This happens to salespeople all day long—and the reason is virtually always that they’re lacking the right sales process.
When you’re not using the right sales process, problems come up, and things start to fall apart. That’s why, in this video, I’m going to show you the absolute best sales process ever.
What we’re going to focus on here all comes from the Sales Insights method, which is our proprietary sales process we’ve developed from the best data on what’s working in sales today. So without further ado, let’s dive right in:
1. Insight opens the door.
The first step in the absolute best sales process is insight. Insight, in this context, means demonstrating that you know what’s going on in the prospect’s world. Can you bring some value to the table to get them to lower their guard, and ultimately start the conversation?
Starting your sales process with insight is the best way to avoid what most salespeople are doing today: They’re either immediately pitching and selling their product or service, which is disastrous, or they’re starting off with probing questions. With both of these approaches, prospects think to themselves “Whoa, whoa, whoa. I don’t know who you are. I have no idea. Why should I answer these questions?”
Insight solves these issues, because it allows salespeople to come into the conversation with real value. As a salesperson, you actually have the ultimate bird’s-eye view of what’s going on in your prospects’ lives. You talk to so many people who are just like them, in similar situations, every day. So bringing that insight into the conversation early on will get the prospect to open up more quickly and start a conversation with you.
2. Disqualification makes more sales.
The next step in the best sales process is disqualification. Chances are, if you’ve been in sales for a little while, you’ve probably been taught that you need to persuade or convince prospects to do business with you. Or maybe, if you’re a little savvier and you’ve listened to some sales trainers, you’ve learned that you want to qualify prospects. Well, I want you to forget all that. Throw it out the door. Instead, what you actually want to be doing is disqualifying prospects.
Disqualification requires using a doctor’s mindset. Once you’ve demonstrated an insight to engage prospects in a conversation, it’s time to ask a systematic set of questions to really determine whether they’re a fit. (And by the way, if they’re not a fit, that’s cool, too. That’s what disqualification is all about.)
The point of sales is not to enter the conversation trying to lead the prospect to a specific place. Rather, you should view it as taking the prospect through a process to determine whether this is someone you should be spending your time with.
After all, the data shows that top-performing salespeople are spending the highest percentage of their time with qualified prospects. And the only way to get in front of qualified prospects is to first disqualify the people who are not a fit. That’s the most important piece of this step in the best sales process ever: being comfortable with the idea that you’re not a fit for everyone, and not everyone is a fit for you.
Once you start to follow your improved sales process, you’ll begin to free up your time and focus all of your energy on the right people. They’re going to see so much more value in what you do because of the process you’ve taken them through.
3. Solve their challenges.
So, we’ve established that the best sales process begins with insight and then moves on to disqualification. The third step in the process is to solve their challenges once we’ve determined they’re a fit. You’ll notice that I don’t say that you’re going to present. Instead, you want to be solving.
And what solving really means is demonstrating that you can provide the solution to the challenges that the prospect has talked about.
Solving isn’t about presenting features and benefits. It’s about connecting the dots between where prospects are and where they want to go, and demonstrating that you can provide the bridge to help get them there. When you demonstrate that you can solve their challenges, that’s when powerful things happen.
This isn’t some fancy, smooth-talking pitch, but rather just a conversation demonstrating that you are the solution to the challenges they’ve discussed. That’s it.
4. Be next-step-obsessed.
Sales fall apart when next steps are not established. Period. Our research shows that top-performing reps are completely obsessed with establishing next steps at every stage of the sale. There are very few selling situations that are truly one-call closes. They do exist, but for the most part, there are multiple steps to most sales, and that’s okay.
Every time you’re near the end of a sales conversation, you must be establishing the next step. This is a place where you’ve got to be really strong and firm. Be next-step-obsessed. That’s what matters.
You’re not going to close the sale, you’re going to establish that next step. Make it clear, put it in your calendar, and make sure it’s in your prospect’s calendar. That way, you’re constantly holding the sale on track so things don’t slip through the cracks.
5. Rinse, wash, repeat.
Now that you’ve got an overview of the absolute best sales process ever, all that’s left is to do it over and over again until it becomes second-nature to you. Rinse, wash, repeat. That’s the power of having a sales process in the first place—now you know exactly what you’re going to be doing at every stage of the sale, and you can do it over and over and over again.
Because you know what? Sales is redundant. Good selling is doing the same thing over and over and over again. As soon as you start to let go of the process and decide to kind of wing it, things start to fall apart. Rinse, wash, repeat.
So there you have it. Now you know the 5 steps to the absolute best sales process ever. Which of these ideas did you find most useful for your own sales process? Be sure to share below in the comment section to get involved in the conversation.
More Keys to a Great Sales Process…
Did you know that buyers rate 65% of salespeople as average or poor?
If you fall into that two-thirds majority of salespeople, you’ll find it difficult to build rapport with hard-to-impress buyers who hear from countless salespeople each week.
In fact, without a proven sales process, capturing and keeping the attention of a high-level prospect can be nearly impossible.
On the other hand, with even a simple 3-step sales process as your guide, you can connect with more prospects and close more sales than ever before.
Of course, you don’t just want to pull a 3-step sales process out of thin air.
I’ve personally worked with thousands of salespeople and found a proven method shared by the most successful salespeople across industries.
In this video and article, I’m going to share the perfect 3-step sales process that has worked time and time again and can help you close more sales—and bigger sales—than ever before.
