What Does A Beautiful Sales Process Look Like?
I really don’t get it. I have not come across the stereotypical sales process in a while.
You know the kind, the 'icky', in-genuine approach.
But recently I have been subjected to a whole load of insincere, read-off-a-sheet type selling.
I have had brash emails.
My position in the business questioned.
Look I get it, I know that everyone has sales quotas and targets and it is a fundamental part of a successful business, but I instantly clam up when people go into hardcore selling mode.
I believe in beautiful business. The idea that the service or product is designed to HELP the end user, aka the client or customer. Not just to match a sales target.
I think this is part of the reason why people shy away from sales too. But we are are all salespeople at heart. If you give a friend a film recommendation, that is a form of selling. If you shout out a good local restaurant that you love, that is a form of selling.
Selling is, by definition to 'persuade someone of the merits of'. It is not necessarily focusing solely on what the said individual can gain.
We spoke about the idea of selling authentically recently, over on this post.
The other thing to note is why would you want to force someone into a sale, it only ever leads to more agro in the future.
You want people to love what you do, to see the value in it, to want to work with you.
And that comes from building genuine relationships.
So today I want to delve into some techniques or ways you can explore which will help you create your very own unique, and tailored to you, sales process.
Your sales process can be fun. So let's dive in...
What you are buying VS what you get
What you are buying is the surface level, while what you are getting is the feeling you get or the emotional pull.
So for example, you may buy some gluten free postal brownies for your mothers birthday as you are not going to be there for it this year.
On the surface, you are buying brownies, but what you are getting, is a way to say 'I love you mum, and I want you to enjoy a treat that you can actually eat that matches your dietary requirements'.
This anecdote is a true story from when this happened with me, and I had to call in The Mad Batter for help.
You see the thing is we are all in the business of problems. Whatever it is you do in business, you are proving a solution to someone else’s ‘problem’.
Keep in contact and add value
You may not be right for the person in question right now, but stay in contact and offer genuine value.
You may offer the person some value that really resonates with them, or they may even talk about you with their contacts.
Think about how YOU would want to be sold to
Like I said I get it, you need to make sales to make a business a success. So think about how you like to be sold to.
Personally, I like to get my trust built, I like to see how that service or product can solve or be a solution to something in my life.
I like to know if there are limited amounts, but equally, I do not wish to be forced or bullied into a sale that does not feel aligned with me. So be clear and transparent, make the call to actions clear and easy to follow, but know when to stop. Flagging a dead horse is the (rather gross) expression, but it does sum it up.
Focus on value
We shared out content process over here, and this is something I highly recommend you implementing (or something similar that works for you).
By focusing on the value, you are doing the following things:
Creating a relationship.
These are all important factors when it comes to selling authentically.
Work on your money mindset
At first glance you may be thinking, how does money mindset relate to sales?
But the bottom line is this, your relationship with money can change your perception and how you approach your sales process.
Plant the seeds
At a recent Cone event, I spoke about the importance of 'planting the seeds'. Planting the seeds is where you start implementing all of the things that will attract your ideal customers.
Adverts, showing up on other people's podcasts, guest posts, adding value on Facebook groups, essentially creating awareness for who you are and what you do.
The main takeaway that I want you to get from this is you need to create your own authentic sales process. One that nourishes and excites your ideal customer instead of scaring them into action.
Ask yourself, how can you, or your product or service really help someone else? And how can you show that? How can you build trust and create a relationship?
And if all else fails, ask yourself, how would you like to be sold to?
I hope this has given you some inspiration. Selling does not need to be a harsh, brash process. It can be genuine and authentic, and HELPFUL, it is all about the way you approach it.
About the author
Chloe Slade is the Marketing Manager here at Cone and focuses on creating content that brings business and lifestyle together. Chloe is a keen makeup lover, foodie and loves to work from luxurious destinations.