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I have recently under­taken the ser­vices of a fan­tas­tic Action coach based here in Auck­land and I have been read­ing through some of the mate­ri­als he gave me and a few things stood out to me.

The par­tic­u­lar doc­u­ment I am refer­ring to was called.

Graeme’s 23 Tips for a Sales Process .… that WORKS!

In case you were won­der­ing who Graeme is, he is my busi­ness coach and part of Action Coach International.

Now I am not going to go into all 23 tips but I thought I would high­light three points I feel will ben­e­fit you.

Point no.2: “How many per­sonal touches are there in your sales process before the sale is confirmed?”

I think that is a great ques­tion we should all ask our­selves as busi­ness own­ers. Now a per­sonal touch is not an email being sent that is just a cold imper­sonal contact.

Now a per­sonal touch could be your PA phon­ing the client before­hand to sched­ule an appoint­ment with you or your sales con­sul­tant. A per­sonal touch could also be your sales con­sul­tant sit­ting face to face with the client.

These are some exam­ples. Peo­ple do busi­ness with peo­ple so add this ele­ment of cre­at­ing at least three touch points before a sale is confirmed.

Point no. 12: How do you ensure all deci­sion mak­ers will be present at the sales meeting?

Another very impor­tant ques­tion as there is noth­ing more frus­trat­ing when you pre­pare an amaz­ing sales pre­sen­ta­tion and the actual per­son respon­si­ble for mak­ing the deci­sion is not sit­ting in front of you.

A clas­sic exam­ple of this can be seen in the direct sell­ing model for exam­ple life insur­ance. The sales­man deliv­ers their highly pol­ished speech to the hus­band about how he needs life cover and pro­vid­ing for his family etc.

But then the hus­band is able to use the clas­sic escape clause, which quite sim­ply goes, “That sounds great, but I am going to have to have a chat with my wife!”

Peo­ple make sure that you have a thor­ough under­stand­ing of who the deci­sion mak­ers are in your type of busi­ness and then ensure that your sales process cre­ates an envi­ron­ment where they will all be there to hear what you have to say.

And Finally Point no.16: Do your sales peo­ple have the answers to com­mon objections?

This is also key to estab­lish­ing cred­i­bil­ity in the eyes of your poten­tial cus­tomers. Your sales peo­ple should be able to quickly and con­fi­dently answer com­mon objec­tions with phrases like.

We had a sim­i­lar situation with…

What we did was… [shoot the sil­ver bullet]

And the result was…

Would that be a good result for you?

Like I men­tioned ear­lier there was a total of 23 points in this doc­u­ment and if you would like to know a lit­tle more about Action Coach and what they do feel free to give me a con­tact or a comment.

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