Tag Archives: growth

7 Steps to a (Clear, Easy, Effective) Sales Process

Photo Credit: Franck Michel on Flickr

Ordering a meal – in Asheville – is exhausting.

As a cultural hub for all things alternative, the restaurants there are particularly creative, and getting through the ordering process is an experience.

Would you prefer soy or almond milk? Gluten free? Vegan or vegetarian? You want beef? Of course. We serve local, grass-fed beef, with organic veggies on the side. How about a craft beer with that?

Oh my gosh, I think. Maybe I should just grab a granola bar….

And that experience is exactly why you need a clear sales process.

Without it, things get off track. Your customers get overwhelmed and confused. You’ll stumble through your offer, or worse – avoid making any offer at all.

And when that happens, you’re not making any money, and you’re not serving your peeps.

I get why this is hard. My students want to help, not sell. And yet, selling is what fuels your business –  and pays your mortgage. :)

As uncomfortable as it may be, learning how to sell is one of your most important skills as a business owner.

It helps if you map out the process in advance. I teach my clients to create a specific sales flow that they can follow every time, so they’ll know exactly what to do from the first contact with a prospect, through the moment that person decides to buy (or not – but more about that in a moment.)

Don’t get me wrong. This is not a simple thing. Learning to sell is a complex skill that requires the right mindset, and the right strategy, to connect with the right prospects.

But with time, experience, and a little messy trial and error, it is something you can learn.

These steps will get you started.

1. Lead with structure.

Your people are looking to you for guidance. When you lead the conversation with a clear structure, you ease their overwhelm.

“I’m happy to talk to you about this, of course. Let me tell you how this works. We’ll start with a brief call, then I’ll send you some our next steps. I can talk at noon on Friday – will that work for you?”

2. Engage early.

Get them excited before your first conversation. Design a simple prep exercise to get them thinking about the results they could get if they work with you. Be sure to include materials that position you as the expert you are.

3. Follow a script.

Write out what you want to say, and lead them through a conversation that helps them identify the problem, imagine what is possible, and includes your offer.

I know – the thought of following a script feels impersonal. But in fact, writing it out does just the opposite.

I teach my clients a really simple 5-step process that is easy to remember, and easy to implement. And it ensures a clear, predictable process that helps them serve their peeps at the highest level.

4. Speak to their hearts.

Many sales courses tell you to work with emotion, but that feels like manipulation or coercion. And that’s totally the wrong energy for someone who sells out of service.

Instead, I want you to touch their hearts because that is where their vision lies. That’s also where they’re more than likely getting in their own way. It is only by helping them see what could be that you can call them forward to something better.

5. Make an offer.

And keep it simple! Don’t give them more than 2 choices, 3 at at the most. There’s a reason fast food outlets began offering combos. It cut down on the number of decisions we had to make, and eased our overwhelm.

And be specific. For heaven’s sake, don’t waffle out of it with a casual “if you need anything, just give me a call!” Ask instead: ”Which of these would work best for you?”

6. Guide them to a decision.


Allowing them to disappear with a “maybe” leaves an open loop of energy that doesn’t help them, or you. Instead, lead them towards a decision – even if it’s a ‘no’.

“This is a big decision, I know, so I’d like to give you some time to think about it. I’ll call you in a couple of days to see what you’ve decided. Would Tuesday at 1 work?”

7. Expect a ‘yes’.

Oh – and when you do, expect a yes. When your energy is clear, you’re more likely to attract those who are just right for what you do. If your energy is wobbly, your offer will be too.

My clients find that learning to sell as a structured, practiced, skill with the energy of service feels much better than they expected.

And it works. :)

How about you?  Do you have a sales process? If not, what’s getting in the way? Tell me about it in the comments below!

Is Your Business Calling You to Grow?

Oh that’s B.S., and you know it!” my friend exclaimed.

Her lips were tight. Her voice tense. And there was a fierceness in her eyes that startled me.

I have a lot of friends who speak their minds, and I’m used to them coming from the blunt end of the interpersonal spectrum.

But this was different. I knew she was speaking from love – but for a second, I thought she was mad.

She wasn’t.

She was frustrated – and determined; determined to get me to see something I just couldn’t see.
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Getting Clear is a Messy Business

Well – that was fun.

Recently, a small but intimate group of entrepreneurs gathered for my Love Your Business, Love Your Life Vision-Board Workshop. For one entire day, they gave themselves the gift of time.

Time to think.

Time to dream.

Time to imagine what was possible for their business – and what that could mean for their lives.

Their decision – to set aside sacred time to be intentional about what they want – has already begun the transformation that I know they are about to experience.
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How To Find Your Entrepreneurial Sweet Spot

entrepreneurial-sweet-spot

Ahhhh…This is the good life!

That’s how it feels when you know you’ve made it; when you’ve finally crafted a life, and a business, that actually works.

And serves you in all the best ways.

But unfortunately, for too many entrepreneurs, running their business is nothing more than another burden. 

     I have so much to do, I don’t even know where to start.

     This isn’t really the kind of work I like, but heck, at least I’m making some money.

     Vacation? Who has time for a vacation?

As Dave Ramsey often says, they swing from “Thank God it’s Friday!” to “Oh God, it’s Monday…”.

But what if it didn’t have to be that way?

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How to Keep Going When You Want to Call It Quits

at-sign-david-fulmer

This was supposed to be fun.  

It was, after all, a celebration.

I’d finished grad school, and friends and I were celebrating by backpacking through the Great Smoky Mountains National Park.

We were doing a stretch of 72 miles on the A.T., a world class trail running 2,180 miles from Maine to Georgia, following the ridge line north to south, through one of the most beautiful places on earth.

That section of the Appalachian Trail is also considered among the steepest. So perhaps I should have known that my first day, carrying a fully loaded pack weighing in at forty pounds, might be tough.

Before we could hike the A.T., we had to get to it, starting with a steep climb up the aptly named Snake Den Trail to reach the ridge. And those first few miles were straight up.

Unrelenting.
Brutal.
For what seemed like forever.

My pack felt like it weighed 100 pounds. My joy turned to worry as I thought about the days ahead. “Am I going to be able to do this?”

Doubts roared in my ears, competing with a pounding heartbeat and labored breathing for my attention.

I’m a slow hiker on the best days. That day, I was so far behind, my friends thought I’d turned around and gone home.

I thought I wasn’t going to make it at all.
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