MBA941 Your 3-Step Sales Process

Sierra has all the best active and outdoor brands for the super athletic stuff like running gear for cruising up the trail Woo and the super athletish stuff like fishing gear for chillin by the creek. Nice cast fitness apparel to push for higher reps. You got this and golf balls priced so you can afford to lose one or a few. Head to sieraorciera.com for the brands you want at the prices that let you do it all. From athletic to athletish. Sierra's got it Ready to save on.

New Tech it's time for Dell Tech Day's annual sales event celebrating our customers with fantastic deals and benefits. Perks include Dell Rewards, free shipping, premium Support and more. PCs like the Dell 14 with Intel Core Ultra processors will help you do more faster and with a premium suite of monitors and accessories, you can upgrade your whole setup with amazing savings. Visit Dell.com deals.

Hey O welcome to the Hundred Dollar MBA Show A Better Business in about the same time it takes to make a sandwich with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of the Hundred Dollar MBA A to complete business training and community online over at 100mba.net in today's episode you will learn your three step sales process. Whether you're selling things in person, online, products or services, physical goods, digital goods, whatever it is, you have to have a sales process. You got to be able to take somebody that doesn't know anything about you all the way to the point where they become a customer. What does that process look like? So no matter what you sell or how you sell it, this process, this three step process is is your outline. It's your template to knowing exactly how the sale goes through. A lot of you are going to have a sigh of relief after today's episode because it's going to just allow you to understand how this all happens. How to actually make sure you know what you have to do to make a sale. I know this sounds very fundamental, but a lot of people don't cover this and it's really important to know what it takes to actually take a prospect to an interested buyer to an actual customer. I'll to walk you through each three steps. I'm going to give you examples whether you're online, offline, physical business, physical products, digital products, it doesn't matter. This process applies to all types of businesses. Then I'm going to wrap it up in a nice bow to show you how it all works. Together we got a lot to cover. So let's get into it. Let's get down to business. So today I'm going to walk you through the three steps to any sale, your sales process. And for the sake of simplicity, I'm going to give you a very simple example of a business so we can walk through each step with that business. Let's say for example, I'm starting a business called Tasty Teas where I sell on my website high quality teas. Whether it's black tea, chamomile, herbal, caffeinated, non caffeinated. I got all the teas guys. But as good as my teas are, they're not just gonna sell themselves. I gotta have a sales process. And the first step of the sales process, step one is to connect and to qualify. Connect basically means greeting your customer, saying hello. So let's just imagine I have a table at a flea market and I'm selling my tasty teas and somebod walks by my booth. Connect just says good morning or good afternoon. It's just saying hi. It's just connecting with somebody, greeting them. And you could do this over email if you have an online business. The second part of this is to qualify is to find out if this person is qualified to buy your product. Not everybody is right for your product. You want to filter out people that are not a good fit. You want to get the people that are perfect fit so you can concentrate your efforts on the right people. So how do you qualify somebody for my company for my product, Tasty Teas? Well, it's simple. People that drink tea, right? There are people that don't drink tea, there's people that prefer coffee, there's people that for some reason don't like the taste of tea, whatever. So connected, qualified, be like, hey, good afternoon, do you enjoy great tea? I'm qualifying. I want to find out if this person drinks tea. Yeah, I do. Great. They are qualified, they drink tea. They will be interested in what you have to offer. And this is a very simplistic example. But you have to apply, connect and qualify to whatever you sell, whether it's online or offline, physical, digital, doesn't matter. Now the reason why we do step one again is to make sure there's a product customer fit. People that hate T are not my customer, right? I don't want them. I don't want to have them even waste my time, right? I don't want to have to deal with somebody who doesn't like what I have to offer. Makes total sense, right? But often we market and we sell to every single person with a pulse. So connecting, qualify is very important. And you can connect and qualify on a website with a headline asking a question. So for example, with our webinar software, I can ask a question like, do you want to grow your business with webinars? But overwhelmed with the technology, they say yes, keep reading, this is the site for you. If not, they're going to leave. You get the point. Now, when you're connecting and qualifying, I really, really highly recommend you give them something to consume while you're moving on to step two. So if I'm at my stand at the flea market, I'm going to give them a free sample, I'm going to give them a little cup of tea and hey, try my tea, it's absolutely free. I would love to hear what you think. People love giving their opinion. And you can say, hey, this flavor, this is this flavor, this is caffeinated, non caffeinated. And you offer the tea. Now while they're enjoying the tea. You can move on to step two. Now you could do this online, of course, if you have an online business, give them something for free, like a guide, like an ebook, like a course. And then when they sign up for that guy with their email, you can send them an email asking them, what do you think? Has this course helped you? Did you find what you're looking for? And then you can move on to step two while they're consuming that course or that free content. Step two is needs assessment. You need to understand why they need your product or why they would want to buy your product