Do You Know Yours? -- Day 9/365

Real People.  Real Business.  Real Life.

I was discussing this issue with a client a few hours ago...

Your business represents a process.  Growth-wise, the sales portion of this process is particularly relevant.  From cold prospect or first-time "window looker" ... to loyal, repeat customer -- people go through a step-wise sequential process from one end of the spectrum, to another.

The better you understand this process, the better you can lead people through it.

For example...

Let's say you retail products through a website.  Your sequential sales process could look something like this:

1. Potential customer does a keyword search on google.
2. They land on your homepage that emphasizes your bread-and-butter product line.
3. Your sales copy gets someone to pick up the phone and call your sales rep about the product they are interested in.
4. Your sales rep answers questions and asks for the order.

This is relatively simple.  Perhaps it could be fleshed out a bit more (it can, especially #4).  But business, in general, is actually about doing very simple things over and over (and over...).

(BTW, this is the core sales process for several businesses I know that are doing 7-8 figures, solid.)

TAKEAWAY:  In order to sell more effectively, know your business' sequential sales process.  Grasp that, and you can improve each component part significantly and ... sell much, much more.

ACTION STEP: Grab a pencil and paper. Map out your core sales process. Keep it as simple as possible (you can always dig deeper and flesh it out later).  Zero in on the one step in the process that you are weakest at and devise 3 ideas for improving that step.  Pick the best idea and execute it tomorrow.

This impact of little exercises and actions like add up over time ... and they can and will drive some of your biggest breakthroughs.  I've seen this time and time again.

To Your Enduring Success,