“Write it down into stages and actions and what to do, so someone could read it and be able to repeat it.” – David Weiss in today’s Tip 1673
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:
David Weiss: Hey, everyone. This is David Weiss coming at you with a tip of the day. I work with startups all the time, and one of the top reasons why startups fail to scale and grow fast enough and onboard and rant people, it all comes down to the documentation of the process. They haven’t been able to take what’s in the founder’s head, or the top seller’s head, or someone’s head and actually write it down into stages and actions and what to do, so someone could read it and be able to repeat it. One of my big tips is you need to do that.
So if you haven’t figured out what persona-based discovery questions should I ask in a first meeting, or what really is my value prop? And how do I contrast that with differentiators? Not my people and culture, and all the things that everyone else says, but actually thought about it. What really makes us different and highlighted those things? Have I created messaging that I can use and put in lots of different places from the website to omnichannel prospecting? Have I figured out what are my main objections and why do I get them? And how do I stop from getting them in the first place? And when I get them, what’s the framework to overcome those objections?
If you haven’t thought about all these different things and actually taking the time to write them out and document them, it is one of the main reasons why you are probably struggling to hire and scale your business. But you because you can’t onboard people into a repeatable process. I’ll also say for the sellers listening to this, if you haven’t done this for yourself, if you haven’t actually thought through, what is my personal value prop when I am talking to clients? Not what Mark, he told me, but really. And what are the questions I ask to create need and build a business case? And who do I sell to? And what problems do we uniquely solve for them? And how do I position that to all my different types of buyers?
If you haven’t taken the time to think through all of those things, and your company hasn’t, write them and do them for yourselves. It’s one of the key things you’re going to find that helps you create repeatable emotions and grow faster is actually thinking through all of this. So if you haven’t taken the time to do it, I recommend it. And if you need help, that’s what the Sales Collective does. That’s what I do. I help people build these processes and document them so they can actually scale their business. So if I can help you, please reach out. I’m happy to. Thanks for listening.
Scott Ingram: For links to connect with David and The Sales Collective, just click over to DailySales.Tips/1673. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!