so you can be able to close the sale based on what they need. This is so important. A lot of us, we just close every sale the same way, regardless of the person that is in front of you or in your inbox for that matter. Let's go back to the flea market. They're enjoying their tasty tea and now I'm moving on to step two and I want to find out their needs so I can close in that way. So I'm going to ask questions to find out what they don't like and what they like about their current situation or their current experience with tea. So I can ask questions like what do you love about drinking tea? Or what do you look for when you're buying tea? What types of tea do you like? Do you like exotic teas? Do you like teas from different countries? Are you a Lipton guy where you just like the tried and true tea bag, like $3 for 100 tea bags. You need to find out their needs because then you can cater the clothes to them. So, for example, if they say, yeah, I want to get into teas, but I haven't been really adventurous, so you could say to them, hey, do you like green tea? Yeah, I love green tea. Well, we have this great Moroccan mint tea. You could try it right here. And it's a good exotic tea that you can start with. It's like, not that crazy. Now you fulfill that need. They want to try something new, but they haven't really been that adventurous. So you're giving them something that's, you know, a little bit outside what they're normally used to, and you're giving them a chance to try it out. So you see how you're asking questions to find out how you can close the sale. Same thing with an online business. You ask questions on email, you ask questions on a webinar. Find out what they're struggling with and show them how your product or service can solve that problem, that specific problem. Instead of listing all the features that your product has, only focus on the features or the benefits that solve their needs. When you don't do this, what happens is you create a sense of overwhelm for the customer. So let's go back to the flea market. Let's say, I didn't do needs assessment and they're drinking their tea. And while they're drinking their tea, I'm just like, hey, we have this tea and that tea and Moroccan tea and Australian tea and this, that and the other. And this is the prices for this and this is the bundle offer for that. And these are the different kinds of boxes and this is the tins they come in. They're like, whoa, whoa, whoa, whoa. Thanks. I'm just going to take the tea and walk away. It's just too much. Yes, you offer all these great things. Yes, your tea does all these wonderful things for them. But what you want to do is really just focus on what they need and show them how you can help them out with your product. This happens on. People get overwhelmed, too much information. This is especially an issue, or it's more of a prevalent issue online, because a lot of people do a lot of research online. They Google and they look at your competitors and they're taking down notes and they're finding out which one is better. And it just gets so confusing sometimes. So what you want to do is just focus on their needs. And that's why you have to have a dialogue. That's why it's great to do some sort of conversation with them. Whether it's over email, whether it's with a sales call, whether it's on a webinar, you know, invite them to a live webinar and you can run a workshop and answer all their questions and find out what their needs are. Ask them, what are you struggling with, you know, what do you like about your current situation, your current solution, what are your goals? And show them how you can reach those goals, how you can help them out with your product right on the webinar. It's so much better. It's so much easier for the customer to say, yes, this is a no brainer. I want this product. This is going to help me because I said I had these problems, showed me how I could solve these problems. So in step one, we connected and qualified. In step two, find out their needs. We had needs assessments and we closed based on the needs assessment. Step three, follow up. Now, a lot of people do not follow up their customers and they lose out on a lot of sales. Most sales are not done then and there. In the sales industry this is called a spot delivery. This means you're actually delivering the product and you're actually making the sale the moment they're on the sales floor, when the customer's on the sales floor. And it's known in the sales world that spot deliveries are not easy, especially for high ticket items. You're selling something for $5 a lot easier, but you can make a lot more money. You're leaving a lot of money on the table when you don't have a follow up sequence. So you have to have a way to capture their information. Whether you're getting their email address through an online form, opt in on your website or you have them jotted down on a piece of paper or on an iPad. If you're at that flea market, incentivize them for signing up. Say, hey, I want to send you a free sample or more information or some great tips on how to infuse your tea. And now that you have your contact information, you can follow up with them and tell them, hey, by the way, these are the different deals, these are the different ways we can help suit your needs. Some people need more time. A lot of people need more time to make a decision on a sale, especially big ticket items, expensive products. Now I would do this regardless if they purchase or not. So if I'm at that flea market and they buy that Moroccan tea, I'm going to ask them, hey, sign up on my iPad, I'm going to give you some great tips on how to infuse this tea properly. It's going to go straight to your email and even though they bought, I can follow up with them later on and say hey, we got a special going on this. We have a monthly club that you can sign up. Here's a coupon code and of course I want to do this. If they don't buy, follow up is so important. Whether they don't buy on your email sequence or on your webinar or whatever it is, you have to remind them that you're around and remind them of how you solve their problem. Give them some sort of time sensitive offer whether it's a coupon code or a special deal. Follow up, Follow up Follow up is so important. So make sure you include follow up in your sales process.

