The Sales Process That Transformed My Business | Episode 49

The Sales Process That Transformed My Business

Want to navigate the sales process seamlessly and skyrocket your closing rate? Then you need to learn the ins and outs of the sales process…which is what episode 49 of The #PrettyAwkward Entrepreneur Podcast is all about!

In this week’s episode, I’m sharing my four-step sales process to turning potential clients into repeat customers. Girls, I SWEAR by this method, and I promise that if you follow it to a T, you’ll have a higher closing rate on your sales call and stand out from allll the other people making them.

But before we dive into my tips, let me introduce myself. My name is Megan Yelaney, and I have built two six-figure businesses and one multi-six-figure business by fully embracing my authentic self and not trying to hide the quirks that make me, ME. 

So if you’re a female entrepreneur looking to learn, grow your business strategies and mindset, and scale your biz to multiple six figures while having fun doing it…you’re in the right place, girl! Because I made this podcast exactly for YOU! 

And today, we’re talking about THE FOUR STEP SALES PROCESS that will give your closing rate a major glow up!

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Mastering the Sales Process, Point #1: Mindset comes first.

Before we dive into the four-step sale process, we have to talk about the mindset you need to embody during it. Because this sales process will NOT work if you use it in a state of fear and desperation, and nobody will buy from you if you, yourself, don’t believe in the value of your services.

Equally important is making sure that you aren’t just talking to your client to make the sale. Sure, that’s your end goal, but you shouldn’t be focused on money the whole time you talk. After all, just think about a time where you were talking to someone and realized they didn’t really care what you were saying – they were just waiting to respond. It’s annoying, right?

So don’t make your clients feel the same way by prioritizing your talking points over what your clients have to say. The sales process is ALL ABOUT YOUR CLIENT, so you are there to listen. You are there to be an actual human being, to be a coach, to be a person who actually cares for them. You are there to build an authentic connection…and that is the MOST important part of your mindset during the sales process. 

After all, people purchase when they feel heard and cared for, not when they are treated like walking dollar signs. So if you want to turn into a sales queen, fix your mindset first…and then apply my four-step sales process!

The #Prettyawkward Entrepreneur Podcast

This podcast was created with YOU in mind.  The female entrepreneur looking to learn, and grow your business strategies and mindset, to get your business off the ground and scale to multiple six figures and have fun doing it.  To inspire and empower you to take the required action you’ve been putting off to create products and make sales.

Each week we will be covering topics that will help you start, grow and scale your business.  Some topics that you can expect to be covered include: 

• The top mistakes online entrepreneurs make when signing clients
• Strategies to grow your instagram engagement and connect 
• How to break through mindset blocks that are keeping you stuck in your business

I can’t wait to hear about what you learn, what makes you laugh, and what tips allow you to grow your business and brand as your authentic self.

Stay #prettyawkward

Mastering the Sales Process, Point #2: Pre-qualify potential clients with an application process.

I say this with utmost love and care, but I don’t care where you’re at in your business, you should always pre-qualify a potential client before hopping into that sales call. That’s the first step of The Sales Process because you don’t want to waste your time or theirs, and there’s no point in talking to someone who doesn’t meet the qualifications for your one-on-one coaching or program or whatever. Trust me – pre-qualifying will save you from SO much frustration and disappointment. And don’t feel bad if a person doesn’t meet your qualifications. Just because they’re not ready today doesn’t mean they won’t be in the future.

Besides keeping you from talking to potential clients that aren’t the right fit, asking questions during the pre-qualifying process will help you close the deal during your sales call. After all, once you get to know that person even just a little bit, you’ll be able to market to them on a much deeper level. 

It is also important to ask monetary investment questions during this first step because potential clients need to know, point blank, that this is a coaching BUSINESS. It’s going to cost them money, and you should never apologize for that. So before hopping into that sales call, first ask your potential clients:

• What is your vision?
• Where are you at in your business right now?
• Are you a beginner, or do you already have few clients?
• What are your goals when it comes to X, Y, Z?
• What are the biggest obstacles you’ve been facing while trying to reach those goals?
• What’s important to you about reaching these goals?

Mastering the Sales Process, Point #3: Navigating the Actual Sales Call.

The second step of The Sales Process is the actual sales call. You usually use scripts during the sales calls, right? Well, for me, I see scripts as more of a guideline than an actual script. And scripts aren’t necessarily a bad thing if you use them right and for a good reason.

