Wed, 18 September 2019
Sales From The Street: "The Heart Flow Sales Process"
Sales is a process and every salesperson has to master the heart flow sales process before expecting results.
Janet Clark’s company, The Freedom Shift, is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult.
Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. It was only five years ago that she started selling high-ticket transformation programs for top-level coaches and consultants.
B2B selling and transformational selling
In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money. Their decision is still laced with emotion but it’s more of making the right decisions so as not to lose their jobs.
In transformational selling, a coach or consultant is selling to a company owner who makes a decision to invest in himself to reach a new level of personal growth. A coach or consultant talks to a person who spends his own money. There are a lot of emotions involved in making the decisions of doing high-ticket investments yourself .
The key to connect with people is to reach them from the heart, hence the heart flow sales process. Every letter in the word Heart Flow stands for one of the steps in the sales process.
Factors to consider
Two things need to happen before someone invests in a high-ticket program. Number one, the prospect has to know that the program works. They need to feel a level of trust in the person delivering the program. The second factor is for the prospect to consider whether the program will work for him.
Marketing and the qualifying piece answer that question. Talking to the prospect about the program and how good it is alone wouldn’t result in a closed deal unless the conversation goes deeper and they figure out where their fear is coming from.
The Heart flow process is not hardcore selling and it’s not manipulative.
Most people need a push and not manipulation. Sometimes, they need to borrow the confidence of the salesperson in order to make big decisions. There is a fine line between being confident and pushing somebody a little beyond their comfort zone and doing something manipulative.
People who make investments need to see results and they won’t get the results they want when you bring them in the program in a coercive way.
Heart Flow is divided into three sections and as mentioned earlier, every letter stands for a step in the process.
Hello is the greeting. It’s when you sit with your clients and figure out who they are. This is where you build rapport. Next, is to explain how the call is going to go. Set the stage right away and do an agenda before the call. It is important to take the prospects through the process in order to steer them in the right direction.
Ask, because fact-finding and interviewing are two important parts of the sales process. Learn to ask the right questions and the typical objections in the program you are selling. When you realize that the person is not a qualified prospect, you go to the next section.
Recap the things that they’ve said to ensure that they know you’re listening and absorbing the information they gave you.
Teach is the transition point where you start giving them some information. It’s important to teach them something that they’re not aware of and give them that eureka moment. Teaching them little things that they don’t know or might have known in a way that is an Aha! Moment.
The next section is Flow.
Feeling is asking them how they feel about what you’ve said. This step makes them reflect on the things you’ve said and respond accordingly. This brings you to the next section, layout the offer.
This is where you explain to them that what you just taught them (in the Teach step) is incorporated in this program. Layout to them the elements and the components that make the program work. It’s more of the benefits and results of the program rather than the times of the day you’re going to do the coaching calls.
Own the silence and don’t make the mistake of owning the talk after you’ve laid the offer. It’s important to mute yourself and let them come up with what they’re thinking.
The last step is to wrap it up. Answer their questions and move forward into getting them into the program.
There is science to the sales process and a way that it needs to flow.
There’s also an art to sales so that every person brings their own artistic way of doing the process.
The heart flow sales process allows you to be creative but still keep the process flowing so that you can stay on track.
Refrain from reading a sales script and do it in a natural format but in a guided way.
Sales should be a normal conversation with people where you’re helping them through the process of making a decision. #SalesHacks
“Sales From The Street: The Heart Flow Sales Process" episode resources
As a salesperson, make sure that you’re doing this for the right reason and not just to make a commission.
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