What if you could build a sales blueprint that not only works, but makes you enjoy selling more?
Sales can become frustrating when you’re relying on a process that doesn’t suit your natural strengths or the way you prefer to work with customers.
In this episode, you’ll learn how to create your own repeatable sales blueprint around three key levers—so you can approach sales with more confidence, consistency, and clarity, even when selling gets tough.
In this episode you’ll discover:
- How to define your approach to speed, including how quickly you engage customers and which communication methods work best for you.
- How to identify the specific ways you create value for customers, whether that’s through price, expertise, simplicity, service, or solving a specific need.
- How to build a process around quoting, follow-up, timeframes, and customer decisions so fewer opportunities fall through the cracks.
Play this episode to build your own speed, value, and process blueprint so you can sell with greater confidence and a repeatable approach that works for you.
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This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.
Episode Transcript:
Ben Wright:
Sales can be so difficult, but thankfully there is a way to simplify selling in your own mind that will help you enjoy the process so much more.
Intro:
Welcome to Trade Sales Made Simple, the show helping seven to eight figure trade, construction and industry leaders finally end the stress of inconsistent sales by simplifying your sales systems so that you can close more deals and grow faster.
I’m your host, Ben Wright and over the last 15 years, I’ve helped hundreds of trade and sales leaders grow their businesses and generate over $200 million in additional revenue by simplifying their sales processes.
Let’s get started.
Ben Wright:
In this episode we’re going to help you build your own sales blueprint by looking at three distinct levers and the end result is expect that you will enjoy sales a little bit more than you do today. Okay, so I’ve been in sales now for about 25 years and without doubt I’ve had moments where I just hate it.
Where I walk into the office I know I need to pick up the phone and make outbound calls, which are never something I enjoy doing at the best of times, but I have moments where I simply cannot bring myself to do it. Moments where I question whether or not I should be in sales as an industry, this is despite 25 years of doing it and having coached thousands of people around the world. I still doubt myself and I still have moments where I simply don’t want to sell.
Thankfully across those 25 years those moments have become fewer and fewer because I’ve developed my own blueprint and that’s my way of selling that I know lands with me, that I can repeat again and again and again and at a very fundamental level I enjoy more than the other versions of selling that I’ve tried. Now that blueprint for me, it’s not about hard selling, it’s not about being slick with objection handling or asking for the perfect clothes, but I have a way of selling that involves speed. I am incredibly fast at getting back to customers and making sure that they have everything they need.
I spend a lot of time around understanding what they want so that I can deliver real value and I have a process that’s very set on repetitive follow up that I know means not many sales fall through the cracks. Now that’s my way of selling, it’s not the only way, but it’s a blueprint that I live by that helps me create more results for more people which leads to in the end more business, more business growth. So there’s a process that we can go through as individuals to work out what our blueprint is and it’s all based around the core three conversion process, the fundamental framework that I run all of my sales activity around which is based on speed, value and process.
So let’s look at these three levers. The first area that I would encourage you to think about your sales blueprint is speed. Are you someone that is super fast in getting back to leads? Are you a fast quoter? Are you great on emails as your priority to get back to customers? Is phone your method where you engage with your customers quickly? Do you use video? Are you someone who promises timeframes around speed to get back to customers and stick to them? Are you a business that takes quite a while to quote but you focus on detail? Or are you a business that will quote really, really quickly to keep momentum moving forward? For you knowing your blueprint around speed, what you stand for, around how quickly you engage with customers and the channels that you engage with them on, so mine is always phone or in person.
That is my absolute preference. For other sales people I work with, they leverage text message really heavily or they use emails and they are all okay in different and varying methods. But knowing your speed and modality, i.e. how you deal and engage with customers is just so critical.
That’s the first area I’d encourage you to look at. The second one comes down to value. So how do you create value for customers? Let’s lead with the one that’s a little bit controversial.
Is it price? I’ve worked with plenty of great operators. There’s one I’ve worked with recently. They are in the carpet and curtains business and they know that the reason they’re in business is because their pricing is sharp.
They don’t have slick follow up methods. They don’t invest heavily into marketing. In fact, even their offices are pretty basic.
So they save all the costs they can in the frills, in the ancillaries and the things that aren’t always important but instead deliver really great price to their customers and that’s okay. Whereas others will create value by getting really clear on what their customers want and finding something that will meet it. Others will create value by having a one stop shop and they can offer anything a customer wants.
Whereas others in turn will create value by being very, very good at one specific thing, one specific type of build, one specific type of pool such as ionised water, for example. By knowing exactly how you create value and for me I create that value by making sure I get really, really clear on what a customer wants, specifically around the services which are generally limited that our business offers. Because as soon as I know what the value is and what their life looks like when we can unlock that value, then we’re heading in exactly the same direction and it becomes far easier to work through to a solution.
So value is the second lever there to look at in creating your own sales blueprint. And the last but not least is what’s your process? Are you someone who quotes quickly? Are you someone who quotes a very simple approach so you provide not a huge amount of detail to customers but you talk through with them exactly what you’re going to do for them? Are you someone who quotes in detail and huge amounts of documentation and data that goes with that? Are you someone who instead of quoting in a lot of detail actually leverages a huge number of case studies or social proof? Do you reference people to certain literature? Do you have lots and lots of backup literature or marketing materials? Do you play a long game and work with customers over a 6 to 12-month period rather than short-term deals? Or in turn, do you look to close out deals within a few days? Whatever your process is, by understanding the key things that you do and in my case, I will generally work with people around their time frames but I’ll get clear on what those time frames are before we start. So we agree on when we’re going to make the decision by before we even get into the quoting process so that I can have really clear conversations with the customer when that time comes along.
The second part of my process is that I’m very, very particular about follow-up. I don’t let leads drop until I get a yes or a no and I use a process around taking notes. HubSpot has always been my main CRM.
We use GHL a lot also but I’m very particular in using notes and setting up tasks to be following through with those customers. So by knowing your blueprint, what happens is that you can turn up to work each and every day with some confidence that what you do works. Now of course, you’ll tweak that and you’ll improve that and you’ll iterate it but by building out a blueprint that not only works but is one you also enjoy, it just makes it so much easier to turn up when sales gets tough.
And for me, as I’ve shared before, sales can often be tough. There are so many times across my career when it has been difficult but by having this blueprint there and set, it’s really helped me sail through those harder times. So as we roll out of today, the things I’d really like you to think about is what part of selling is your blueprint? What defines you? What are the things you live by? Grab your notebook, grab a post-it note, write it down and then stick it to the bottom of your computer screen.
Put it somewhere in your car, leave it in your home office, whatever it may be. Think about those parts of selling that define you and then add to them through the speed, value and process lens. Because if you’re like most salespeople, you go through really difficult times.
Selling is not easy and in fact, if you’re someone that right now is thinking, oh my God, I’m just not closing enough deals, I’m not growing fast enough, this is harder than it needs to be, well, you’re definitely not alone. It’s super frustrating, it can be really stressful and for me, I remember those times because I’m often not present at home when dinner’s on the table, I don’t engage with the family. Good news is we’ve got a terrific sales and marketing workshop.
I’m partnering with someone who is just amazing at what they do. This workshop is launching very, very soon. We’re weeks away from this happening.
It is going to be invite only for the first cohort. So if you’d like to be told when it’s coming out, just go to the show notes, click on the link and we’ll let you know as soon as it’s ready. Other than that, please keep thinking about how you can be 1% better each and every day because it does make all the difference.
Bye for now.