Like a well-oiled machine, having a sales process will help constantly improve the efficiency of your business in many aspects and consistently drive positive outcomes.
Imagine if you could have a sales process that can be executed in just less than three minutes, that could allow you to identify serious buyers and eliminate time-wasters.
In this discussion, we will unveil the simplest, yet comprehensive sales process you can integrate into your business. It is a game-changer, designed to help you uncover pain points, present solutions, and prompt a response, all in less than a minute.
Read this, if you never had a sales process
Addressing the significance of having a sales process, we want to emphasise the value of sticking to a structured process rather than going with the flow. Contrary to the big misconception that a sales process feels scripted, shifty and loses the ‘personal touch’, it does the opposite. It doesn’t diminish individuality; instead, it amplifies it. A sales process provides a framework to understand the prospect’s needs, build rapport, and consistently deliver value every single time. In essence, it is a more personal approach than not having one.
We will talk about a straightforward and fundamental process that can be seamlessly integrated into the pre-qualification phase of conversations with prospects, applicable to ANY business in ANY industry.
For contractors and home improvement businesses, this strategy proves beneficial even before the on-site visit for area inspection and quoting. It significantly enhances the management of the quoting process by promptly identifying qualified prospects, saving substantial time, money, and effort.
In this article, we will delve into the specific questions you can ask for each step of the process. The core structure of this sales approach is simple, consisting of only 3-steps:
Step 1 pain, pleasure, and agitation;
Step 2 budget and solution;
Step 3 revolves around eliciting a response.
Step 1 – Pain, Pleasure, Agitate
To effectively engage prospects and uncover their true needs, it’s essential to ask thought-provoking questions that bring out their pain points, desires, and motivations. By understanding these factors, you can better tailor your approach and provide solutions that resonate with them.
One way to do this is by using the pain, pleasure, agitate technique. This involves probing deeper into their motives and emotions, pushing them to think about the consequences of not addressing their pain points or not achieving their desired outcomes.
Caveat: The focus should be on the prospect and their needs, not on selling your services. Resist the temptation to talk about yourself or your business. By allowing them to express their motives, you create a sense of connection and understanding.
I repeat, do not talk about your business, team, experience, reviews or fancy machines.
Asking open-ended questions is key to uncovering their motives.
Example:
“Hey mate, sounds like you are obviously looking to go ahead with this renovation project at some point and you are definitely going to hire someone to help you. Let’s say 3 months in the future, when the renovation is done, imagine you are with the contractor that you hired, and you are about to make the final payment, how would you know you have made the right choice? What would have to happen for you to get the 10/10 experience.”
This question prompts them to think about the good and bad outcomes, reveal them, and tell you what they truly value in a contractor.
While the idea of probing and agitating their pain may seem unkind, it’s actually a way to deepen their emotional connection to their needs. Highlighting the consequences of neglecting their pain or not achieving their desire, you create a sense of urgency, help them see the value in your solutions and motivate them to take action.
Step 2 – Budget and Solution
Now that you have effectively engaged the prospects and uncovered their pain points and desires, it’s time to address the budget and provide a tailored solution. Talking about money can be uncomfortable, but it’s essential to ensure that both parties are on the same page.
Before discussing budget, make sure that you have done a good job in the previous step of the sales process, where you have established a connection and gained their trust. Once you have that, you can ask them upfront about their budget. This saves time and effort by identifying early on if they’re willing to invest in your services.
You can use a question like:
‘I am great at building driveways, but I’m not a salesman. Could you share with me, in round figures, what you’re willing and able to invest in your lovely home?’
Another approach is to give them two budget options and ask which one they’d like to explore further.
Example:
‘Thanks for the info. I’ve a good picture of what we can do. Believe it or not, I think I can come up with some rough estimates. Is it okay if I share them with you… (wait for response)
We can do A, B, and C for $20-25k or X, Y, and Z for 10-15k. Which conversation would make more sense for us to have?’
Step 3 – Get a response
To effectively conclude the sales process, prompt the prospect for an upfront response by asking them to give a definitive yes or no after receiving the quote. Instead of wasting time and effort on unqualified prospects, this step allows you to quickly determine if someone is going to buy or not.
By holding them accountable and ensuring we get a clear response upfront, you can save yourself from the hassle of following up endlessly after providing a quote.
It’s important to acknowledge that not everyone will become our client, and this is the reality. Rather than investing time and resources into prospects who were never going to say yes in the first place, it’s better to ask for a direct response.
Example:
‘Could you do me a favour and give me a yes or no at the end after I give you the quote? I’m an honest and upfront person, if I see a problem, I’ll let you know right away. So I hope you can do the same for me. Is that okay?’
The Final Golden Question to Get them to Invite Us to Quote
After effectively concluding the sales process by prompting the prospect for a definitive response, we can now move on to the next step of getting them to invite us to provide a quote. At this stage, we want to ensure that the prospect feels in control of the process and has a sense of ownership. To achieve this, we need to ask the ‘Golden Question’: ‘So what do you think we should do next?’
By asking this question, we allow the prospect to express their thoughts and preferences. It puts the ball back in their court and allows them to guide the next steps. This not only empowers the prospect but also helps us gather valuable information about their intentions and expectations.
Example:
‘Thanks for all the info. I believe we can provide what you’re looking for. From here, this can go in any direction. So what would you like to do next?’
Conclusion
So there you have it, the simplest sales process that can be completed in just minutes. To summarise, below are the main takeaways for each step of this sales process:
Step 1 Pain, pleasure, agitation: Uncover buying motives with thought-provoking questions that create deep connections and motivate action-taking. Do not talk about yourself or your business.
Step 2 Budget and Solution: Discuss budget, provide options, identify willingness to invest in your services.
Step 3 Getting a Response: Prompting a decisive ‘Yes or No’. Avoid prolonged follow-up with unqualified leads.
Golden Question: Ask ‘So what should we do next?’. Giving them a sense of control, ownership and uncovering intentions.
With the set of questions provided, you can maximise your chances of closing the deal and revolutionise your sales approach. Start using this process today and see incredible results in no time.
For any questions or further guidance, reach out to hello@atomicmethods.com.au. I also offer a complimentary full, step-by-step script for you to follow and practice at no cost. Reach out to me and I will send you a copy.