Stephen Pierce on Processes

August 12, 2007

I’ve heard of Stephen Pierce before, but the 7 Figure Code DVD is the first time I’ve heard him really give a presentation.  Talk about meaty.  I had a hard time keeping up with all of the great things he was saying and I will have to study that segment in much more depth.

Everything he was saying boiled down to one main point - “The sales process is the profit nervous system of your business.”  He started it all off with the statement that nothing moves without a sale.

It’s funny how many people, myself included, cringe at the word sales.  It does generate a lot of thoughts of insincere people using high pressure tactics to get you to buy something you don’t want or need.

I’m quite free with the buying, though. When I look at things from that angle, I realize that most of the time I’m willing and happy to buy the things I want or need and there was no pressure involved.

I’m very excited about this segment of the course. Stephen really lays out how to create this sales process even though it will take some deciphering.

Another thing he said is the value is not in the product it’s in the process - specifically the sales process. It makes sense.  You can have the best product in the world that everybody needs, but without a great way to sell it you really have nothing.

In my MLM experience, you hear a lot of people say “the products sells itself.”  NOT.  A product can go only go on it’s own strength so far.  If you don’t have a good way to produce and promote the product or to service and retain customers then your product is going to sit there.

The ones who are successful in MLM didn’t ride the coat tail of a product that sold itself, they built a business around the product.  This is true for all types of businesses and products.

He also said that actions that don’t contribute to success in some way are wasted. He gave analogy of some of his coaching clients.  They have a business that is not working, they call him in and talk about all of their efforts to automate what they are doing.

What do you think he tells them? You don’t automate something that doesn’t work.  It does seem silly to take an action that doesn’t bring anything valuable to you or your business and to put it on autopilot in order to multiply it.  Multiply anything by zero and you still get zero - that’s pretty elementary.

But, how often do we do this without realizing it.  We may not be consciously creating an automated system, but we keep doing the same things, in the same way, getting the same results.

Both Stephen and Mike have pushed home that you have to have a way to measure what is going on.  This helps you find out what’s not working so you can focus on fixing the weakest link.  It also tells you what’s working so you can duplicate and learn from it.

Again, this makes senses, but it is going to involve a different set of skills to learn and a system/process of doing it.  It’s one of those things I’ve got to get lined up in the system. There’s a little bit of framework for this so far, but I’m hoping for something more indepth later in te course.

He did give a great guideline.  He said “Don’t do what you can’t measure, and don’t measure what you can’t change.”  It such common sense, but I wouldn’t have thought of it on my own.

He also had a point about information overload.  He said no one goes into the bookstore and gasps “Too many books!!!” and passes out on the floor from the stress of it.  He says it’s because a person goes into a bookstore knowing what they want and knowing what you want helps you to discern what is going to be beneficial to you. That’s a true point.

I would like to add to that part of the reason you don’t get information overload in a bookstore is that is has a system and everything is nicely categorized for you.  Also, they are not always throwing free stuff at you ith huge bonus packages of more free information…………
and emails for their other products……with free stuff…
…… and yet more from their JV partners
…. with all of their free stuff……….ad infinitum
It’s really a huge flaw in the system, but that’s for another post.

I wish I could better communicate with you all of the jewels of this presentation, but I’ve just barely scratched the surface on it.  I guess there’s a reason why people pay him $10,000 for a one-on-one strategy session.

To your best,

Deborah

Posted in 7 Figure Code