Why You're Leaking Sales
How to fix your sales process (in fact you most likely don't have a complete sales process)
By Steve Hackney (Published: November 24)
There are two types of sales processes (actually there are 3 - more on this later)...
The first type is represented by Bucket 'A' above.
It's a sales process that has one missing or very poorly performing tactic. For example, a poorly performing tactic could be your landing page or website. A missing tactic could be your pre-meeting sequence.
Surprisingly, this is not that common.
The most common is Bucket 'B'.
This is a sales process that has numerous poorly performing and many missing tactics.
Both types are bad.
However, taking the analogy further, most people don't realise their buckets are full of holes.
In our experience, most business owners don't know there is much more to conversion than generating traffic, or getting leads or having a sales meeting (either via phone or in-person or virtual).
The fact is, there are many more elements to a successful sales process (we prefer to use the term 'conversion system', rather than sales process).
Of course the goal is to have a conversion system like Bucket 'C'...
The reality though, is that whilst the goal should be to get to 'C', no conversion system is perfect (it can always be improved), but striving for it should be the goal.
Moving from 'A' or 'B' to 'C' is not rocket science.
First, you need to make sure you implement the main steps that make up a successful conversion system.
There are 7...
This is the exact same process we have helped thousands of businesses to implement with great success.
Second, each of the 7 steps are created using one or more tactics. Combining these tactics together ensures each individual step is firing on all cylinders (no leaky bucket).
In total we've discovered there are (currently) 53 tactics across all 7 steps.
And third, once your steps and tactics are in place you need to optimize.
In other words, keep improving results for each step.
It's this 3-stage process that will enable you to significantly improve your sales results.
By implementing all 7 steps and then adding dozens of tactics proven to improve results and then optimizing each of the steps you benefit from the science of marginal gains.
An improvement of just 3% across all 53 tactics results in an increase in sales of 479%.
This in a nutshell, is how our clients get results.
We use the 3-stage process and the science of marginal gains to achieve often jaw-dropping results (you can see how to use marginal gains for your own sales process and get the checklist of all 53 tactics by downloading our 'Marginal Gains Insider's Report' here).
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