Episode 160 - Why There's No One-Size-Fits-All Sales Process

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.


Today we are going to be talking about why there is no
one-size-fits-all sales process. 


Every client you’ll ever get to talk to is going to have
different necessities, different preoccupations, and is going to
come from a different context so, you can’t just use a generic
process for everyone and hope it will give you results. 


Maybe you used a certain process in the past and it was useful,
maybe someone recommended you to use the same process for all of
your clients, but the truth is you simply can't just use an
off-the-shelf, one-size-fits-all sales process, it really does
need to be tailored like a suit. 


In this episode, we are going to elaborate on why it has to be
this way, and also, we're going to talk about the three different
types of sales processes that are commonly used so that you have
more information to put yours together. 


First thing's first, the reason a sales process needs to be
adaptive is that we are selling to different people. Sometimes
there are multiple decision makers within an organisation,
sometimes you will need to actually go back and develop a
solution for someone. 


Sometimes, longer sales processes will facilitate multiple
meetings with a buyer, especially if it's a big enterprise-level
purchase. There are a number of different things that need to
factor into the type of sales process that you use, it is never
the same story. 


One of the most common processes used out there is the one-step
process. There are certain purchases that will lend themselves to
one conversation, and one person who is making a buying decision,
right? So, in some scenarios, one interaction is enough. 


But then, there will be people that have a legitimate reason for
not wanting to commit on that particular call, and you are going
to need to adapt and tailor your sales process in such a way that
it works for both parties. 


So, listen to this episode to learn why it can be extremely
counterproductive to try and use a one-size-fits-all process in
every situation. You are also going to have a greater
understanding of what sales processes are out there so that you
can evaluate what fits your business best. 


Remember, even if it's a one-step process, one particular type of
buyer, one particular type of seller, or one particular type of
industry, there will be a certain amount of tweaking and
customization that needs to take place. 


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.