How To Develop A Sales Process Template For Predictable Results

Sales Process Mike Leeds

Episode 49: Interview with Mike Leeds

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About Mike Leeds

Sales Trainer, Coach and Speaker, Mike Leeds consistently delivers viable new approaches to selling today’s market. With 35 years of experience in selling, training and leadership, the common sense approach to getting top performance from his clients, is his trademark.
Mike’s passion for developing sales people became the foundation for Pro Sales Coaching, which was founded by Mike in 2002. He was quickly embraced by the sales community as his reputation for driving sales professionals to achieve their optimum performance spread like wildfire. That reputation has put Mike Leeds in demand for Coaching, Training andSpeaking events throughout the U.S. and Canada. Pro Sales Coaching boasts a long list of raving fans. From sales rookies looking to make an impact on the “sales playing field” to sales veterans looking to “stay on top of their game” – Mike will help you get results. Prior to launching Pro Sales Coaching, Mike was in Sales Leadership positions with 2 Fortune 500 Companies for a total of over 20 years (AT&T and Grainger).
As a native of Arizona and a proud Arizona State Sun Devil, Mike’s passion for performance, sports and the adrenaline rush of the win, can’t be denied. He has remained active in the ASU Alumni Association, including roles on the Board of Directors, he is an active sales trainer at the Arizona Small Business Association (also currently on ASBA’s Board of Directors) and is the founder of the Leeds Groups (Group Sales Coaching). The Leeds Groups currently are in four locations throughout Metro-Phoenix, and are specifically focused on group sales coaching – helping the participants achieve optimum sales performance.

3 big ideas discussed in this episode:

  • Successful selling uses an effective and repeatable sales process
  • The importance of understanding the customer’s needs
  • Having passion for what you do

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Show Notes:

SUCCESSFUL SELLING USES AN EFFECTIVE AND REPEATABLE SALES PROCESS

  • Successful selling starts with mapping out your process.
  • Sales process depends on your company and your product or service.
  • Girls scout have two sales process: ring a bell and show cookies but in a high-tech manufacturing business they may need to do the prospecting, find the right client, qualify them and maybe make an introductory call or meeting.
  • There are several steps that follow before they get to sales. Manufacturing business takes a lot of material and manufacturers have to finish a lot of products but the company has to put a lot of time and investment in creating a string lined process that does what they wanted to do and they did the same every time so they became masters of it.
  • Companies should understand what they do and where is their highest batting average is or share probability of successes.
  • The key is to have a repeatable process.
  • It is step by step but steps can be accomplished by the same meeting.
  • A lot of times sales people tend to close too quick even though they haven’t built that foundation. ]Just like a skyscraper built on a quicksand it’s gonna obviously not stable than a real foundation like a steel and concrete.
  • To build a strong foundation like steel on business you gonna focus on the next thing.
  • If you are on the first or second step all you should deliver is an introductory meeting or phone call.
  • Once you got that introductory meeting then we need to start coding what the customers need and it is the biggest and important step of the process.
  • From there you are going to evaluate what the customer has said, what are their challenges are, what are they trying to accomplish and then what you have that can fit those plunders who is the customers. It could be a proposal or a presentation or some further negotiations than on closing. Each step of that is that we are putting the same thing so it becomes second nature.
  • In the initial call, instead of pitching the meeting we need to at least discuss the idea or the concept.
  • Find an initial need and that is something you can help them with. Even if you get a no for now, it’s not a no forever.
  • There is another strategy on getting to a no. yes is better but no is the next best thing answer.
  • When you are in the selling mode you help, people make buying decisions.

THE IMPORTANCE OF UNDERSTANDING THE CUSTOMER’S NEEDS

  • In an average sales conversation, the sales persons speak about 78% of the time and that means you are leaving 22% to the listener which is the customer.
  • First of all, we would like to ask open ended questions; they starts with a word how, where, which and why, because we want more information from the customer.
  • Don’t just ask questions answered by yes or no instead ask them questions that they will give more information back.
  • Usually people have listed 3 to 5 questions they like to ask before you jump from question 1 to question 2, consider asking a secondary question like 1a, 1b or 1c and that is really digging deeper.
  • This is where you will find out the needs are and even the emotional ones.

HAVING PASSION FOR WHAT YOU DO

  • If we are doing something with passion, we could be successful, make money out of it, and change the world.
  • Think about the things that excite you at work and keep those things switched on when you are talking to customers.
  • Customers know and see if you are good at what you do and they really believe that what you sell is the best.
  • Get up in the morning and be excited about what you are doing.
  • Know that your product or service changes people lives, if it does.
  • Story-telling is important because you are relating a situation that a customer prospect can be enlightened with.
  • If you believe in what you do and you can weave in stories about how your services help people, then you got passionately believing about it.

Quotes:

  • Sales process depends on your company and your product or service.
  • The key is to have a repeatable process.
  • If we are doing something with passion we could be successful, make money out of it and change the world.
  • Even if you get a no for now, it’s not a no forever.
  • Get up in the morning and be excited about what you are doing.
  • Anybody that touches people are in sales.

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