Building Killer Sales Processes

<h1>Building Killer Sales Processes</h1>Author: <a title="Joerg Sieber" href="http://www.articlesbase.com/authors/joerg-sieber/236857.htm">Joerg Sieber</a> You may think that your sales process is unique and customized to each and every one of your prospects. Truth be told, in years of working with small business owners I learned that even the most unique business can systemize a large part of the sales process. The benefits of taking this step are great: - You can easily track and improve your success. - You know at what point in the process prospects decide to leave you and you can improve it. - The system makes it easier for sales people to start selling right away. Here are 5 points to keep in mind when developing your sales system:    1. BUILD A STEP BY STEP APPROACH TO SALES Build a sales process that is clearly defined in steps that are easy to follow for all your employees. Each step is connected to the necessary tools, scripts and documents needed to complete it. Developing a flow process like this will make it easy for your staff to learn the sales process, and enable you to see the current status of each prospect.   2. REACH OUT TO YOUR PROSPECTS MANY TIMES  Research has shown that people do business with people they trust. One way to build trust is to reach out to your prospects repeatedly. Jay Conrad Levinson writes in his "Guerilla Marketing" series of books that you need to reach or "touch" a prospect 9 times before he or she makes a buying decision. In addition you need to try to reach the prospect three times to get a successful "touch". This means that you should reach out to your prospects 3x9 or 27 times before they will make a buying decision. Keep this in mind when you develop your sales process.   3. SELL ON BENEFITS NOT FEATURES People buy what satisfies their needs. Your sales arguments need to spell out how your prospects can benefit from your product or service. Most sales people think of the features their product or service offers when talking to prospects, when they really should think about what these features mean to their potential clients. This can be a tricky process and will require some thinking. Write down all the features of your product or service and think about what the actual benefit of each feature to your client is. Now you have the real reason why people buy your product or service.   4. MAKE A PERSONAL CONNECTION People like to do business with people they trust, and they trust people who are like them. In sales you need to communicate with people in a way that is comfortable to them. Adjust your language to the language of your prospect; adjust the speed of your speech to the speed of your prospect's speech; communicate with them the way they want to be communicated with. The science behind this is called NLP or Neuro-Linguistic Programming. Entire books have been written on this subject, but there are some simple tools you can implement in your sales process, to make your sales force more effective.   5. KNOW YOUR NUMBERS Once you have developed your step-by-step sales process, it is important you track you prospects as they are being led through it. Where are your leads coming from? At what point of the sales process do most prospects lose interest? What percent of prospects become clients? This tracking is what will enable you to constantly improve your sales process and increase your conversion rates. Sieber Consulting specializes in the development of Sales Processes and other operational systems to improve the performance of any business. Please visit <a href="http://www.joergsieber.com" target="_blank">www.joergsieber.com</a> to learn more about our services. Joerg Sieber studied Hotel Management in Europe. He completed his Bachelors and Masters degree in Marketing and Venture Management at the University of San Diego. What followed was a career in Strategic Marketing for several Telecommunications Giants for nearly a decade. Joerg helped develop and implement many strategic systems from Sales Forecasting Models, to Market Size Models and Business Intelligence Processes. He has spoken at conferences around the Globe and trained hundreds of sales people in nearly 30 countries on positioning of products. Since 2005, Joerg has been using his expertise to work with small business owners. Sieber Consulting is focused solely on the implementation of operational systems and processes to help business owners build companies with a solid foundation through customized, easy to use solutions. Visit his site at <a href="http://www.joergsieber.com/" target="_new"><a target="_blank" href="http://www.joergsieber.com">http://www.joergsieber.com</a></a> to learn more about the services of Sieber Consulting.About the Author: Joerg Sieber studied Hotel Management in Europe. He completed his Bachelors and Masters degree in Marketing and Venture Management at the University of San Diego. What followed was a career in Strategic Marketing for several Telecommunications Giants for nearly a decade. Joerg helped develop and implement many strategic systems from Sales Forecasting Models, to Market Size Models and Business Intelligence Processes. He has spoken at conferences around the Globe and trained hundreds of sales people in nearly 30 countries on positioning of products. Since 2005, Joerg has been using his expertise to work with small business owners. Sieber Consulting is focused solely on the implementation of operational systems and processes to help business owners build companies with a solid foundation through customized, easy to use solutions. Visit his site at <a href="http://www.joergsieber.com" target="_blank">www.joergsieber.com</a> to learn more about the services of Sieber Consulting.Article Source: <a href="http://www.articlesbase.com/">ArticlesBase.com</a> - <a href="http://www.articlesbase.com/sales-articles/building-killer-sales-processes-1254813.html" title="Building Killer Sales Processes">Building Killer Sales Processes</a>

