Published on February 27, 2014
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Creating A Successful Buying Process For Your Sales Team By Paul Atherton (Stressless Sales) In association with CommissionCrow
Who Is Paul Atherton? Founder of ‘Stressless Sales’ £57M in personal career sales to date Mentor to more than 5000 sales agents Led a sales team to achieve sales of over £102M in 2012 Father, friend & lead singer of Pink Floyd tribute band ‘Bootleg Floyd’
Agenda • What is a ‘stressless’ sale? • The 3 main rules of creating a successful buying process • Why your sales agents need to have and follow a buying process • How to think about creating your own company’s buying process CommissionCrowd VIP Members Bonus: A one hour free Skype consultation with Paul Atherton to talk through any of the following points: sales process, scripting, remote management, motivation, internal pricing & commission structure, generating loyalty, lead management etc.
What Is A Stressless Sale?
The 3 Rules Of Creating A Successful Buying Process
#1: A Sales Process Is A Buying Process • Become the buyer & write a list of everything you would want to - Know See Feel Touch Taste Hear Experience & Get (Before, During & After the buying process)
Are You: A Lefty (Analytical) A Righty (Creative)
Start Putting Your List In Order Begin with high-level categories: • • • • • Appointment preparation Meeting the client The introduction Important information your reps must have at hand What you want potential clients to know about your company/Product - Options Specs Testimonials Guarantees Prices Services Offers
Take A Closer Look • Once you have your high-level categories laid out, start to expand on th • Stop and re-organize the groups as necessary.
Example buying process -Industry Specific - Note: Your personal process will not only benefit the experience your customers receive, but also enable your sales team to work towards consistent successful negotiations. •Complete your pre-meeting routine in FULL – scrub up well, smell great, feel great •Be slightly early so you are able to knock on the door right on time •Have a friendly knock / bell ring (not 3 hard knocks or 1 long ring) •Stand back from the door at a 45 degree angle •Smile and humbly introduce yourself
Example buying process - Industry specific - •Wipe your feet on the mat for just a few seconds longer than normal •Take your shoes off (& no silly socks!) •Don’t try to ‚schmooze‛ the prospective buyer; don’t try to sell yourself be yourself •Be sincere in your comments and compliments in order to build rapport •Remember F.R.O.G.S. (Family, Recreation, Occupation and Goals) to find out what your prospect cares about in life as well as business
#2: Involve Your Entire Sales Team In Refining The Process • Schedule a suitable time for the whole team to come together and participate - This is a cultural change from which everyone will benefit • Make sure the goals and motives are clear - Improved and consistent process to reduce friction and close more business - Better experience for your prospects • Go over your existing process and explain the reasons for certain points • Invite criticism and debate • Feel free to lead the conversation, but let your team be the creator of this process
The Drill Sort the left from the right brain thinkers. Allow them to be analytical or creative during the process Run the process all the way through from start to finish. High-level first, then expanding on each point in more detail Observe and watch the change in your team as the day goes on. It’s amazing what Collaboration and group participation can achieve
The Drill When you have assembled your final 'Buyers Process for Sales Closers’ manual, make sure to praise your team sincerely, thank them for their hard work and ask them for feedback. Agree on a launch date and set up group/team rules to make sure the process is followed out of the gate. You’ll also want to set up guidelines to measure success as you implement the strategy as well as how to adapt and evolve the process as y receive feedback from both clients and your sales team.
#3:Meet regularly To Evolve And Improve On The Process Manage the process to evolve and make your sales agents stronger performers Please note: You have to consider the individual self-employed sales agent and their time especially if they are working on other product lines as well as yours. This is how my team did it: • Daily calls before and after every sales call with each team member • Weekly training session on the process/chosen steps • Weekly conference call (nationally) to give and receive feedback and to develop and evolve the process
Watch Now To Learn More
Paul Atherton Sales Coach,Speaker,Trainer www.StressLessSales.com Paul@StressLessSales.com Tel: 07944 460752 (UK) In association with: www.commissioncrowd.com In association with CommissionCrow
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