Sales can be a challenging industry to succeed in, but with the right strategies and approach, anyone can thrive. The Four-Week Plan for implementation and lasting success offers a practical guide to help salespeople develop successful processes. This plan provides actionable tips that can be implemented over four weeks, taking a step-by-step approach to success in the sales industry. In this article, we will discuss the key points of each week and how they can benefit sales professionals.
Week 1
The first week of the program focuses on three key areas: developing Mini-Steps, embracing NO as a Culture, and focusing on After the Sale. These three areas are critical to success in sales and should be approached with careful consideration.
Developing Mini-Steps is the foundation of successful sales. It involves breaking down the sales process into smaller steps that can be easily managed and tracked. This is important because it allows you to stay organized and focused on the end goal. To get started, take 3-5 cards and write each Mini-Step you currently have, along with ones you need to create, on a card. Next, establish a representative Closing Date and lay that out width-wise across a table using a piece of tape, string, or something similar.
Now, begin to lay out the 3-5 cards on a timeline before, during, and after the closing date. Once the cards are all laid out, go back and see whether there are steps you need to add, subtract, or change. This will help you refine your sales process and ensure that you’re not missing any critical steps. Mark or use your color-code system to indicate which steps you’re going to share with the client during the sales process. This will help you keep track of what you’ve shared and what still needs to be covered.
Look through the various steps in the process and mark significant steps that signify progress towards a successful close, and assign an estimated percentage to the step. For example, if you know that getting a commitment from the client is a critical step, you might assign it a higher percentage than other steps in the process. Once completed, develop a basic document that lays out your Mini-Step process and indicates which steps are to be shared with clients and the estimated closing percentage on those steps deemed critical. This will serve as a roadmap for your sales process and help you stay on track.
Embracing NO as a Culture is another important aspect of successful sales. It’s natural to feel disappointed when a prospect says no, but it’s important to learn from those experiences and use them to improve your approach. Make a list of all the opportunities you now have in the pipeline. Next to each opportunity that is not at a YES (with appropriate action steps), mark NO-FORNOW, and then list the concrete reasons it’s at NO.
If you don’t know or aren’t sure why a prospect has not moved forward with at least one Mini-Step, call them and ask: ‘‘Out of curiosity (softener), why exactly have we not moved forward with at least (mention a Mini- Step)?’’ Listen to their response and determine whether the client should move forward toward another step. If it is really a NO, get it out of the pipeline. This will help you focus on the prospects that are most likely to become customers and avoid wasting time on those who aren’t interested.
Focusing on After the Sale is also critical to success in sales. It’s not enough to simply close the deal; you need to ensure that your clients are satisfied with their purchase and continue to use your product or service. In conjunction with your post-buy Mini-Steps review, list what you give clients to help them not only to use your product but to maximize their investment. Think of yourself owning the product or service. Knowing what you know, what would you do to make sure you get the most from your product?
If you have several different products or levels of service, make a checklist of things a client should do for each one. This will help you ensure that your clients are getting the most value from their purchase and will increase the likelihood that they’ll continue to use your product or service in the future.
As you can see, the first week of the program focuses on developing Mini-Steps, embracing NO as a Culture, and focusing on After the Sale. These three areas are critical to success in sales and should be approached with careful consideration. By breaking down your sales process into smaller steps, learning from rejection, and focusing on customer satisfaction after the sale, you’ll be well on your way to achieving your sales goals.
Week 2
In week two of the sales training program, the focus is on developing mini-steps that can be used during client interactions. These mini-steps should be easily accessible to you wherever you have client contact – whether that’s in your office, cubicle, or notebook. You may even want to write these steps on a card that you can carry with you, enabling you to keep them in mind as you go through the closing process with the client.
To further develop the mini-steps, you should work on creating action-oriented questions that use the mini-steps you’ve identified. To do this, review the information provided in Chapter 4 on creating assumptive request questions and insert your mini-steps accordingly.
Another important aspect of successful sales is embracing “NO” as a culture. If you have a sales manager, it’s important to review the debriefing process after a call to ensure that you’re asking clear questions that will elicit a firm response. This will enable you to better understand why a client might say “no” to your offer and help you identify ways to improve your approach in the future.
