When I started my business, I knew that I had to get better at sales.
I didn’t know the first thing about sales, and I knew I had to sell or starve!
I dove into an expensive training course that taught me a specific consultative selling process. (It cost about as much as a year of my daughter’s college tuition does now!)
Because I didn’t know any better, I followed the program that I learned to the letter — I didn’t try to improvise, experiment, or improve upon it — I just did it, and it worked.
I closed my first two client appointments after finishing this program. Those two clients meant that I could pay half my bills and extended my cash reserves long enough for me to get my business off the ground.
That’s the beauty of having a defined sales process. When you have one that works, it makes selling easy.
What’s your sales process?
The uncertainty that we’re experiencing in 2020 has meant that having a well-defined sales process is more important than ever.
- Your prospects are uncertain; they need you to lead them to a decision.
- Your customer’s needs have changed. You are likely selling a slightly different version of your services now, and folks are buying them for different reasons!
- You can’t leave things to chance! You need to close deals now.
I’m going to take the next few emails and lay out my basic sales process. If you want to get more specific training, my friend Liston Witherill is kicking off his Sales Basics Workshop on July 6th. Click here to find out more!
Before I get started, what questions do you have about selling in 2020?