I had as sales giant once ask me in a thunderous voice (think fe-fi-fo-fum), “What’s your sales process.”
I did have one…and it was good….
But it was in my head…
So, like any self-respecting sales & marketing geek I babbled for a bit…and then a bit more…and then closed with more babble.
He said, “Okay, break it down for me. Give me the step-by-step.”
I couldn’t.
Not very clearly or articulately, anyway.
Lesson learned – Today I write step-by-step playbooks for fun – and for just about everything I do.
Why am I telling YOU this story?
One of the fastest ways to remove sales insecurity and doubt is to know your process.
Knowing the process you walk a prospect through to help them get to where they want to go will reduce sales insecurity and doubt.
- What do you say and to whom?
- What do you ask and why?
- What do you show and when?
All of that “stuff in your head” needs a clear and repeatable path.
I almost don’t care what it is. It’s more important that you have one that you know – you can always make improvements.
Here’s why it matters:
Confidence.
Dan Nelkan put it well in his new book (Nelkan’s Nifty Notables…or something…)
He writes,
“…the difference between having a process and knowing your process is the difference between insecurity and confidence.”
Here’s the good news…if you hate process, and I know a lot of consultants and salespeople that do…
“…if at any point point you miss the sweet sounds of that self-doubting voice, just go back to winging…” it. (also from Dan)
I hope this helps.