I’ve met with top salespeople across a wide variety of industries, and I’ve found that high-performing salespeople share a lot in common.
One of the strongest commonalities among top salespeople is that they all use a consistent and predictable sales process.
In many cases, this is a simple 3-step sales process that is easy to remember and follow but works nearly every time.
On the other hand, average salespeople who are struggling to keep up are simply winging it.
Their process changes from one prospect to the next.
This disorganized approach takes more time and effort than a simple, proven process yet yields far less in profits!
We all need a 3-step sales process in order to excel; it keeps us focused and on track.
Plus, a 3-step sales process will ensure we give each prospect a stellar sales experience that leads them to invest in our product or service.
Read on to learn more about the perfect 3-step sales process I’ve seen lead countless salespeople to success in sales.
6. Build connections of trust with prospects.
In order for you to make a new sale, there must be a connection of trust. Building that connection is the first step of the 3-step sales process.
This goes deeper than merely building rapport.
First, you need the prospect to feel that you’re similar to him or her.
Even your body language comes into play here—a whopping 81% of buyers prefer to talk to someone with their same mannerisms.
Mirror the body language you see in your prospect, then look for things to connect over that you have in common.
To put it simply, prospects must feel like they’re someone you truly relate to and understand.
Second, the prospect needs to feel that you care about their situation.
Ask questions about their deepest challenges, then practice active listening.
When prospects see that you’re working to build a solution to their biggest problems—rather than simply pushing a product or service on them—they’ll be more likely to listen to you, trust you, and ultimately buy from you.
Once you’ve accomplished that, then you’ve created a true connection of trust with the prospect, and you’re ready to move on to the second step in the 3-step sales process.
7. Learn to disqualify prospects.
Now, this is probably language that you’re not used to hearing in a selling situation, but you have to learn to disqualify prospects.
The second step in the 3-step sales process may sound counterintuitive but it will save you a lot of time and really help you crush your sales goals.
My challenge to you is to stop chasing around prospects with a fancy sales pitch; they just don’t care.
Instead, start asking truly value-based questions to learn about their key challenges and goals.
For instance, try asking, “What is the most important objective that you would like to accomplish this year?” or “What are some of the biggest challenges that you’re consistently facing?”
If their answers reveal that they either aren’t facing or aren’t prioritizing the problems you’re equipped to solve, then they’re not a fit.
Instead of wasting your time trying to make them a fit—only to walk away without a sale—disqualify them on the front end.
By being willing to actually disqualify anyone who’s not a fit, you’re ultimately putting yourself into a position of being the selector.
It’s amazing how prospects will respond to this.
When you begin signaling to a prospect that they may not be a fit, it’s going to raise your value in their eyes and also lead them to trust you more.
If they start to see you as more valuable, they may even encourage you to stick it out with them.
If that’s the case, you’re ready to move on to the final step of the 3-step sales process.
If not, you’ve now freed up your time to move on to a well-qualified prospect and start the 3-step sales process over again.
8. Give a case study presentation.
Canned presentations simply don’t get it done anymore.
If you’re giving the same features and benefits presentation to every prospect, then your sales meetings will be about as engaging as reading a high school textbook.
Case study presentations, on the other hand, keep prospects interested by telling a story of how you’ve already solved the problems they’re facing with other customers.
Set yourself apart from the competition by catering your presentation to the prospect.
Share examples of how you’ve helped other clients in similar situations accomplish their goals.
Have a few different examples ready to share, and when it comes time to actually present your solution, present only to the prospect’s challenges—nothing more.
This final step in the 3-step sales process will set you up to close more sales; all that will be left to do is write a proposal and get them to sign on the dotted line!
Conclusion: Crush Sales Goals with a 3-Step Sales Process
There are two basic ways to crush your sales goals—by closing more sales and by closing bigger sales.
A proven 3-step sales process can help you do both.
By having a blueprint to follow, you’ll stay on track with each prospect to close more deals.
You’ll also earn the trust of highly qualified prospects at big companies and ultimately close bigger sales.
The first step of a perfect 3-step sales process is to establish a true connection of trust with prospects.
Mirror body language and work to figure out what you have in common with prospects.
It’s also important to ask thoughtful questions and really listen until you understand what’s going on in the prospect’s world.
Prospects can tell when you’re faking interest or empathy, but if you really care about helping them solve their biggest problems, your authenticity will shine through and help you earn their trust.
Once you establish that trust, you are ready for the second step of the 3-step sales process—qualifying the prospect.
Rather than trying to sell your product or service to anyone and everyone, be willing to disqualify someone who’s a bad fit.
Prospects will begin to see you as a trusted expert, and you’ll also stop wasting time on bad fits who are only going to throw a bunch of objections at you when you get to the close.
If a prospect is qualified for what you have to offer, you’re ready to move onto the final step of the 3-step sales process.
A case study presentation is crucial if you want to engage prospects and close sales.
Quality prospects hear canned, one-size-fits-all presentations all the time.
If you can cater your presentation to their needs and tell a story of how you’ve solved the problems they’re facing for other customers, you’ll stand out from the crowd and close more sales.
This 3-step sales process may sound simple, but it works.
Superstar salespeople use it over and over to crush their sales goals and rise to the top of their industry.
So now you know the perfect 3-step sales process to generate an enormous increase in your sales and closing ratios.
Which of these three steps did you find most useful? Be sure to share below in the comments section, and I’ll respond to every comment I possibly can.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.