You may think that your sales process is unique and customized to each and every one of your prospects. Truth be told, in years of working with small business owners I learned that even the most unique business can systemize a large part of the sales process. The benefits of taking this step are great:

- You can easily track and improve your success.
- You know at what point in the process prospects decide to leave you and you can improve it.
- The system makes it easier for sales people to start selling right away.

Here are 5 points to keep in mind when developing your sales system:

1. BUILD A STEP BY STEP APPROACH TO SALES
Build a sales process that is clearly defined in steps that are easy to follow for all your employees. Each step is connected to the necessary tools, scripts and documents needed to complete it. Developing a flow process like this will make it easy for your staff to learn the sales process, and enable you to see the current status of each prospect.

2. REACH OUT TO YOUR PROSPECTS MANY TIMES
Research has shown that people do business with people they trust. One way to build trust is to reach out to your prospects repeatedly. Jay Conrad Levinson writes in his "Guerilla Marketing" series of books that you need to reach or "touch" a prospect 9 times before he or she makes a buying decision. In addition you need to try to reach the prospect three times to get a successful "touch". This means that you should reach out to your prospects 3x9 or 27 times before they will make a buying decision. Keep this in mind when you develop your sales process.

3. SELL ON BENEFITS NOT FEATURES
People buy what satisfies their needs. Your sales arguments need to spell out how your prospects can benefit from your product or service. Most sales people think of the features their product or service offers when talking to prospects, when they really should think about what these features mean to their potential clients. This can be a tricky process and will require some thinking. Write down all the features of your product or service and think about what the actual benefit of each feature to your client is. Now you have the real reason why people buy your product or service.

4. MAKE A PERSONAL CONNECTION
People like to do business with people they trust, and they trust people who are like them. In sales you need to communicate with people in a way that is comfortable to them. Adjust your language to the language of your prospect; adjust the speed of your speech to the speed of your prospect's speech; communicate with them the way they want to be communicated with. The science behind this is called NLP or Neuro-Linguistic Programming. Entire books have been written on this subject, but there are some simple tools you can implement in your sales process, to make your sales force more effective.

5. KNOW YOUR NUMBERS
Once you have developed your step-by-step sales process, it is important you track you prospects as they are being led through it. Where are your leads coming from? At what point of the sales process do most prospects lose interest? What percent of prospects become clients? This tracking is what will enable you to constantly improve your sales process and increase your conversion rates.

Sieber Consulting specializes in the development of Sales Processes and other operational systems to improve the performance of any business. Please visit www.joergsieber.com to learn more about our services.

Joerg helped develop and implement many strategic systems from Sales Forecasting Models, to Market Size Models and Business Intelligence Processes. He has spoken at conferences around the Globe and trained hundreds of sales people in nearly 30 countries on positioning of products.

Since 2005, Joerg has been using his expertise to work with small business owners. Sieber Consulting is focused solely on the implementation of operational systems and processes to help business owners build companies with a solid foundation through customized, easy to use solutions. Visit his site at http://www.joergsieber.com to learn more about the services of Sieber Consulting.

Joerg Sieber studied Hotel Management in Europe. He completed his Bachelors and Masters degree in Marketing and Venture Management at the University of San Diego. What followed was a career in Strategic Marketing for several Telecommunications Giants for nearly a decade. Joerg helped develop and implement many strategic systems from Sales Forecasting Models, to Market Size Models and Business Intelligence Processes. He has spoken at conferences around the Globe and trained hundreds of sales people in nearly 30 countries on positioning of products. Since 2005, Joerg has been using his expertise to work with small business owners. Sieber Consulting is focused solely on the implementation of operational systems and processes to help business owners build companies with a solid foundation through customized, easy to use solutions. Visit his site at www.joergsieber.com to learn more about the services of Sieber Consulting.

