There are approximately 291,091,875,345,3000 sales tactics out there. And guess what? I bet you each and every one has the capability to work. Yep, that’s right!
Why? Well, we’ve discovered that it’s not about which sales tactics you use. It’s actually the process that makes a particular sales tactic a success or a failure.
Why Sales Tactics Are a Load of Crap
Now before you get all hot and bothered about the way I’m talking about sales tactics, let me clarify.
I’m not actually saying that using sales tactics is wrong. I also don’t really believe that they’re all crap.
With that said… yes. Some sales tactics are crappy and don’t work. But most of the sales tactics that exist in the world today are actually pretty awesome. And they DO work. But only when paired with a process. And that’s what I’d like to share more on today.
Making a Mountain of Success Out of CRAP
I’m having a little too much fun with the word crap today—but before you get grossed out, just know that it’s for a purpose! You see I’ve put together a little acronym to describe the best way to take those sales tactics and make them work.
Without a plan and a process, even the best sales tactics can fail. Some sales tactics that we really love here at CFS are included in the following books:
- The Challenger Sale by Matthew Dixon and Brent Adamson
- SPIN Selling by Neil Rackham
- High-Profit Prospecting by Mark Hunter
- The Psychology of Selling by Brian Tracy
- Fanatical Prospecting by Jeb Blount
And of course, I have to include our very own sales tactic for following up via email: Discovering High Performance with DEAL.
Re-Focusing Our Sales Tactics
So how do we make a mountain of success out of CRAP? It’s actually pretty simple. Take your favorite sales tactics and create a process. Here’s out this can be broken down:
C – Create the process
R – Review the process
A – Adjust the process
P – Practice, practice, practice
Create the Process
The first step is of course creating the process. This is how you will determine the success of your sales tactic (or sales tactics).
Need help creating a sales process? We’ve got you covered on this one too! Click here or on the image below to download a copy of our eBook: Building a Sales Process for Repeatable Success.
Review the Process
After you’ve created your process and started using it, you’ll need to review it. In High-Profit Prospecting, Mark Hunter recommends reviewing your processes at 30, 60, and 90 days.
A rule of thumb here at CFS is to allow a given sales process to run its course to completion, then assess it. Some of our processes are 6 weeks, some are 90 days, and others are set at 6 months. This means that we don’t give up if we haven’t seen results after 3 weeks for a 6-week process. It means that we allow it to run its course first, then we analyze and move to the next step.
Adjust the Process
After you’ve given a process time to work its magic, the next step is adjusting the process.
Maybe the sales tactics you chose to focus on this quarter worked perfectly and no adjustments are needed. Or maybe the results were less than favorable. Either way, take some time to assess the process you’ve put in place. Then, adjust as needed.
Practice, Practice, Practice
They say that practice makes perfect. And in sales, this is certainly true! It’s all about creating processes that work and repeating, over and over.
Now, it’s time to get going! Let’s turn those sales tactics into mountains of successful crap!
Need help tracking your load of processes? Grab a copy of our free eBook: Creating & Managing a Sales PlayBook.