1. Mapping Your Sales System A Best-practices Approach for Clarity, Efficiency, and Effective Ongoing Optimization Presenter: Doug Hudiburg

2. What is a Sales System? • A reproducible set of steps through which a ‘suspect’ becomes a buyer. Traffic Offer Download Page Sales Platform (i.e. RAP)

3. Sales System V. Sales Funnel • A Sales System is a discreet buying process • A Sales Funnel includes multiple sales systems which are intended to build deeper and more rewarding customer relationships

4. Purpose of a Sales System • Sell Products • Efficiently • Profitably • Automatically • Jobs • Gain Attention • Build Trust • Make an Offer • Close the Deal • Collect the Money • Deliver The Product

5. Understanding the Law of Buyer Progression • There are five specific stages that buyers move through before they make a purchase. • Certain things must happen at each stage that allow or motivate the buyer to transition to the next stage. • If these things don’t happen, the buyer doesn’t transition, and their path branches away from your product. No sale!

6. Law of Buyer Progression: 5 Stages Suspect • Someone you think might have a need for your product Prospect • Someone who meets your qualification criteria (i.e. has a need for your product) Investigator • Someone who is actively involved in the buying process Evaluator • Someone who is ‘trying your solution on’ to see if it is a fit Buyer • Someone who bought your product

7. Why Make a Map? • Clarity • Organization • Communication • Strategic Planning • Optimization

8. Sales System Building Blocks

9. System Map Elements Traffic Source Email Goal Page Page MDA: Declined Offer: List Background Action:

10. System Map Examples List SO(1) SO(1)_dl Traffic Source Traffic Source

11. System Map Examples List List LGO(1)a SO(1) SO(1)_dl Traffic LGO(1)b LGO(1)_dl

12. System Map Examples List LGO(1) SO(1) SO(1)_dl Traffic Source Traffic Source Confirm_em LGO(1)_ty List LGO(1)_dl

13. Q & A