Today we are going to be talking about why there is no one-size-fits-all sales process.
Every client you’ll ever get to talk to is going to have different necessities, different preoccupations, and is going to come from a different context so, you can’t just use a generic process for everyone and hope it will give you results.
Maybe you used a certain process in the past and it was useful, maybe someone recommended you to use the same process for all of your clients, but the truth is you simply can’t just use an off-the-shelf, one-size-fits-all sales process, it really does need to be tailored like a suit.
In this episode, we are going to elaborate on why it has to be this way, and also, we’re going to talk about the three different types of sales processes that are commonly used so that you have more information to put yours together.
First thing’s first, the reason a sales process needs to be adaptive is that we are selling to different people. Sometimes there are multiple decision makers within an organisation, sometimes you will need to actually go back and develop a solution for someone.
Sometimes, longer sales processes will facilitate multiple meetings with a buyer, especially if it’s a big enterprise-level purchase. There are a number of different things that need to factor into the type of sales process that you use, it is never the same story.
One of the most common processes used out there is the one-step process. There are certain purchases that will lend themselves to one conversation, and one person who is making a buying decision, right? So, in some scenarios, one interaction is enough.
But then, there will be people that have a legitimate reason for not wanting to commit on that particular call, and you are going to need to adapt and tailor your sales process in such a way that it works for both parties.
So, listen to this episode to learn why it can be extremely counterproductive to try and use a one-size-fits-all process in every situation. You are also going to have a greater understanding of what sales processes are out there so that you can evaluate what fits your business best.
Remember, even if it’s a one-step process, one particular type of buyer, one particular type of seller, or one particular type of industry, there will be a certain amount of tweaking and customization that needs to take place.
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