Let’s talk about the sales process. No matter the product, the industry, the length of time…the process is generally the process. Where it begins and ends might be a little different for someone but again…the process is generally the process.
I know many believe you are not in sales or don’t want to be considered a salesperson. Guess what though…EVERYONE is in sales! We sell the most important commodity every single day…OURSELVES.
Most people work better with a process. When you have a process in place, you have the exact steps to follow so that you can not only achieve your goals but will crash through them. The easier the process, the better the results.
When you think of a process, most people generally think about numbers and steps and formulas…what if there was something that was a process that had nothing to do with any of those and more to do with how you treat your client?
Did you know that being interested in your clients, rather than being interested in them should always be part of that process? Investing in your relationships is one easy way to show the importance of being interested not interesting.
When I was on the road in the height of my sales career, I had a mason contractor that became the COI that changed my entire career. He asked me to show up on a jobsite, I did. He asked me to speak to his key people, I did. He asked me if I would speak to all of his men and get them protected, I did and then I made sure he was kept in the loop and checked in on him on a regular basis… My business was 100% referrals from that moment on. I was interested in him not interesting to him. How is that for an important part of the process?
Judy Hoberman www.sellinginaskirt.com