Part 4 of 5 (Double Feature)
Enhancing Client Comfort with Structured Sales Processes
Learn the Pros & Cons of the ‘Stiff Collar Steve’ and ‘Two-Step Sally’ Approaches.
Dear Fellow Practitioners,
Thank you for your insightful feedback on our last video about the challenges of the “Wing-It” unstructured sales process.
Building on that, this next video in our series explores a more structured approach to sales, specifically the use of pre-meeting questionnaires.
Why Pre-Meeting Questionnaires?
I firmly believe in the effectiveness of pre-meeting questionnaires, especially when they are thoughtfully designed to enhance client comfort right from the start.
However, it’s crucial to implement them correctly to avoid the pitfalls that some practitioners fall into.
Avoiding Common Pitfalls
Unfortunately, instances like those exemplified by “Stiff Collar Steve’s” rigid “You need to do it my way” approach in the sales conversation often leads to complications during client fulfillment.
And the disconnect can widen when one team member handles the intake and another concludes the sale – a process we refer to as the “Two-Step Sally” approach.
What Will You Learn?
- Spending time with someone is one of the most straightforward demonstrations of value and respect. It signals to the other person that they are important enough for you to prioritize over other commitments.
- In today's fast-paced world, where time is often considered a scarce commodity, choosing to spend it with someone can be a powerful testament to their importance in your life.
- This investment of time allows for shared experiences, the development of inside jokes, the sharing of personal stories, and the creation of memories, all of which are foundational building blocks of trust.
However, my experience with hundreds of practitioners like Wanda and Paula has highlighted a common challenge: this laid-back approach can often complicate the fulfillment part of their business.
In this video, we dive into why these complications happen and explore how a little structure can significantly enhance both client satisfaction and business outcomes.
We Value Your Feedback
After viewing this video, I would deeply appreciate hearing your thoughts.
Your perspectives are indispensable in our journey towards improving our practices together.
Wishing you great success,
✨Marla Mattenson✨
P.S. Please share any comments, questions, or suggestions about this video series.
Your feedback is not just welcome—it’s essential for our growth and improvement as a community.
We Want To Hear From You
Your feedback is invaluable.
What’s Next:
Part 1/5:
Unlock the Potential of Your Sales Process (With The Ethical Sales Advantage Video Series)
Part 2/5:
The Outdated Traditional Sales Process (Where Most Sales Stress Comes From)
Part 3/5:
The Unstructured Sales Process (Made Famous by ‘Wing-It Wanda’ & ‘No-Pushing Paula’)
Part 4/5:
The Structured Sales Processes (A Double Feature on Enhancing Client Comfort)
Part 5/5:
The Ethical Sales Advantage: Unlock Your Potential with Our Trust Relationship Model