A Knife and a Sales Process

Man, it feels good actually to achieve your desired outcome. Maybe you’ve been following some of my latest posts and just maybe you are waiting with bated breath to see the final product from my forge. Here it is!

Now it’s time to make the scabbard. Yes, I do my own leather work too. And my 9th-grade shop teacher, Mr. 3 Fingers, said I’d never amount to much! Ha!

To achieve this outcome, I followed a fundamental process just like we teach in sales…a milestone-centric process, that generates consistent outcomes, shorten sales cycles, disqualifies prospects, saves time, does not educate the competition, and provides a common language for coaching, pipeline reliability, and more revenue.

When I finished this blade last night it felt like the sale just closed. You first had to find someone to talk to…a prospect. You then had actually to make the first call. There, you built trust in the first few minutes. Then created a deeper relationship than your competitor. You set mutual expectations for the outcome of the call. Your prospect relaxed and answered all your hard questions, easy questions, challenging questions, and then even more of your questions. Your questions were on target because you listened and you didn’t try to sell. You were memorable, you were on point, and you created value. You were able to cause the prospect to take ownership of their problems and identify the cost of their problem making it easier to develop a huge ROI. You learned their internal process of spending/investing and shortened the sales cycle by creating urgency for the prospect/new client. You made closing the natural next step because you didn’t force it and you didn’t present too much, too early, too often. If your last sale was not like the above you got lucky or they bought in spite of what you did or didn’t do. If you want to measure your own sales process click here: https://bit.ly/44FmN9i

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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