Ready to Revolutionize Your Sales? It’s Time to Align Your Process with Your Product so that you can build the ongoing channel that continues to give
Post by Peter Hanley coachhanley.com
Ever been told a product was going to change your life, only to find it was… well, just a product? You clicked a link, you read a sales page filled with incredible promises, and you had a clear expectation of what you were about to buy. But then, when it arrived, it fell short. That gap between what was promised and what was delivered is more than just a disappointment—it’s a critical breakdown in trust.
In today’s competitive landscape, your sales process is no longer just about making a sale. It’s about setting the right expectations and building a foundation for a long-term relationship. The simple truth is, if your sales pitch is a dazzling sports car and your product is a reliable family sedan, you’re setting your customer up for disappointment. To succeed and grow, you need to match your sales process with your product.
The Promise and the Product: Bridging the Expectation Gap
Think about the journey your customer takes. It starts with a link, an ad, or a recommendation that promises a solution to their problem. They click, read your sales copy, and form an immediate expectation of what your product can do. This is a powerful moment. Your words create a mental image, a sense of what’s possible.
However, if that image is an exaggeration, you’re creating a problem for yourself down the line. A sales process that over-promises might get you the initial sale, but it comes at a high cost. When the product is finally in their hands and it doesn’t live up to the hype, trust is instantly lost. The customer feels misled, and not only will they not buy from you again, but they might also become a vocal detractor. In an age of online reviews and social media, a few dissatisfied customers can do significant damage.
Why a Mismatch Can Be a Silent Killer
A misalignment between your sales process and your product isn’t just a marketing problem; it’s a foundational business issue. It affects:
1. Customer Retention: If the first experience is a letdown, the customer won’t stick around. Your business will be a leaky bucket, constantly needing new customers to replace the ones you’re losing.
2. Word of Mouth: Happy customers are your best marketers. They tell their friends, leave glowing reviews, and become brand advocates. Conversely, disappointed customers do the exact opposite. They share their negative experiences, and their warnings carry far more weight than any of your sales copy.
3. Your Team’s Morale: Think about your sales team. If they are incentivized to over-promise to hit quotas, they’re effectively selling a disappointment. This can lead to high employee turnover and a lack of belief in the product they are selling.
Ultimately, a sales process that doesn’t align with the product is built on a shaky foundation. You might get the sale, but you’re not building a business. You’re simply trading one-off transactions for future distrust.
The Critical Third Step: Building a System for Honest Growth
So, how do you fix this? It starts with a commitment to honesty and visibility throughout your entire system. The goal isn’t just to make the first sale but to pave the way for a series of sales with the same customer. This requires a system that prioritizes long-term value over short-term gains.
1. Be Honest from the Start: Your sales copy should be a mirror of your product. Don’t promise to solve every problem under the sun if your product is designed for a specific task. Use real examples, clear language, and manage expectations from the very first click. Let your product’s true value shine, rather than a fabricated one.
2. Make Your System Visible and Simple: The customer journey shouldn’t be a maze. Make it easy for them to understand what they’re getting and how they’ll get it. Be transparent about your pricing, your delivery process, and your support channels. A visible and honest system makes customers feel in control and builds confidence in your brand.
3. Promote Further Products Based on Trust: This is where the magic happens. Once a customer has a positive, honest experience with their first purchase, they are far more likely to buy from you again. Their trust is earned. You can then confidently promote further products to them, knowing that your reputation is built on reliability. This turns a single transaction into a customer for life and dramatically increases their lifetime value. For example, if they bought a simple software tool from you and had a great experience, they’ll be far more receptive to an upsell on a premium version or another complementary tool you offer.
The Takeaway
Your sales process isn’t a separate entity from your product; it’s the first part of your customer’s experience with it. By ensuring they are a perfect match, you are building a business based on integrity, not empty promises.
By aligning your sales process with your product’s true value, you’re not just making a sale; you’re building a relationship. And in the end, those relationships, built on trust and honesty, are what create lasting success and a business that continues to grow, one satisfied customer at a time.
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All this by Michael cheney one man that does deliver time and time again