Topic intro: Scaling your sales team of 1
Who are we talking to about this topic?
Entrepreneurs
Solopreneurs
Small business owners
Technologists
Innovators
“There’s only so much you can do on your own.” -M
Becoming more efficient instead if cloning yourself
“Turn your sales cycle into an automated machine using funnels” -B
Brad begins sketching the sales process
“We don’t do fancy, we do sketchy” -M
You need a sales process
“You probably have a sales process, even if you haven’t documented it.” -B
Sales process
(Circular sales process 1-5 that repeats)
1. Lead/referral
2. Approach
“How can I help you?”
“What value can I bring?”
3. Factfinder
4. Proposal/solution
5. Close/make the sale
Run the wheel over and over again
“If you run the activity, you will get closes” -B
“Even bad salespeople find success using the sales wheel through sheer hustle and grind” -B
How to go to the next step
“Grind beats skill, given enough time” -M
“Typically, there is a better way” -B
If new to sales, building your sales process should be your number one priority
You need a general understanding of how your sales process works
“Without a sales process, you have no foundation” -M
Growing vs. Scaling
You, as one person, are only able to grow so much
Only have so many hours
Only have the resources at your disposal
You’re able to grow and scale with repeatable processes
Without a sales process, “you cannot scale, period.” -M
“Without your foundation, your ability to scale is zero or approaching” -M
Take your proposals and figure out how to sell them individually as your offer
First part of setting up your funnel
Turn your sales process into a linear function instead of a cyclical one
Getting your leads are the top of the funnel
Same steps:
1. Lead
2. Approve
3. Qualify them
4. Offer
5. Close
“Funnels are simple if you reframe how you look at it” -B
“If you’re missing a personal connection when using funnels, get out a camera” -B
Use the fact finder as the center point to build out your offer
“Without salespeople, your business probably doesn’t exist” -B
Sales cycle → Sales Funnel → Automation
The tough part of the sales process is asking people for their money
Multiple funnels with different offers is how you clone yourself
“Sales funnels don’t fix your problems overnight” -B
1. Marketing is the shifting of one’s beliefs
2. Sales is rapport building and objection handling
3. Closing is the rationalization on why someone needs to purchase right now
1 and 2 can be done by the funnel
Manual first
Find repetitive steps
Find a way to automate them