Rate this Article:

0 / 5 stars - 0 vote(s)

Re-Publish

Article Source: http://www.articlesbase.com/sales-articles/building-killer-sales-processes-1254813.html

Article Tags: Business Consulting, Sales Process, Sales System, Sales Relationship, Joerg Sieber, Sieber Consulting

Related Articles
Related Q&A

Latest Sales Articles
More from Joerg Sieber

What to put in mind in Letter Creation

By: kimberly valerio | 03/12/2009
You only have limited span of time to catch the attention of your reader. Fall short and you missed the chance. Letter creation is designed to sell everything that you enfold with your letter.

Reframing Deficit Thinking

By: Sally Marks | 02/12/2009
A small business owner reduces deficit thinking and increases creativity to rebuild her struggling public relations firm.

Alex-Net Releases Unprecedented E-Catalog for Overseas Market

By: Market Wire | 02/12/2009
Japan's first and largest English-language online shopping portal site links more than 200 stores with over 30,000 items encompassing clothing, jewelry, cosmetics, accessories, books, food, sports and games.

How to Get Your Foot in the Door

By: Jovana Zivanovic | 02/12/2009
Assuming you have done your research and discovered that the suspect may have a need for your product or service, how do you get past the admin? Most sales reps treat the art of selling like fishing with a single rod, they make contact with the most senior person in the organization and start pitching the products. They treat the poor executive assistants unprofessionally instead of trying to make friends with the gate keepers.

Network Marketing Is honest And A Reasonable Way To Accomplish A Living

By: Dale Dupree | 02/12/2009
word "selling" triggers negative thoughts in the minds of about 95 % of the people.

Mlm Is commendable And A Acceptable Way To Accomplish A Living

By: Dale Dupree | 02/12/2009
the real attainment is in building the organization. Let your sales come as the natural result of building the organization. The word "selling" triggers negative thoughts in the minds of about 95 % of the people. In mlm you don't need to "sell..

Best Replica Watches For You

By: yuyun | 02/12/2009
Replicas watches are aimed at middle-class people, so that more people have the luxury Swiss watches. The replica watches now been welcomed by many countries around the world. However, how to choose high-quality replicas watches from so much online seller? I think the movement is very important. I had buy something that replicas watches from china (I collection more than 30 tag hewer replicas watches, so I can shared my experience for you. I will create 5-10 articles for explain how to choose a

how to buy running shoes online,suitable ??

By: Nicole Rong | 02/12/2009
running shoes buying tips

Increase the Value of your Business with Systems

By: Joerg Sieber | 01/12/2009 | Small Business
When it comes to selling a business, many business owners are surprised how little they can get for their companies. The reason for a small selling price often lays in a lack of operational systems. This article discusses some of the most important systems any company needs.

Market Research - The Basis for Great Marketing

By: Joerg Sieber | 28/10/2009 | Business
When it comes to Marketing, most business owners simply feel the need to throw money at the issue. They don't really understand their market, their competition, or the opportunity out there. Good market research can improve the effectiveness of your efforts significantly. Here are the basics of conducting Market Research.

Goal Setting - An Effective Tool

By: Joerg Sieber | 13/10/2009 | Leadership
When it comes to leading people, setting effective goals that encourage, motivate, and promote employees and colleagues can be one of the most valuable tools in your arsenal. Setting SMART goals is crucial knowledge for any manager and leader.

Organizational Charts - Maps to your Business

By: Joerg Sieber | 28/09/2009 | Organizational
Organizational Charts are very important to any business, yet they are often overlooked or ignored. The right organzitional chart can give your business structure, focus, purpose and clarity. Organizational Charts are the corner stone to a well organized business.

Building Killer Sales Processes

By: Joerg Sieber | 21/09/2009 | Sales
Systemizing Sales in any business is a good idea. This article provides some high-level tips on how to improve sales in your business by developing a step-by-step sales process that guides prospects through the decision process of buying your product or service.

5 Keys to a Great Business Plan

By: Joerg Sieber | 18/09/2009 | Strategic Planning
Writing business plans is a nightmare for most business owners. However, the benefits of going through the exercise of writing a business plan are incredible. Keep in mind you don't just write a business plan for potential investors. You also write it for yourself. The knowledge gained from a well-researched plan is invaluable. Below are 5 tips to make sure you get the best plan possible.