It’s also essential to focus on what happens after the sale is made. If you have a renewable product or service, you need to establish strategic touch points in between renewal time periods. Record these touch points and describe the activities that should take place in each one. For example, you might want to review key initiatives or chart established benchmarks during these meetings. Be sure to show these steps to the client and discuss their implementation early on in the sales process.
It’s important to note that learning new strategies and concepts takes time, persistence, and patience. It’s normal to feel frustrated if things aren’t working out exactly as described in the book. However, just because the concepts are “simple” to grasp doesn’t mean they’re easy to implement. Adapting these strategies to your own unique circumstances takes practice and perseverance. With time and effort, you’ll develop a sales approach that works for you and your clients.
Week 3
In week 3 of this training program, there are several key topics that are covered. One of the main things that is discussed is the importance of developing mini-steps. These steps are designed to help clients achieve their goals by breaking down their objectives into smaller, more manageable tasks. When creating these mini-steps, it is important to consider whether they are easy to explain and understand, make sense for the client, and are effective in producing results. Additionally, it is essential to assess whether the percentage-of-close attached to each step reflects reality.
Another critical component of this week’s training is the notion of embracing “no” as a culture. This means that after each call, it is important to follow up with clients who have expressed uncertainty or hesitancy about moving forward. By asking them for clarification on where they truly stand, it is possible to gain insight into their decision-making process and better understand how to move forward. While some clients may push back against this approach, it is important to remember that even when they do, this can be a sign that they are coming back towards a positive outcome.
Along with focusing on mini-steps and learning how to navigate client conversations more effectively, another aspect of this week’s training is centered around post-sale engagement. One way to support your network is to remind customers that ongoing touchpoints offer a great opportunity for networking. This can help customers solve other challenges not directly related to your product, and also provide additional value beyond the transaction itself.
Finally, an extra tip for this week is to invest time in truly immersing yourself in a client’s business. This could include spending time working in their business, observing their day-to-day operations, and listening to feedback from both employees and customers. By doing so, you can gain valuable insights into how they are using your product or service, what challenges they face, and how you can improve your offerings to better meet their needs. This activity can be done several times a year, or as needed based on your business model.
By focusing on these key areas during week 3 of this training program, you can gain valuable insights into how to better engage with clients, drive results, and create long-term partnerships. Whether you’re just starting out in sales or are looking to refine your skills, taking the time to invest in ongoing learning and development can help you achieve success in any industry.
Week 4
In Week 4 of the sales process, there are several important steps to take in order to maximize success. One crucial aspect is developing mini-steps to track progress for prospects in the pipeline. Utilizing a Customer Relationship Management tool such as Outlook or ACT can be helpful in this process. However, it is important to ensure that these tools incorporate the established mini-steps so that you can easily monitor and evaluate where opportunities lie according to action steps.
Another key element of successful sales is embracing “NO” as a culture. It is important to make it a habit to ask yourself after each client interaction whether or not you received a “YES” for action. If the answer is no or uncertain, it is necessary to revisit the conversation and clarify exactly what happened and where things stand. Otherwise, you could end up being seduced back into “Maybe-Land” and miss out on potential opportunities.
Focusing on after the sale is also essential for maximizing results. It is important to review your total after-the-sale program and ensure that it is truly beneficial to clients, helping them understand how to use the product and how to get the most out of their investment. Talking with a few clients about the program and asking for feedback can be helpful in making improvements and ensuring that clients are satisfied.
As an additional tip, scheduling a monthly review of the core elements contained in this book can help keep the concepts fresh in your mind and identify any problem areas. Even investing just an hour each month in reviewing mini-steps, embracing “NO,” and selling after the sale can lead to significant improvements in sales results.
The fourth week of the sales process is critical for setting up long-term success. Developing mini-steps, embracing “NO,” focusing on after the sale, and scheduling regular reviews can all contribute to greater success in sales. By following these steps and staying committed to continual improvement, sales professionals can build strong relationships with clients and create a successful sales culture.
Conclusion
The Four-Week Plan for Implementation and Lasting Success provides valuable insights into the essential steps required for success in the sales industry. By developing Mini-Steps, embracing NO as a Culture, focusing on After the Sale, and scheduling regular reviews, sales professionals can build strong relationships with clients and create a successful sales culture. With dedication and persistence, these strategies can help sales professionals navigate the challenges that come with the industry, leading to greater success and lasting results.