Have you ever looked at your sales process from your customer’s point of view? I recently visited a local spa and the systems nerd in me couldn’t help noting all of the ways their sales process could be improved. Things that might seem obvious to your team may be missing from the customer experience. Talking about your products and services is probably second nature to you. However, your employees might not be as confident. Your sales process should support your team’s ability to successfully meet the needs of your customers.
Your Sales Process
Processes are continually evolving to meet the needs of your team and customers. Schedule time to regularly review your process and how it is working. Identify any holes and strengthen areas that need improvement. Does your sales process include:
- Scripting
- Information sheets about your products and services
- Questionnaire or form to assess customers’ interests and needs
- Up-sells and cross sales
- Packaging with more services
- A subscription or maintenance service for continued customer support and care
- Referrals
- A clear ASK for the sale
Sometimes we think we are being super clear about what services we’re offering. We know the lingo and our own products and services, but we will naturally have holes in our process that leave our customers with questions. Here’s my challenge for you: Find a friend or business associate who can be brutally honest with you and have them walk through your sales process as a secret shopper to give you clear feedback. Then use this feedback to fill in the holes and improve your process.
Watch the video below to learn my tips for maximizing your sales process and increasing your profits. A few simple changes can boost your bottom line and turn customers into loyal fans!
If you want a deeper dive into your sales process, then I’m here to help. I would love to evaluate your systems, help enhance your process, and provide hard data to identify opportunities for improvement. Snag a spot on my calendar for a Free 15 Minute Strategy Call.
Don’t forget to download your free copy of our Sales Process Review from the files section of our Process Rehab Facebook group. While you’re there, feel free to leave a comment or questions. We’re always sharing process tips and resources there. Come and join the conversation!