join in, call 866.999.3610 or go to www.Elevation180.com today.
The Elevation180 program is a premier sales coaching program with proven results. Born out of a 30-year career as a top producer in the commercial insurance industry, Jerry Lujan has developed a series of leading-edge sales tools that allow you to double, or even triple, your business while working far less. If you are tired and out of ideas to get the results you want, reach out to Jerry at www.Elevation180.com. Every producer in the program had their best year ever in 2014 and 2015—including producers with less than 3 years in, as well as 20+ year veterans. Let’s find what works for your book of business.