On today’s episode of The Sales Evangelist, we’re talking to Jeff Propp of Maximizer about the fundamentals of an effective sales process.
Jeff is the head of revenue for Maximizer CRM, one of the pioneers in the CRM industry. It’s a boutique company focusing on smaller midsized businesses in a crowded CRM marketplace.
Sales isn’t about being charismatic or being a smooth-talker.
There aren’t a lot of barriers to entry in sales but there are a lot of barriers to success.
If you don’t have a process by which you as a seller enter into a relationship with the buyer, it won’t go well. You must have an understanding of prospects’ needs, goals, wants, and desires.
You must establish trust and then develop a mutually beneficial contract, and it can happen quickly or slowly.
The majority of people who are successful in sales adhere to a process.
Many new and struggling salespeople don’t have sales processes, and they face common struggles as a result.
Jeff has seen salespeople get into trouble frequently by cutting corners. You have to go slow in order to go fast.
Take time to understand the root causes that are the catalyst for your customers’ desire to seek change.
It’s tempting to be anxious to pitch but start by understanding their business, their processes, and the stakeholders you’re working with.
Your process must be consistent, that’s understood, that’s simple, and that you have deliverables to support and that they are aligned with your company values.
Sometimes people accidentally eliminate the customer in the process and they forget to think about how the customer is buying.
Closing is the fun part of selling so it’s tempting to hurry toward that part of the process.
Some stages may feel like “rubber stamp” stages, and sellers can get frustrated at those points in the process. Continue to be deliberate and methodical even though it sounds boring.
If you don’t eventually invest in a sales process, your business won’t scale properly. People will go rogue and do their own thing. It’s also impossible to forecast if you don’t have some kind of process in place.
It’s also important to have predictability in your revenue and your budgets. You must have some idea where you’re going to end up financially, and that will be tougher to do without a process in place, especially with larger teams.
Additionally, different customers will have different experiences if your process isn’t consistent. There will be a lack of consistency.
Consistent customer service keeps customers loyal to the brand.
Developing a process
The best practice for those who don’t have a process in place would be to hire a team that can help you practice and learn sales processes.
If you don’t have the budget for that, there are dozens of great books that can help you begin. You can go through the book together as a team.
The most important aspect is practicing as a team. Anytime Maximizer has a new initiative or process, they use role-playing to execute it.
If you can get into a course with materials that allows you to practice the things you’re going to be doing, that’s a great help.
Likewise, if you’re a new seller working in a company that doesn’t offer sales training, consider finding a mentor or a coach. It could even be someone in the company who is already doing well for himself.
Find podcasts and blogs you can engage with and other resources you can take advantage of. Audiobooks are a great tool as well. Learn to self-develop.
Make your interactions with people about them. Check out how much you’re asking compared to how much you’re telling. Great salespeople know the answers to the questions but the act of being curious creates trust and goodwill.
The spirit of reciprocity comes back to you when you put other people first.
“Effective Sales Process” episode resources
Connect with Jeff on LinkedIn or find him at the Maximizer switchboard. If you DM him or leave a voicemail, he’ll get back to you.
Grab a copy of the book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.
This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.
Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.
This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.
We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.
“The Sales Evangelist”
Check out TSE Hustler’s League and apply to see if it’s a good fit.
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