How To HACK Your Sales Process Using These Five SIMPLE Steps

Have you ever been through a brutal sales cycle?

Doing everything you can to help people, get some sales, grow your business….

BUT…

…nothing seems to work?

I have!

As I was going through a brutal sales cycle, I recognized that what was wrong was because of one person.

ME!

So, with that realization in mind, I started to hack my sales process.

Reverse engineer.

Break my sales process down, piece by piece.

Now that I’ve identified and fixed the areas that needed work, I've decided to show you how to do the same.

See, there are FIVE simple steps that you need to check to make sure your sales process is working.

👉 Targeting & Messaging

👉 Qualification

👉 Appointment setting

👉 Questions

👉 Permission Close

So, let’s dive in and see how each part works, ok?

🏆 Targeting & Messaging

This is the work creating an ideal client profile.

Then, fine tune your messaging to attract those specific people.

The key point here though is that you are communicating with people that fit the profile of who you best serve.

🏆 Qualification

This is key.

Just because someone fits your client profile, that doesn’t mean they’re looking for what you offer.

It’s important to ask some preliminary questions before hopping on a call.

You can ask these questions in a chat or through an application.

Your goal is to ensure that the person you’re planning on talking to has need of what you are offering.

For example.

If a business isn’t in a growth period, they may not be looking for marketing services. And that’s ok! They’re not looking...

...AT THIS TIME!

Take note and move on.

If a potential client is qualified, you can move onto the next phase…

🏆 Appointment Setting

One of the key performance indicators for service based companies is the amount of qualified appointments set.

Tracking this allows you to keep tabs on how many opportunities you (or your sales team) are having.

The more qualified calls you have, the more opportunities you have for new business.

Make sense?

How many appointments do you set per week?

Invest in relationships, show up in service, ask good questions and be willing to help.

And that leads well into the next segment…

The sales call.

And more specifically, asking questions.

🏆 Questions

This is essential.

Asking specific questions allows you to understand the business you’re supporting.

Here are some that I ask in every sales conversation.

📍“Can you tell me about your business goals over the next 12 months?”

📍“Perfect, I’m hearing your goals are ‘xyz’, is that right?”

Then…

📍“If your goals are ‘xyz’, what’s in the way of you accomplishing those goals?”

📍“Perfect, I’m hearing that what’s in the way is ‘xyz’, is that right?”

Then…

📍“So if you were able to accomplish {insert goals}, what would happen if that came true for you and your company?”

📍“Perfect, I’m hearing you'd be able to do ‘xyz’, is that right?”

At this point, you can start to ask more specific questions such as…

📍“If it’s ok to ask, what’s your average lifetime value of a client?”

This allows for a deeper stage of qualification.

If a client is worth $10,000 and you’re selling something for $6,000 that gets them new clients…

Well, seems like it’s a no brainer for them, right?

See, what you’re doing here is you’re using your questions to get them to share what they want to accomplish.

Have your prospect share why they want to accomplish that goal and then show them that the numbers work.

Create an emotional connection by attaching your questions (and product) to their goals...

AND..

...their emotional motivators.

All through asking questions.

And at this point, you’re able to lead them into the…

🏆 Permission Close

See, I’ve already been setting you up for the permission close.

📍“Perfect, I’m hearing what’s in the way is ‘xyz’, is that right?”

This is called mirroring. Also known as reflecting.

What you’re doing here is ensuring that both you and the prospect are on the same page…

That you’re both communicating.

Use these questions to clarify (and confirm) that you understand your prospect.

It’s best to do these between every major question.

Asking a quick clarification.

📍“So what I’m hearing is {insert prospect statement}. Is that right?”

This allows the prospect to feel heard (and validated!) and for you to ensure that you both are on the same page.

The next step of the permission close is to ask for permission to move the conversation forward.

Once you’ve gone through all the previous questions, you can start to ask….

📍“Ok, I’m confident I can help you. Is it ok if I tell you a bit about the process of how we work together?”

Then, explain the product, if they say yes.

📍“Ok, is it ok if I go over the structure and the numbers of how we work together?”

At this point, describe the contract structure, if they say yes.

Then, if you’ve gotten to this point…

📍“Ok perfect, so would you like me to help you accomplish {insert goals}?”

✅ “Perfect, what email do I send the contract to?”

See, by this point, they feel heard, understood, validated and understand that you help them.

Not through you TELLING them…

Through you LISTENING to them.

At this point, I recommend putting some sort of deadline for when the contract needs to be signed.

A great way to do this is to offer a slight savings if the contract is signed by {insert date}.

Then, you send over the contract, get it signed and send out an invoice.

And BOOM.

There’s your sale! 🏆

So since this has been rather long, here’s a quick recap of which areas you need to hack in your sales process.

✅ Targeting & Messaging - Who are you talking to?

✅ Qualification - Are the people you’re talking to in need of what you offer and willing to spend money?

✅ Appointment Setting - Are you getting enough people on calls?

✅ Questions - Are you asking good questions and LISTENING?

✅ Permission Close - Are you asking for permission to share how you help them?

Curious how to get more sales without spending your valuable time finding new prospects?

Schedule your free 15-minute discovery call here: