Preparing for the Journey

Preparing for the Journey

Part of the reason people panic when they think about sales is that selling seems like a mysterious process.

We might just be able solve that mystery.

It’s our belief that selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before, and there are certain steps you can take to clear the way. Each step you take along the way matters.

Let’s look more closely at the selling journey.

Building Up by Planning

Selling a product or service is, in many ways, like a building project.

I have been involved in two major renovations for both a home and a commercial building.

Here’s how the process unfolds:

  1. You speak with an architect who presents you with some plans, drawings, or visual examples of what your home or building might look like.
  2. Once you approve your plan, you seek a builder to do the construction.
  3. If you want to approach the build with confidence, you’ll also want to be involved in the builder’s plans and timelines. Using excellent project management tools is key.
  4. Still, even the best-laid plans sometimes change. You might go back and forth and change a few parts of the
  5. Even when you get started, you need to keep in mind the need to be flexible, adjust to shifting timelines, accommodate last-minute decisions, and possibly suffer some setbacks.
  6. You need to be nimble, but it’s hard, because there is a lot at stake, financially and emotionally.
  7. Soon enough, though you start to visualise the final product and then watch your home or building take shape. Finally, you see your completed project in front of your eyes. All of that planning has paid off.

Following a plan and actually building that home requires discipline and principles.

It’s the same with sales, which unfolds in similar stages.

With both types of projects, it is important to begin with the right mindset, so why don’t we do that when it comes to constructing a sale? Why don’t we plan the process that will let us get a result we want?

Most business owners jump in too quickly, assuming that their product is so magnificent that people should just buy it. Or, they don’t bother to plan.


Usually salespeople do not follow any particular steps or process on the way to the sale of that product. If you look at sales the way you look at building your home, though, you will see that there are certain processes you have to follow to get a good result.

It does not have to be a complicated process, but you do need a plan.

Knowing a few simple steps in the journey to your sales is all that is required. In my book Selling is not optional we have a 7 step process to help you understand the selling journey better.

If you don’t know where you are going, how will you know when you get there?

Good selling


Here is an audio introduction on the preparing for the journey when it comes to selling.

If I could just……..

If I could just……..

Every year I receive a calendar in the mail from one of my coaches who I have worked with for several years, his name is Dan Kennedy.

“A calendar you might say, what they still send out calendars!”

A bit old fashioned don’t you think? I have a phone for that.

His calendar is not like the one you receive from your insurance agent with nice scenes of places that you have never seen.

His has great ideas on every page for every month for you to think about.

This month I flipped over the month of November and this is what I found.

A question…

“If I could just…………………….”

Four words that could change your sales life overnight.

Try this…

If you want to know and identify what the key problem your client may have fill in the blank as if the client was asking this question

“If I could just……………………..”

How does your customer finish that sentence?

If you know that, that will give you a tremendous leverage and advantage and it allows you to construct an offer that is almost irresistible to you client.

Good selling.



PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.

1. Join my free Facebook group – Sales Mindset Inner Circle

My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.

2. Take advantage of a FREE 45-minute consultation

Need some sales support? Make an appointment, and let me take you through the past, present, and future template.

3. Work with me one-on-one

If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. If you’re interested then email and put ‘Yes in the subject line…tell me a little about your business and I’ll get you all the details.

4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’

Click the link: