Process to Success

From field hockey to soccer, baseball to lacrosse, all sports have a well defined playing field. Even swimming has specific lane lines and distances. Staying within the lines and boundaries are crucial to gaining skill and ultimately winning. When it comes to the Griffin Hill Integrity Sales System, it is Process that establishes the boundaries of sales.

Although the Griffin Hill System is made up of Process, Plays, Metrics and Coaching, Process provides the structure for everything. Plays are the meat that hang on the skeletal structure of Process. Metrics are only defined by advancing a sale through the Process. Even Coaching is determined in the context of Process.

The Griffin Hill Six Step Sales Process, also known as “The System”, is the most efficient way to solve the problem of how to get a sale. Each step marks a psychological milestone on the road to qualification and persuasion. Because the steps are easily identifiable it is simple to track the progress of a sale from the first “hello” to the close.

The sequential nature of the steps gives clear direction of what steps to take along the way. With Process, the salesperson knows exactly what to do next as well as how to prepare effectively for the next sales meeting. That kind of clear direction builds confidence in the salesperson. Confidence is contagious; prospects will catch it, building the needed positive momentum in a sale.

The Six Step establishes the common language that defines the interaction between a salesperson and the prospect. Each step is rich with meaning and expectations via communication. That common language of Process facilitates a depth of interaction between peers, salespeople, managers, and business owners that will prove to be incredibly profitable.

The Six Steps begin by breaking the ice and stimulating interest through the Case Open. Then, the Needs Audit creates a mutual discovery experience for both the salesperson and the prospect. Prospects do most of the talking during the needs audit. The salesperson serves the role of wise guide. In the Solution Presentation the roles are reversed and the wise guide becomes more assertive with ideas and solutions. The salesperson consumes most of the clock as alternatives and their relative benefits are presented. Sometimes the process needs a little bit of flexibility and that is the role of the Adapted Solution and the Closing Interaction steps. The close does not complete the process. There is still Fulfillment and Follow-up. As a performer with integrity, the salesperson is required to deliver and insure that the customer receives what the salesperson promised.

There they are — the six steps of the Sales Process! Case Open, Needs Audit, Solution Presentation, Adapted Solution, Closing Interaction and Fulfillment and Follow-up. These six steps are the most efficient and effective way to parse the problem of how to get a sale. They make up the lane lines of the swimming pool, the boundary lines of the football field, and the path to success in sales.

You can learn more about what the Process can do for you specifically in a video of our founder Dr. Scott Baird that can be accessed here!