So, to do this, you want to avoid being a robot during the sales call. Remember from Point #1 that you are an actual human looking for a genuine connection. You can’t do that when you’re a weird-sounding robot, following your script to a T.

It’s equally important that while you’re doing the sales call, you believe you’re going to get a YES. Because you already pre-qualified this potential client, you know that they’re a good fit, and that’s the very reason you’re on the call with them, right? So when you start that phone call, you should be speaking from a place of excitement. You should be excited to help that person make an empowering decision that could change their whole life.

You also want to be upfront about the goal of the sales call: to invite that person (only if they’re the perfect fit!) to work with you and that working with you will cost them $$. There’s no reason not to break the ice from the start because they already know why they’re in the sales call in the first place.

Next, discuss their application. Find a way to connect with them through their pre-qualifying questions and evaluate where they’re at in their business. Keep asking questions, from their goals to their visions (YES, they are completely different things!). When you encourage a potential client to talk about their pain points and desires, you’re actually helping them realize what’s happening in their lives.

And remember to take LOTS of notes. Even if you’re super interested in what you’re talking about and you believe that you are an active listener, YOU CAN’T ALWAYS REMEMBER EVERYTHING. And once you have the notes, you can always refer back to them to reiterate what your potential client said. That is the easiest and most effective way to make someone feel heard. And when your clients are struggling or having sh*tty days, these notes will also help you coach that person about their choices and decisions so they can realign themselves with their vision.

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Mastering the Sales Process, Point #4: Identifying and highlighting their pain points and offering valuable ‘prescription.’

Next, flip the script and make that potential client sell to YOU! Why do they need you? What are the obstacles that stop them from their goals and dreams?  And I’ll say it again, GIVE THEM SPACE TO TALK. Listen to them intently when they share their pain points. Simply telling them, “Tell me more about that” really goes a long way. Let them word vomit EVERYTHING.

And after they discuss their obstacles, it’s time for you to take the lead. Let them know how you can help them. Personally, I like to be as specific as possible in my prescriptions. For example, if they mention that they suck at sales, I’ll prescribe one of my tools, like The Four Step Sales Process, to help them overcome that challenge. Relate that specific tool you can offer to their vision. How do your tools, methods, or styles get them the vision that they want? Asking this question to yourself and selling your answer to your clients will make the value of your product skyrocket. 

And this is soooo important because, in the coaching/business world, you NEVER decrease your price. Instead, you must always increase your VALUE!

Mastering the Sales Process, Point #5: The rock-solid way to get your fence-sitters to leave the fence.

Wanna know my secret sauce for majorly NAILING this whole process?

It’s sending a follow-up email, which is the third step of The Sales Process. This is a simple step, but I’m telling you, the result is magical.

The reality is that people can get so excited during a call, but their energy might frizzle down a bit afterward. It doesn’t mean they don’t really need you or that they’re not the right fit or that they don’t want to work with you. It just means that the analytical part of their brain needs something more to prove that they’re investing in the right place. 

And that follow-up email fulfills that need. In the email, I lay out everything we discussed: their visions, their obstacles, and your prescription for them. It’s a recap of your sales call and it will remind them WHY they need you and need to take action ASAP.

Which brings us to the final step of my sales strategy: the second sales call. While it’s great to close the sales during the first sales call, that doesn’t always happen. And that is totally fine. No one is too advanced to make a second sales call. If you really think that you’re a good fit to help that person and you don’t make that second call, don’t you think you’re actually doing a disservice to that person? 

Think about it…and then take action!

The Bottom Line of Mastering the Sales Process

At this point, you may be thinking, “Yeah, Meg, this process sounds pretty epic, but it also sounds like it takes a LOT of extra time.” But taking extra time is the very same reason I’ve closed SO many sales! 

Also, by following this process, you’re doing absolutely everything you can to close sales with clients. So if people don’t sign, you’ll have the peace of mind that it’s not because of you or your sales process. It’s just because those people are not ready.

So be sure to check out episode 49 of The #PrettyAwkward Entrepreneur Podcast to start making my strategies your own and closing even more deals! I can’t wait to hear how your biz starts transforming once you do. 

And as always, stay safe, stay healthy and stay #PrettyAwkward!

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