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Procedural sales methodology

My current sales process

2014-01-27, 02:32:06-2014-01-27, 04:11:39

General sales process #

Your habits are forming your execution 

Each time when I do sales I try to divide my process in 3 major steps which are the follow back of good customer development process (discovering who's my target client :))

Gather information - in this step I imagine that I'm a CIA agent and try to make some useful research about my target. I try to pick up his habits, his good/bad sides, I try to plan whats his mission, vision, culture. I often plan my strategy on the information I have but I don't have all day, that's why I don't over-extend in my researches (2-3 pomodoros seems enough for cold-emails). Most of the time I can have all the information I need from the target website - they have links to their social networks (I use them to gather customer feedback about them - often people share their pain out loud on the fb timeline/twitter stream), I try to gather some domain specific knowledge (often my targets have blogs which are easy to pick up and speed read)

Brainstorm - after I have enough information about the target I focus my energy on building a reasonable sentences. Sentences that I may use when the actual sale will begin. Most of the time these sentences try to answer some basic questions starting with why

  • Why should I sale my target something? Can I help him? Do we have something in common (i.e. I know him)? Do I have some specific know-how that can contribute to his cause? Almost all of the time I try to remember that everyone in the world has his agenda and If I want to be visible I want to become part of their agenda.
  • What should I sale? Is it a service/product/know-how/etc.? Often these questions are easily answerable because I over-focus on the Why.
  • How should I sale it? - this is my planning phase. 

The actual sale is based on my experience. Often I find it more easier to do it asynchronous (email, chat) than synchronous (on site, on the phone) because I can plan and collaborate with other sales people to fine tune my communication with the target. When I do sales meetings in person I find it more productive to be in a team of 2 in order to support each other when we need to answer difficult questions. The more I spend on my brainstorm and information gathering habits it becomes easier and I feel more relaxed with my abilities.

This whole process may deviate from its origins per target. Often I need to do 5-10 sales in a specific domain in order to acquire enough knowledge about the specifics. They're all that matters because the pattern is the same but each target has its own uniqueness which I must understand.

Camplight case study #

Doing sales for a flat company

In Camplight if I want to sale something I have to do it first for the target client and later for the team that will execute the project. 

For the target:

- If I'm doing a cold email I use http://www.mailtester.com/ and try to guess the email of key decision makers in the company. As for the structure of the email I try to have the ordinary hook, value proposition, know-how fit. There're some good examples around the web: http://www.startupmoon.com/how-i-got-meetings-at-twitter-linkedin-and-github-using-cold-emails/. I leave intros of Camplight for later stage communication.

- If I go to in person meeting I always try to have one thing at the end of the meeting: actionable next step. Be it a email giving an offer, be it an invoice (if I manage to sell on spot). I really want to achieve my goals. Yes, for each meeting I often write down my goals in the same textbook with which I will take notes at the meeting. Depending on the meeting it may be a good idea to have "ball in my yard" i.e. I'll be responsible for taking the next step

For the team:

- this is easier because currently we're trying to automate the entire process in order to be more productive and often people easily can depict do they like the project. Basically I create a card in trello and try to distribute it across our network. 

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