In a perfect world, we’d all be able to make a sales pitch with a simple ask or a friendly “Hey girl!” in an Instagram DM, and the deals would roll in. But until that utopian day arrives, let’s start with the basics of the Sales Process, which forms the foundation for much of what I’ll be discussing in this blog. If you’re new here or stumbled upon this page in search of answers to my ramblings, welcome!

When I first ventured into the world of sales, the entire process felt like a puzzle missing a few key pieces. I kicked off my journey selling gym memberships at a local fitness center, armed with the basics: asking people to sit at the desk, giving them a tour, presenting membership packages, and encouraging them to sign on the dotted line without reading a word. Rinse and repeat. Well, that was the plan until my manager started hovering over my shoulder, ready to pounce if I dared to deviate from the scripted process based on a potential client’s unique buying journey.

One of the most amusing misconceptions my manager shared with me was the notion that, in an ideal world, every person who walked into our gym should sign up for a membership. For those who didn’t immediately commit, he’d chase them out the door, practically begging. I vividly recall the time he sprinted after an elderly gentleman who had some highly specific requests that we couldn’t possibly accommodate without resorting to dishonesty. When he returned, shaking his head, he sighed, “I couldn’t save the sale… I just couldn’t do it,” right in front of the whole team.

Fast forward, and I’ve learned to save my trauma for therapy.

Later, as I assumed the role of an assistant manager at a different gym with less pressure, I discovered the importance of aligning with the Sales Process while still accommodating the unique Buying Process of each client. My previous loose approach had left me without essential contact information, unable to address rates effectively, and struggling to secure membership signatures. This is when I realized the significance of harmonizing both processes.

The Sales Process, in a nutshell, provides the fundamentals you need to guide your clients through their buying journey. While there may be variations depending on your market, company, the duration of the process, and its complexity, the core principles remain relatively consistent. Each stage of this process can span weeks, months, or even occur in a single meeting. However, I personally prefer to split the Discovery Phase and Contracts into separate meetings.

The Process Unveiled:

1. The Discovery Phase: Here, you gather vital information to comprehend the client’s buying process. Conclude the conversation with a planned follow-up for the next meeting.

2. Demo/Product: Armed with insights from the Discovery call or meeting, you present what will convince your client to choose you.

3. Pricing/Rates: Offer options or the one that best suits the client’s needs.

4. Contract Negotiation: Sometimes, this involves reviewing your contract, making adjustments, or negotiating terms.

5. Signatures and Onboarding: Secure those signatures and ensure you and your team are primed for a seamless onboarding process, complete with a hearty congratulations!

While I’ll delve deeper into each of these components in future posts, consider this a comprehensive overview of the Sales Process, all neatly laid out and in the right sequence. Welcome to the world of sales success – the roadmap is now at your disposal!

Sincerely,

The Worst SalesWoman