What’s a PRSP?
As you probably know, it’s shorthand for Proven Repeatable Sales Process. Everybody talks about it, and throws around other business terms like Sales 2.0 and Inbound Marketing. Just keeping up with the trendy lingo is exhausting, let alone figuring out if any of this stuff applies to you. So does it? Well, the Proven Repeatable Sales Process (PRSP) does, and I’ll tell you why.
When you find a process that works…
It makes zero sense to repeat what you know doesn’t work. How many sales calls have you and your staff been through? Does anybody keep track of the number of sales in relation to the number of sales calls (sales ratio?) Do your sales people write down the objections they hear in each sales call so they can spot trends, and adapt their sales call? Do some reps have sales that get returned, refunded, or reversed more than others? Use these examples as what to monitor for what doesn’t work. (Click here for more help in establishing a PRSP for your business.)
What is the core of a sales process?
What do all the sales that stay sold have in common? The sales process worked. You 1) asked the right prospect the 2) right questions, they needed 3) a solution you offer. You provided them with the 4) right information, reminded him of the 5) urgency to solve his pain point, and provided a solution at a 6) price they thought was fair. Even if there’s window dressing around it, if the sale was made and stayed sold, these 6 points were there. In other words, they had a PRSP.
Look at each numbered point. Each one is a spot for a natural objection; an opportunity for the conversation to end, or to move forward with more confidence. If your prospects are well qualified, your reps can move easily through the process. If you prospect isn’t a qualified buyer, the PRSP uncovers that before the conversation gets awkward. You can reschedule for a time when the fit will be better.
30 Day Challenge
What if your sales reps used this 6 point system consistently, and didn’t go off track? I’ll tell you – fewer of your sales calls will end up in the weeds. You’d make more sales, and the deals would stay sold. But there’s more to it than just copying the sales call of your best guy. Each sales rep and client are different, and you need to customize the conversation and the information to fit each individual.
How do you make it happen? Start with those 6 points. Build a sales call worksheet that is as generic as possible that still fits all 6 points the way they work for your industry. Leave a spot on there to fill in objections, and track and count them. As the objections change and evolve, teach your staff to respond to them with information and confidence. You’ll have a solid PRSP in no time!