WHY YOU’RE NOT GETTING THE
SALES RESULTS YOU WANT
AND HOW TO FIX IT……
Ian Walton
Sales Velocity
www.salesvelocity.uk.com
WHAT WE’LL COVER
 The formula for Sales Success
 The three main sales challenges
 The two underlying problems
 How to fix the problems
 Key takeaways
THE THREE BIG ROCKS
Customers don’t buy products,
they buy outcomes
Sales is not about persuasion,
it’s about Trust and
Momentum
You need to choose your
customers wisely
THE FORMULA FOR SALES SUCCESS
PV – PR = $
PV = Perceived Value
PR = Perceived Risk
Two key points:
1. PV-PR determines customer motivation and confidence to do business with you.
2. Perceived Risk is the Silent Sales Assassin!
THE THREE MAIN SALES CHALLENGES
1. Lead Generation –Can’t get enough high quality leads,
consistently
2. Sales Conversion – Having trouble converting leads into
customers
3. Customer Retention –Customer churn is too high
THE TWO UNDERLYING PROBLEMS
1. Weak ‘Customer Promise’
 Who you serve
 The outcome/results you help them get
 Your ‘Unique Approach’
2. Ineffective Customer Acquisition Process (CAP)
 No clear and simple process
 Not executing consistently
 Process missing key elements
CUSTOMER ACQUISITION PROCESS
A laser-focused process for finding and engaging
your ideal prospects and taking them on a simple
customer journey that positions a highly
compelling offer.
KEY ELEMENTS
 Customer Promise –Unique Value Proposition
 Value Hook - Attention/Engagement
 Customer Journey –The key steps to position your offer
 Offer – Simple, Compelling, Low risk
 Primary Marketing Channel
CUSTOMER JOURNEY (UBER MODEL)
Your customer journey is
a simple path that
positions your offer….
Understanding
(Why you are relevant to them)
Belief
(That you can deliver your Promise)
Excitement
(That you bring unique value)
Receptive……
(To your irresistible offer!)
Copyright Sales Velocity Ltd. 2019
KEY TAKEAWAYS
Customers want Outcomes not products
Your Customer Promise is the foundation of your
Customer Acquisition Process
Your Customer Acquisition Process is the foundation of
sales success
The key to creating a powerful Customer Acquisition
Process is to keep it simple and laser-focused.
Copyright Sales Velocity Ltd. 2019
NEXT STEPS
Book a (free) 30 min Sales Breakthrough session
with me
 Discuss your sales goals and the best strategy to
achieve them
 Identify any potential obstacles and how to
overcome them
Copyright Sales Velocity Ltd. 2019
iwalton@salesvelocity.uk.com
CONTACT DETAILS
Ian Walton
Sales Velocity
iwalton@salesvelocity.uk.com
M: 07437 014813
www.salesvelocity.uk.com
https://www.linkedin.com/in/salesvelocity/