Episode 138 - Process Vs Outcome in Sales

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


In today’s episode, we're going to be talking about the
difference between process and outcome.


This is a mindset thing, and one thing we know about mindset is
that behaviour is a huge part of it. Behaviour is defined by what
you say, how you sound, what you write, and how all that is
perceived by your potential client.


Your behaviour ultimately determines your result. If your
approach to sales is focused on process, instead of outcome, you
can expect a particular result; if things are the other way
around, your results are going to be different. Very different.


Let´s elaborate on that. Process is focusing on activity and
focusing on making sure that you're using a winning process to
work with your clients. You are certain, focused on the service
you are providing to your client, focused on the needs and the
value that you can create with a client and on what would
represent the best outcome for them.


If you are focused on outcome, let’s be honest, you are most
likely focused on yourself.


Think about the thoughts some people have when they say to
themselves “I need to make this sale” or, “if I make this sale,
that'll be eight out of ten for the week” What’s happening there
is they are focused on what this will mean for themselves rather
than being focused on what it will mean for their clients.


Realistically, neither you nor I know who's going to buy and
who’s not. If you talk to any experienced salesperson, they'll
tell you, “Sometimes, I talk to people and I can almost guarantee
that they will go ahead but eventually they don't buy, blows me
away! Sometimes I talk to people that I think are never going to
buy from me, and for whatever reason they do.”


We can’t control the outcome, but we can control what we provide
to our clients, and how we approach the process in general.


Listen to this episode to know what the consequences of these two
approaches are, and how they reflect on your clients’ perception
of you. It is essential to understand that the results you get
are the outcome of how you work with your clients, make sure you
don’t miss any aspect of it by listening to this podcast.


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.