The Power of a Proven Process
We’ve all heard the old adage, “A picture is worth a thousand words.” Put another way, never tell someone something you can show them.
In most companies, when salespeople are meeting with a prospective new customer, they typically attempt to win new business by using countless words and visuals in the form of pages and charts. When it’s all said and done, they end up looking just like everyone else.
You already have a proven way you provide your service or product to your customer. You do it every time, and it produces the same consistent results. It’s what got you to where you are today. Use that process to your advantage in the sales conversation.
Capture this process in a visual format. It should be contained within one single piece of paper, it must illustrate your proven process and it must have a name. It should show each step, starting with the first client interaction and finish with the ongoing follow-up once your product or service has been delivered. You’ll probably end up with three to seven major steps, once all is said and done. As an example, our Persuasive Messaging System has six steps.
Using this proven process in selling situations will give you two very powerful advantages:
- It will increase your potential customers’ confidence and peace of mind in doing business with you.
- Since most other companies don’t illustrate how they work with customers, it will make you stand out among the competition.
Rather than giving prospects a sales presentation and inundating them with information, using a visual that centers around your standard process says, "Let me show you exactly how we are able to accomplish great results for our customers." It’s one of the most persuasive messages you can share.