Listen up. A sales process isn’t just a boring workflow; it’s your step-by-step plan to turn leads into loyal fans. You wouldn’t bake a cake without a recipe, right? So why wing it with your business?

Inquisitive Leadership: Ask the Questions That Matter

Knowing the right questions is like knowing your angles in a selfie—essential. Here’s your go-to list:

1. “Tell me about where you are right now VS where you want to be.”
2. “When do you want this to NOT be a problem anymore?”
3. “What would it be worth to you, if these problems went away?”

Taking command of the conversation ensures you align your services with their genuine needs.

Own The Close

You’ve laid the groundwork, but it’s not a done deal yet. Closing is a crucial step where you finalise the decision. Ask “How does this solution sound to you?” to gauge readiness. Once the client is ready, state the price – then pause. Wait for them to reply. Do not put words in their mouth. If they are unsure, ask “what do you need to know to make the final decision?”

Every conversation should lead to a conclusion. Have conviction in your services, stand tall, and be clear. “Based on our discussion, this is the optimal solution. Shall we proceed?” is the kind of assertiveness that leads to results.

Follow-Ups: Strategic, Smart, and Savvy

Never underestimate the power of a well-timed follow-up. A check-in isn’t just courtesy; it’s strategy. Whether it’s an email or call, make sure it’s concise, professional, and purposeful. Show them that their business matters to you.

Don’t forget your: Organic Marketing

In this digital age, don’t underestimate the power of organic marketing. Utilise social media platforms, SEO-friendly blogs, and customer testimonials to increase your brand’s reach. Make your content relatable and educational; it should aim to solve common issues in your industry. This strategy naturally attracts inquiries, setting the stage for your impeccable sales process to shine.

The sales game doesn’t have to be bland or boring. Ask the right questions, close with confidence, follow-up like the star you are, and let organic marketing bring those enquiries to your doorstep. Get out there and make your service-based business the main act in your industry!

Want MORE on this topic? Check out my recent podcast with Maree Kirkpatrick on Simple Sales Strategies here.