Why do some sales people make over 87% more deals more than others in their lifetime?

Why do some sales people make over 87% more deals more than others in their lifetime?

No, it’s not because they’re ‘better at selling, it’s because they know the power of consistency.

If you have consistent sales process, you’re more likely to sell 48% more, and shorten your sales cycle by 37%. Now, why is shrinking your sales process timeline important? If you can close deals faster you’re increasing your sales velocity, meaning that on average you’ll generate about 2x the revenue compared to someone who doesn’t have a process.

Here are three more reasons:

1. Preparation- You’ll be prepared for the tough questions, and devote more energy to sharing the correct information

2. Analysis and adjustment – You can’t fix what you cant measure! Being able to tweak your presentation to optimize your presentation is the key to $$$.

3. Training -new sales people can be trained more easily, saving you, your manager and the new employee valuable time,

In a B2B application, you might have a more complex sales process- with more qualifying factors. I would start by asking those set, key, qualifying questions to make sure they are viable prospects. These sales usually require several meetings, demos and presentations. It’s important to have a consistent sales process, so you know what works best in explaining or demonstrating your product. Most importantly, in these large sales, a consistent process will help you shorten what is already a drawn out process- which may be the deciding factor in a buying decision.

B2C may follow a different set of initial steps. For a pest control company, you might contact an individual client and gauge potential interest, visit place of residence, review findings and finally, present the pricing and options. Closing a deal may happen that same day you visit the client, so having a process to work through efficiently and effectively could mean that sales process is shortened to a day or two.

Knowing how your consistent sales process is important, but most importantly, customizing it to fit your needs and the needs of your customer is crucial in selling.