As a small business owner, it’s tempting to spend too much time on the details instead of leveraging systems and processes to grow your business.
Scott Beebe serves small business owners and works to free them from the chaos of constantly working on the details of owning a business. He teaches them how to avoid having to put out fires and moves them toward the freedom of working on their business.
As sellers and entrepreneurs, many of us don’t have the kind of systems in place that will help us succeed.
Zig Ziglar pointed out that we are all sellers. Even if you can’t immediately see how processes will help you in your own role, it’s likely that you’ll benefit from them.
Some sellers are in the Wild West style selling situation while others are in a more starched, blue-collar kind of setting. Those sellers with very well-defined roles may have a hard time expanding outside that role into less well-defined roles.
Vehicles are a great example of a series of systems. Within each system under the hood of your car, there are additional systems and processes: the cooling system, the combustion system, and thousands of others. Whether you’re in the gun-slinging or the starched side of sales, you still need systems.
In sales, your systems drive what you do.
Begin by thinking about the systems and processes that you’re haphazardly bandaging together, and how you might achieve more success if you could put a defined process in place.
Many sellers fail because they don’t know what to do next.
Whether you’re an owner, a seller, or a manager, the number one barrier to processes and systems is the pain of sitting down and doing it. Most people who invest the time to do it hate doing it.
What makes you great is taking the time to develop your back-end systems and processes so you can go out and do what you do best.
Rory Vaden, author of the book Take the Stairs: 7 Steps to Achieving True Success, outlines a concept he calls the 30x principle. If you identify a 5-minute task and 30x that task, that’s about the amount of time it will take you to train someone else to do that task.
We look at that and think, “I’m not going to invest two-and-a-half hours to teach someone to do a 5-minute task.” Now imagine that 5-minute task over the course of 250 working days, and then ask yourself if it’s worth the two-plus hours of your time to get back more than 20 hours time.
It’s the equivalent of about 70% return on your time investment.
Begin by articulating where you’re going. On Scott’s Business On Purpose podcast he refers to it as the “vision story.”
If we plan a trip, and I give you a destination, you might be inclined to go along. But if I give you specific details about where we’re headed and what we’ll see while we’re there, and what kinds of experiences we will have when we arrive, you’ll likely be much more excited about the trip, and more likely to want to go along.
Many salespeople just want to make more money without any ceilings, but everything comes with a cost.
We can build the fanciest systems and processes, but if you don’t have any idea where you’re going, you’ll end up in the middle of nowhere.
When you lay out your vision, you’ll give people the opportunity to decide whether they’ll get on board.
Use this template to create processes for your business:
Find a place where you can document the process. Write out the individual steps in the process.
Once you’ve done that, you can review it with your employee. Then, you can use Screencast-O-Matic or ScreenFlow to record the process. Once you’ve presented it, you never have to do it again.
You can also listen to our conversation with Rory Vaden on TSE episode 109.
This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.
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Many startup companies face a common dilemma in our world today and that is taking their product up to the next level – bringing it to market, successfully. Why? Because many of them are scared of selling. Are you?
I’m bringing Chris Spurvey on the show today as we talk about two very powerful topics that are crucial when it comes to selling: overcoming your fears and having a vision.
Based in Newfoundland, Canada, Chris isn’t new to the sales and marketing space having brought in over $100 million in professional services. He also wrote his recent book, It’s Time to Sell: Cultivating the Sales Mind-Set, which offers a new perspective about the concept of selling so you can change your sales mindset in a way that keeps you motivated!
Here are the highlights of my conversation with Chris:
Why Chris chose to write the book:
The fear of selling: The stigma of that “Electrolux” salesman
Chris shares the story of his mom who ended up buying a very expensive vacuum cleaner all because the salesperson was able to overcome all objectives.
Strategies to Overcoming Fears and Cultivating the Sales Mindset
Write your vision and put it in the present tense. Make it real by bringing in all your senses. Having that vision gives you the motivation you need to sell.
Family – Occupation – Recreation – Motivation
Journaling is a very powerful thing. Write down a conscious stream of thoughts. Write whatever comes to mind. This basically allows the conscious and subconscious mind to communicate with each other.
Chris’ Major Takeaway:
Create a vision. It’s not the fulfillment of the vision, it’s the actual process of creating the vision.
Check out Chris Spurvey’s book, It’s Time to Sell: Cultivating the Sales Mind-Set
Other book mentions:
The Greatest Networker in the World by John Milton Fogg
Think and Grow Rich by Napoleon Hill
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