Does your current sales process address these questions?

By Ernest Falkner III

Zillion Dollar Thinking


According to market research, the average face-to-face sales call across all industries is $420 per call and the average number of calls to yield a sale is 4.2. That said, it is more vital than ever that every detail of a sales call is zipped up to perfection. Because mistakes or omissions are very costly:

Since there are increasing malpractice and sales market conduct lawsuits with higher monitory awards, are legal and compliance issues being given major consideration?

The Internet is confounding prospects with information overload, creating multiple consumer suspicions and hesitations. Is your approach uncomplicated? Prospects have a harder time understanding and remembering many of the new complicated proposals as a product of compliance. Is yours simple?

There is a constant barrage from sales managers and carriers to learn and implement the latest selling techniques. Are you staying consistent over vogue?

There is a growing need for a reliable and understandable model to help prospects make sound buying decisions. Do you have one?

Since referrals are harder to secure, is your system designed to be able to generate enough of them in today’s market?

Are you creating “buy-in before you ask for buy-of?” Are you gaining “permission-commitment-agreement-enlightenment" in the very first interview?

Are you willing and ready to have your sales pitch videoed (with any device), since more consumers are requiring it? Can you demonstrate your selling process on a napkin in three-minutes — with no other props?

Do you have a fail-safe tool for identifying a selling problem that you or an associate may have? Is your approach creating repeat clients or one-shot customers?

Is your selling model provably unique yet believable? Can your selling system be “dollarized” — placing a dollar value on each one of its merits?

Is your approach highly interactive with the prospect seeing you as more of a consultant? Is your prospect better off having seen your approach, even if they don’t buy?

If they didn’t buy, did your approach automatically leave the door open for a later opportunity? Does your approach automatically satisfy the charge of due-diligence?

Can you easily overcome the “I want to think about it” objection?

If you are a sales professional with the very expensive price tag of a selling call, does any of this burn your stomach? Does your current sales process answer these questions?

Take away exercise: Choose the top 10 questions that fit your practice (or any others you would substitute) and give them a grade from:

1[Least] to 10 [Most]

Add them up to create a total grade from 1-100. A grade below 70 could mean that you have some adjustments to make.