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THE SALES MACHINE WORKBOOK
Simple Systemized Sales.
It's Simple.
Get the Right Leads
Age Gender
Income
Marital Status Children
EducationRegion
Hobbies
Values
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“A lack of clarity could put the brakes on any journey
to success.” - Steve Maraboli
Get the Right Leads(cont'd.)
Where will I find this person? When will I find them here? _______________________________________________________________ _______________________________________________________________
What is their preferred form of communication? _______________________________________________________________ _______________________________________________________________
Are they old-school or tech-savvy? _______________________________________________________________
Which social media platform does this person use? _______________________________________________________________ _______________________________________________________________
Why do they need my services/product? _______________________________________________________________ _______________________________________________________________
What are their most common objectives to doing business with me? _______________________________________________________________ _______________________________________________________________
Remember- the more specific you are, the better your return will be!
Define Sales Process
How quickly do we respond to the initial quote request or contact?_______________________________________________________________ _______________________________________________________________
What form(s) of communication do I use to follow up with my contacts? _______________________________________________________________ _______________________________________________________________
Have I developed follow-up for every possible outcome in the process? _______________________________________________________________ _______________________________________________________________
How much of my process is automated AND personalized? _______________________________________________________________ _______________________________________________________________
What questions do people have before they buy from me? _______________________________________________________________ _______________________________________________________________
How do I anticipate these questions and address them in my interactions with customers? _______________________________________________________________ _______________________________________________________________
How do I create long-term value during the follow-up process? _______________________________________________________________ _______________________________________________________________
Close the DealHow long does the quoting/closing process usually take? _______________________________________________________________ _______________________________________________________________
Which part of this process is taking longer than it needs to? _______________________________________________________________ _______________________________________________________________
How can I improve my quoting process? _______________________________________________________________ _______________________________________________________________
How can I improve the closing process to make it smoother for the customer?_______________________________________________________________ _______________________________________________________________
Every sales call, from a cold call to a closing call, should follow a pre-
planned structure that is meant to optimize the likelihood of a desired
result.
-Steli Efti
Get Referrals
How do I confirm positive customer experiences? _______________________________________________________________ _______________________________________________________________
Once I identify those customers who had a positive experience, how do I ask for referrals/testimonials? _______________________________________________________________ _______________________________________________________________
How can I make this process more systematic? _______________________________________________________________ _______________________________________________________________
How can I reward my customers for providing me with positive feedback? _______________________________________________________________ _______________________________________________________________
People are 4 times more likely to buy when referred by a friend.
- Nielsen Business Journal
Icons Used with Permission from Icons8
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