Super Agent

Stick to Your Process

Recently, I was talking to a producer who told me he likes to “feel the deal” when he’s working with a prospect who he has some familiarity with. Unfortunately, many producers will do the same thing in a similar situation. Maybe they’ve worked with the prospect before, maybe the prospect was a referral, but whatever the case, abandoning your process for any reason is risky.

“Feeling the deal” might work for masters in the art of selling, but for most producers, adopting and sticking with an effective sales process is essential to their success. Why is it important never to skip steps?

  1. Without structured dialog coupled with genuine curiosity, the producer will miss out on the opportunity to bring the element of self-discovery to the sales process for the prospect.
  2. Without asking the right questions, the prospect’s level of dissatisfaction won’t increase enough for them to want to leave their current situation, and feel the risk of staying in it.
  3. Without gaining agreements, the opportunity for both the buyer and the producer to continually qualify each other will be lost.
  4. Most importantly, if you don’t follow an effective process, you’ll never know when it’s time to walk away.

Developing an effective process takes time, and consistently following it takes perseverance, but you will reap the benefits if you take the lead and follow your process regardless of the selling circumstances.

Have you won new business with a prospect you knew by sticking to your effective process? We want to hear your stories in the comments!

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