The Sales Process

The Sales Process: Getting the Money

In every organization, there is a person (or persons) responsible for bringing the money through the door.

In a church, this person might be the pastor. In a non-profit, it might be the Executive Director or Development Director.  In a small business, it might be the business owner, and in larger businesses, it might be a sales person or sales team.

Regardless of the business or organization, the “getting of money” is critical.  No church or non-profit can survive without contributions.  No business can survive without customers. And no money can be generated consistently without a specific process for doing that.

This specific process of getting money is what we refer to as The Sales Process.

Naturally, religious institutions and non-profit organizations would never think of what they do in terms of a sales process. But from a purely functional standpoint, any voluntary exchange of value is essentially a sale.

  • People buy iPads because they want the iPad more than they want the money it cost to buy one.
  • People give their money to non-profits because they want the experience of supporting the organization more than they want the money they are contributing.
  • People give their money to religious institutions because they feel better about giving the money than keeping the money.

In every case, if the person desired the money more than the product or the experience of giving, no “sale” would be made and no money would exchange hands.  So practically speaking, everyone sells.

But not everyone sells well.  And The Sales Process is designed to fix that.

What types of clients or customers are you interested in attracting with your sales process? Start a dialogue in the box below.

19 Comments

  • William botte

    Reply Reply July 9, 2014

    We are looking for investors to manage their capital

    • David Blaise

      Reply Reply July 9, 2014

      Excellent, William! Does your current sales process allow you to attract, qualify and convert the number of investors you would like to convert? Where would you say are the biggest gaps in your current sales process? Finding them, converting them or retaining them?

  • William botte

    Reply Reply July 10, 2014

    My ratio has been the best for every 15 guys I get 1 account. I was looking for a better ratio

    • David Blaise

      Reply Reply July 11, 2014

      OK, so we’re looking at a conversion issue then. If we could help you to close 2 or 3 out of 15, rather than 1 out of 15, you have effectively doubled or tripled your sales, all other factors being equal. Let’s connect offline to see if or how we can help. Give us a call toll-free at 1-800-494-2721 to schedule a complimentary needs analysis. If we can help, we’ll tell you that. If we can’t, we’ll tell you that, too. I’ll look forward to talking with you, William!

  • matthew

    Reply Reply July 10, 2014

    I have a very broad target market we are looking for someone who lives somewhere and is employed, or generating some sort of income. Between ages of 18-??? (Still functioning above average with independence). I can’t lose that seems like 70percent of america

    • David Blaise

      Reply Reply July 11, 2014

      Sounds like you’re targeting opportunity seekers, Matthew. People with an income who want to have, do and be more. Where would you say is the biggest gap in your current process? Is it finding the right people or getting them to commit?

  • Omid

    Reply Reply July 15, 2014

    I’m looking for people who want to raise their lives standards.Who wants to live aligned with their life purpose, Happy, fulfilled and simultaneously live in peace.

    • David Blaise

      Reply Reply July 17, 2014

      So actually, Omid, you’re looking for people who are not yet content with their life’s standards, who don’t yet feel aligned with their life purpose and who are not yet happy, fulfilled or living peacefully. The reason I point out the difference is that your messaging and results will be dramatically different if you speak to what they don’t yet have vs. what they may like to have in the future. Are you targeting your clients online?

  • Jesse Ray Michaels

    Reply Reply July 15, 2014

    We look for businesses who are being over charged on their credit processing.

    • David Blaise

      Reply Reply July 17, 2014

      Probably a lot of those! How are you currently targeting them, Jesse?

      • Jesse

        Reply Reply December 21, 2014

        Through cold calls and door to door. Neither one seems to work better than the other.

  • Marvin

    Reply Reply July 16, 2014

    I want to attract clients that are looking to restore their overall health

  • Anthony

    Reply Reply July 16, 2014

    I sell advertising to small to medium size businesses that want to reach the consumer with a money saving offer.

    • David Blaise

      Reply Reply July 17, 2014

      Is that done locally, regionally or nationally, Anthony?

  • Darren Hopman

    Reply Reply July 18, 2014

    I sell printing services in a 75 mile radius around Casper, WY. I mainly visit business in the area to offer our printing. I’m always looking for ways to improve sales

    • David Blaise

      Reply Reply October 25, 2018

      If you haven’t yet done so, I’d recommend you check out my video workshop series on How to Create Top of Mind Awareness and Dominate Your Market. You can register here for free.

  • Keith Flowers

    Reply Reply October 25, 2018

    I am working for a company, selling to people that have little money,. my products are educational, we offer 299-30k programs. I came from a company that the clients were much more sophisticated and financially able. I seem to be in a rut, i don,t really know how to communicate with these people. Not that i am rich, but my experiences are getting in the way, what can i reference, or do to gain control. I sell with a needs based approach. some how its not working for me.
    thanks

    • David Blaise

      Reply Reply October 25, 2018

      Hi Keith, I suppose my first question for you is about “selling to people that have little money.” Do you mean the market you’re targeting has little money or do you mean the people you’re reaching within the market have little money? Because if the market you’re targeting doesn’t have the money, then it’s not really a communication issue.

      If you haven’t yet registered to get my free video on How to Turn Total Strangers into Paying Clients, I’d recommend you start with that. It outlines the MVPs of Marketing and Sales, which will explain why, even though the question you’re asking relates to the M (or messaging) part of the equation, the problem you’re having may be more related to the P (people or prospects) you’re targeting. You can register to get that in the box at the top right side of this page.

      We also have a free video series on How to Create Top of Mind Awareness and Dominate Your Market that you might find that helpful. You can access that here.

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