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The Sales Process Sales Simulation

"The numbers are bleak. Of the 1,275 companies surveyed nationwide recently, less than half have a formal
sales process; of the 45 percent that do, only 45 percent of those actually monitor the processes in place to
make sure they are helping the company sell better." (June 2006 Sales and Marketing Management Magazine,
article by Betsy Cummings)

Every effective business system follows a process. Creating, implementing, and holding a salesperson accountable for operational
processes is management’s responsibility. But, personal accountability by each individual salesperson to these processes is what
generates predictable results and bolsters revenue targets. Processes allow salespeople to maintain consistency throughout the
sales process.

The selling process is a logical and progressive series of “agreements.” During a sales cycle there are numerous opportunities to
close the sale. This could be on the first call during the interviewing phase or months later. The key is identifying the opportunity.
Typically, this is done by following a process and understating what the prospect wants.

To demonstrate an example of process development, I will provide an objection resolution model I developed for my basic sales
training class. Objections are one of the main reasons a lot of people do not want to be in sales. If one truly understands what an
objection is it can really be appreciated. Salespeople must understand that objections show interest. No objections=No interest
Salespeople should be smiling when objections are raised. The key is restating the objection in a positive manner and using a
process to overcome the objection.

This model can be a process every salesperson implements on every call. This basic model will work for products or services. The key
is following each step. The habit of following the process results in freed energy to proactively respond to what is important when you
need to.

Obviously, this is a simple model that can be used in a variety of situations. Most salespeople are aware of these types of techniques.
However, it has been my experience continual coaching is necessary in order for processes to evolve into habits. At times, seasoned
sales veterans must even be reminded of habits they have not been practicing. I have developed many other models. Some models
are more advanced for use only in certain situations. Other models, like the one above, provide consistency on every call and can be
learned by anyone. Although these types of processes do not result in perfection, the continual practice of proven processes will result
in higher closing ratios and an improved customer experience.

Remember a sincere objection means a sincere interest is present!