Most of us don’t think about the processes we use. We just keep using them. And that’s okay.
But when you think about the processes you use, chances are you can find a way to make them better. How to make a process better could come from a sudden flash of inspiration as you discover how to eliminate or simplify a step. Or it could come about systematically as you study the process, analyze it, measure it, and improve it.
That’s what I like best about processes – that every process can be studied, analyzed, measured, and improved.
If you’re in manufacturing, you can find a way to speed the assembly process, eliminate unnecessary steps, or increase efficiency. If you’re an online merchant, you can simplify your order handling or shipping process by making physical or data processing changes within the steps of the process. It’s not hard. You just need to study it and be willing to make a change.
Although people don’t usually think about sales as a process, it is one process I believe deserves constant attention.
In How to Close More Business in Less Time and in my private coaching program, I spend a lot of time talking about the sales process and, most importantly, how to improve it and perfect it so it closes more business in less time.
I use a chart (above) in my talks and coaching practice that shows a typical sales process. My sample sales process shows 12 steps. Yours may have more steps, or it may have less, and no two are alike. But every business has one.
Engineers use diagrams to study and improve production processes. You can do the same with your sales process.
By visualizing and graphically blocking your sales process, you identify areas where things aren’t working and, most importantly, where they could work better. Once you know your challenges and constraints, you can start to build an ideal sales process. That brings you closer to closing more business in less time!