The Ultimate Business Tune Up by Rich Allen;

Author:Rich, Allen; [Rich Allen]
Language: eng
Format: epub
Publisher: Morgan James Publishing
Published: 2017-08-15T00:00:00+00:00

WHAT TO KEEP IN MIND WHEN CHOOSING YOUR METHODOLOGY

As I’ve said already, it’s not important to use the methodologies I use as examples. All that’s important is that you have some methodology that works the way you need it to.

I’ve found that thinking in terms of a series of measurable and repeatable steps helps to get an idea of how well folks are moving from one step in the process to another. If you do this, you can find out exactly where people fall off the ladder, so you know which step in the process needs to be fixed. So being able to measure each step is crucial, which means your process must be repeatable, so any problem can be identified and corrected.

As you put this together, there will be steps that you think are very important, but they will turn out not to be so important after all. Having a methodology that focuses on individual steps will make identifying any that are not as compelling as you might think easy to do. The goal here is giving you data, not a gut feeling, from which to make your decisions.

Once you find a methodology that works for you, you’ll eventually be able to improve it or roll your own. That’s what we’re all about here—building a business with a solid enough sales vacuum that anyone can use it to convert a prospect into a customer. The only way to accomplish this is with a defined, repeatable process.

This will be extremely helpful for your sales team. It will let them know you want them to educate prospects first and then appropriately ask for the business through a series of steps that comfortably takes a person to the point where they say, “Wow, you are definitely who I want to do business with!”

This is a critical component on the front wheel of your bike, where the rubber meets the road. If your business is ever going to go anywhere, you need good traction in your ability to win new customers.

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