ClickUp just solved AI's biggest problem and it's saving 4 million teams from productivity loss every day. Unlike ChatGPT and other AI tools, ClickUp converges all your work into one platform so your AI super agents have full context to prioritize tasks, execute workflows and draft documents instantly. Teams using ClickUp finish work 30% faster and cut meetings in half. Try ClickUp for free today and get 15% off AI upgrades@ClickUp.com podcast that's C-I C K-U-P.com podcast what do the steam engine, electricity and AI have in common? These technologies not only change how we work, but they can transform entire economies. I'm Stephanie Huang, host of where the Internet Lives, a podcast from Google and Latitude Studios about the unseen world of data centers. Explore how data centers are unlocking growth in every sector of the economy. From agriculture to medicine to manufacturing, data centers are powering a new era of AI innovation. Listen to where the Internet lives wherever you get your podcasts.

So step one, we connected and qualified. Step two, we did a needs assessment so we can close based on those needs. Step three, we have a follow up sequence. Some way to follow up with our customers, our potential customers, so we can incentivize them and remind them why we can be a good fit for them. Now what if they don't buy after all that? That's okay. Keep nurturing them on your email list. Keep giving them great information, great content. Sometimes people need an occasion to buy. Maybe they want to buy this tea for a friend of theirs on Christmas and right now it's March. If you stay in touch and continue to give them value, when they're ready to buy, they're going to come back to you and not shop around. You want to be the authority in their head for this product, for this market, you got to be like their expert, their consultant. Don't give up hope. Don't just say, wow, these people are never going to buy. Keep nurturing them on your email list with great content. This is why it's so important to have a content creation process and to continue to, you know, have new blog posts, new videos, new podcast episodes, whatever you do, and a reason for them to actually, actually communicate with you. Creating content on a regular basis gives you a reason to connect with them, continue to send them emails, and to nurture them. Thank you so much for listening to the $100 MBA show. If you love today's episode, if you love any of our episodes, leave us an iTunes rating and review. We read every single review. And by leaving a review, you help other people learn more about the show so they could subscribe, too. Also, everybody who leaves us a rating and review enters our weekly random draw to win a free ride to one of our programs. This week. This month, we're giving away free rides to easy course, a $500 course on how to create an online course. If you leave us a rating review, you enter our weekly random draw and can win a free ride. All right, that's it for me today, guys. But before I go, I want to leave you with this. With technology today, you don't have to have master sales skills to have a great sales process. You can do this all with email, automate it, and refine it as you go. I know a lot of introverted people that have a great sales process via email. So technology is your friend when it comes to sales. But make sure you have these three steps, this process in place, whether you're doing it via email or in person. All right, that's it for me today. But tomorrow we have a very important episode. Some might call this controversial, but I think it's really important for me to address this. And it's the biggest lie in business. I really believe that this has been perpetuated over and over and over in the business world, and it needs to stop. And I'm going to clear this up tomorrow. I'm going to show you what I believe this biggest lie is and why it's a lie and why you shouldn't fall into that trap and why, most importantly, you shouldn't perpetuate this lie with your business model. All right, we'll get into it in tomorrow's episode. I'll see you then. Take care.

At Strayer University we help students like you go from Is it possible? To Anything is possible by offering access to up to 10 no cost gen Ed courses so you can reach your goals affordably and fast. Visit Strayer. Edu to learn more. No cost Gen eds Provided by Strayer University affiliate sofia. Eligibility rules apply. Connect with us for details. Strayer University is certified to operate in Virginia by Chev and has many campuses, including at 2121 15th Street north in Arlington, Virginia.