Matt, a seven-figure commission earner, breaks down why your sales aren't closing. He walks through how to analyze your funnel, qualify leads properly, and spot the exact weak points killing your numbers.
Hey guys, what's up? Matt here. Welcome to the episode. Today what I'm going to be going over and talking specifically to people who have somewhat higher ticket or maybe more complex selling environments. I'm going to teach you how to problem solve your numbers really quick. Okay? It might be your sales, it might be a process, it might be there might be something going wrong in your sales that's resulting in an outcome where you don't get enough. So, all right, guys, make sure you stay tuned, watch all the way to the end, make sure you like, subscribe, hit notification bell, all that kind of good stuff and I'll see you on the other side. There's a couple different things you need to whenever you're problem solving sales. So I go into sales teams a lot. I talk to them. Okay. And I'm always trying to figure out, is it, is it the closer, is it, is it the process, is it the marketing? Something's going wrong. Some business owners come to me and say, our sales team's terrible, they're closing at 15% or whatever. And I go, okay, well let me listen to some of the calls now. Sometimes those calls are really bad, sometimes they're good. And I have to go back to them and say, yes, I think it's your sales team, yes, I think it's your marketing, or yes, I think it's your process, or I think it's a combination of all of them. And I have to go through a process of elimination. But as a salesperson, as a business owner, there are a couple of things that you can do to really shorten that down. First of all is have a look at the process. Okay. If you're getting lots of volume in, but it's not, it's not producing that many sales. You need to have a look at, okay, that front end volume, Are we triaging? Are we going straight to sale? If we're selling something for $15,000, okay. And we're just going straight from DMS or straight from like a webinar straight into an hour long sales call. That's not a very efficient means to do that. Okay. It also doesn't give us very much feedback from a marketing. So I would put in a triage, put in a 15 minute unemotional core that's going to allow us to really see and dictate what the quality of people coming through that funnel is. Then it's like, okay, what's the qualification level? The people who go from the webinar to the triage, from the triage of the Sales call and from the sales call to the actual close. So then we might have a high ticket and a low ticket. Now I would spread that out and I would go to here's a link for the high ticket, here's link for the low ticket. Of the hundred people who come off the webinar and book a call, okay, 42 of them are not qualified to go anywhere. They're just not in the realm of possibility of selling whatever the metrics that you put in there are. And then 22 of them go this way and 32 of them go this way. Right. That way we can kind of track the efficacy of what we're doing, not only from a marketing perspective, so we can have a look at the pure quality coming in, because that's an unemotional metric. But then also is our funnel producing more high ticket or low ticket sales? Okay. And how many people do have on that webinar in order to get them to book? Any people need to book in order to shop, show up in order to be qualified. Qualified to sales call, shop to sales call, and then how many people are we actually selling? Those are how you break down all the metrics in the key key to really refining your process is having a look at the weakest point in the chain. Now sometimes it's a good idea to add more links to the chain so then you can tease it out and figure out which one's broken. If you only have two links, but like part of this link is broken and part of that link is broken, it's very difficult to see where the structure of weak points are. So add links, add some friction to your sales process, potentially lower your sales for that month. Fix the process so you can scale it back out, knowing where the good things are in your business and where the bad things are in the front end of your business. So if you want me to do some more in depth stuff on this, okay, then what I want you to do is comment in depth sales process down below. And I am compiling all the videos that I have to do from all those comments that people have been putting down there. But we can really tease that out. It's a very, very in depth subject is to be able to figure out exactly where the sales process is going right where it's going wrong. But if you just tease it out and think about it in a logical and put in some unemotional stopgaps there, then you'll be able to figure out exactly where you're going right and where you're going wrong. Then you just fix the lowest performing metric. All right, guys, I hope that was help. I hope that kind of helps you get to where you want to go. If you find this kind of content useful, make sure you comment down below. Let me know your feedback. If you need to go onto our website, it's sales sniper.net there's a whole bunch of free resources there and we always have the closing code Facebook group, which is a great free resource where everyone can come in, get some sales training, and have some good quality sales banter. So join that if you want. The link will be in the description. All right, guys, I look forward to seeing you on the side. Have a good day. Bye and.
