Episode 064 - The Sales Conversion Ladder

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


In my experience, having worked with hundreds of different
salespeople and businesses I’ve found that there are steps that
they have to go through if they want to be at the top of their
game. I think of these as levels on a ladder, which the higher
you are, the better results you get.


So, today we are going to be talking about the five levels of the
sales conversion ladder. It doesn’t matter if your business has a
proven, and refined sales process or if it hasn’t. These levels
apply anyway, the thing is though, if you want to keep moving
forward and reach the highest one there are some things you need
to know.


We can say that the bottom of the ladder is precisely the lack of
a sales process. This might sound strange, how can a business be
profitable if there is no documented, structured sales process?


Well, you may be surprised. In fact, I was talking to a guy that
runs a business networking group and he did a survey with three
hundred and seventy small business members in Western Australia
and he found that only six percent of those people actually had a
sales growth plan.


As you can see it is a very common practice, but that doesn’t
mean it’s a good one. Just imagine how the implementation of a
well-thought plan could help any of these businesses become more
profitable.


Another common situation I’ve seen is that many times, customers
buy from a business in spite of the process rather than because
it helps them find a solution in the best possible way. Making
sure you provide a solution to the customer’s needs while making
them feel invited to come back with you again is a sign of a good
sales process structure.


But difficulties do not apply only to customers, sometimes
salespeople have to work harder than they should to actually make
a sale.


Let’s visualize a particular situation. If a member of the staff
relies mostly on his computer to generate sales but it is no
longer working as it should, this person could refer the issue to
the IT department. However, if the company’s policy says that a
computer should only be replaced until it is broken the worker
will be stuck with malfunctioning equipment delaying the process
and forcing him or her to work harder for the same results.


Here is where the importance of these levels resides, by taking
care of the fundamental things you can make sure you and your
team work your way up to the highest level. You can pretty much
move from one level to the next if you treat leads correctly,
which obviously means that you have a plan worked out that lets
you know how to act in every scenario.


But don’t think that because your business is small or because
you have no idea where to start you’ll find this impossible.
Another thing I’ve learned throughout the years is that even if a
business is completely disorganized, static, or if it has lost
its focus there is still massive opportunity to increase its
profitability and to help others. If your business exists to help
people with the solution that you've got there's a massive
opportunity to help even more people.


If we think about it, optimizing your organization and building
your way up the ladder is not only beneficial for your business.
It also pushes stress and complications away because the
structure will provide a way of making sales that is friendlier
to you, your customers, and your team.


So, if you want to know what the other levels are and what to do
in every one of them to get the best results I encourage you to
listen to this week’s podcast. I’m sure you’ll find it very
useful.


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 followup templates, phone
scripts, and more that you can put to use today.