It’s 2018! Can you believe it? It’s hard for me to believe. I feel like I worked so hard in 2017, I should have at least a month to recuperate until I have to start again. However, that is not reality. It’s a new year, and time get busy doing the things that will lead to your success. I was thinking about the things that need to happen for me to reach my goals. It’s going to require more from me and more from everyone on my team. I thought it would be a reminder to myself and to you that your success is accomplished by your sales process. There are four quick steps involving your process that will help you achieve your goals this year, right now. Don’t wait! Life doesn’t give you a breather.It's a new year, and time get busy doing the things that will lead to your success. Click To Tweet
1. Identify Your Process. This is the first month of the year, and it’s the best time to figure out everything that may have hurt or slowed production last year. Sometimes your process needs to be reworked or adjusted. The following questions will help you identify what may need updating.
SUCCESS QUESTIONS: What steps of your current process are the most important? Which steps limit your success? What steps take the longest or which steps need more time? Which step(s) is the getting off point or at which step do most unsold clients leave?
2. Learn The Process. Make sure you have the process memorized after all updates have been made. It’s easy to forget the “new” steps or helps that were updated because you are used to doing them. You added/removed these items because they were limiting your success. You must write down you process and keep it close by for reference anytime you need it.
SUCCESS QUESTIONS: Could you recite the steps of your process backwards and forwards by memory? Will you write it down and recite it until you can? Do you understand the importance of every step? Who could help you understand each step better? Spend some time with those people!
3. Follow The Process.Through the years it has become easy for me to identify which step of the process was not completed or followed appropriately. I can tell by the reason the client does not buy. I don’t think that you should close everyone, but I know that you will close more when you follow the process every time.
SUCCESS QUESTIONS: What are the top three reasons people don’t buy from you? What are your least favorite steps of the process? Is there a correlation between the answers of the last two questions? Do you see an opportunity of more success by following the process more of the time?
4. Trust The Process. I debated on the order of these last two because you should really trust the process before you actively follow the process. I put this last, however, because I feel that many in sales follow the process at first. I see many salespeople that are immediately successful, then a few months later they aren’t. I attribute this to them “knowing too much” about selling. This knowledge and immediate success makes most of us feel like “we got this”. Then we start doing what we think we should do, instead of doing what we should do or have been doing. It’s important to trust the process every day with every client. All tendencies to vary from the process should be eliminated and do what you know will work. This process was created, tried, tweaked, and proven to work…let it. Always trust the process.
SUCCESS QUESTIONS: Are you selling more clients now than you ever have? Have you seen a down turn in production recently? Do you trust that your process will sell? Are you willing to follow the process exactly for the next week or two and evaluate the results?Always trust the process! Click To Tweet
It’s a new year and time to achieve success. To achieve the maximum success, you must evaluate your process. The first thing is to identify your process and any changes needed. Once any tweaks are made, learn the process. You should know it backwards and forwards. Then you can follow that process with every client, every time. Lastly, you must trust the process. It’s easy to thing that some steps may not be necessary with certain situations or certain clients. Most decreases in production are seen from not following the process. Apply these four checks to your process today. Then follow the process every time with great force. You will reach great results.