The Absolute Best Sales Process [Ever]!

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KEY MOMENTS:
0:48 1. Insight opens the door.
1:58 2. Disqualification makes more sales.
3:33 3. Solve their challenges.
4:37 4. Be next-step-obsessed.
5:42 5. Rinse, wash, repeat.

1. Insight opens the door.

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.

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.

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.