WIN ProgramsWIN Programs

By admin

Is your B2B sales team building the Value Proposition?

Is your B2B Sales team Building the value proposition ? 

Solutions selling starts researching prospects goals and all current challenges that prevent them from reaching their goals. This is why Sales leaders main focus will be triggering prospects curiosity and balancing between their perceived benefit and the price is the key.

Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs!

Creating a relevant and credible value proposition will be meaningful only if it is consistently used towards prospects wish list.

The concept of optimising value is too crucial for the prospect success to treat lightly. Find below some of the most important steps to begin searching for this wish list:

1- Find out why do prospects buy from your company in the first place? What value do they seek?

2- Ask enough questions to identify they challenges and find out how important for them is it to find a solution

3- Act like a consultant and put yourself in their shoes and think what you should do to gain their trust

4- Make sure you had a conversation with all your prospects buyers and address their compelling reasons to buy

5- Create the value proposition, making sure you quantify their loss or their gain if they buy or not from you

B2B team leader are not enough aware of prospect autonomy to go and find easily other providers to build their value proposition.

Nowadays, building the credibility is the most powerful tool to get into the client door. However, Team leaders can only build their credibility If prospects get to know them.

B2B team need to build their network and get in touch with their base on regular basis. One way of doing that is feeding prospects with information and taking care of their business like they take care of achieving their target.

Remember! Prospects can access any solution/product online and can be delivered anywhere. Being agile and alert is the only way to keep learning prospects needs and market challenges.

How, do you think, sales organisation could support Sales leaders to make sure they are on the top of their game and will be competing in such a though environment?

By admin

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

So far, I have posted lots of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still, you got a “MAY BE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advice that one needs to guide the conversation to make the prospect to come to a decision.

But this is a tricky thing some time while guiding a conversation, salespeople become very pushy. So, the big question is, how do we guide the conversation while still making the prospect feel like they’re in control?

There is a very simple solution for this, set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re working on the same team to get one of three decisions about a next step:

  1. Yes
  2. No
  3. Future meeting date & agenda (figuring out the next steps)

By following the above process, you are avoiding the “MAY BE” or “I WILL THINK ABOUT IT”. The main advantage of this process is that you are saving valuable time on the lead follow-ups.

This can feel awkward at first but if you practice it in your next meetings and make it your own, I promise you will start to see such positive results that you’ll want to use again and again.

If you have any specific questions or suggestions about the implementation of this process then ask me I am waiting for your comments.

By admin

Fantastic Pharma Consultative Selling

A Fantastic Pharma Consultative Selling Training Day

Growth strategies are achieved by competitive edge and the Sales Team’s efforts.

Kettaneh pharma is investing in its most important resource, its Sales Force to address the market, with the latest Consultative Selling Techniques, in order to significantly increase its market Share.

Kettaneh Sales Team is, Energetic, Motivated , Forward thinking under the leadership of a committed and driven Manager.

                

By admin

Sales Training Course for Salespeople and Sales Managers

If you are searching for a Sales Training Course for Salespeople and Sales Managers

it means you looking to enhance your consultative selling skills. if you don’t have enough time to take a certification that will prove your credentials and increase your income, a sales training course might be the first baby step towards the same goal and help you master your performance. 

The Sales training courses are taken by:

  1.  Salespeople who want to become certified 
  2.  Salespeople who want to  follow some sales courses topics for sales improvement.
  3.  Sales supervisors who want to become sales managers
  4.  Companies who wish to run a sales training course in house and tailor sales courses to their needs.

[embedplusvideo height=”271″ width=”325″ standard=”http://www.youtube.com/v/h1ZVMVKXwcQ?fs=1″ vars=”ytid=h1ZVMVKXwcQ&width=325&height=271&start=&stop=&rs=w&hd=0&autoplay=0&react=1&chapters=&notes=” id=”ep7184″ /]

 

The outcome of the sum of multiple sales training courses or a full sales training programs could lead to a certification as:

  1.     “Certified Sales professional”
  2.     or “Certified Professional Sales Management”

Certified sales training course and a sales program consists of a full range of complementary topics with more than 18 sales training course

Key Course Benefits of a sales training course is to

  1.     Identify and acquire the selling skills required to meet those challenges
  2.     Adopt the leading-edge Consultative Selling methodology
  3.     Manage your personal qualities to influence your salespeople and personal success
  4.     Implement a five-step closed-loop system to effectively manage your time…
  5.     Manage sales people
  6.     Follow up performance

Without understanding why employers select you or like your sales performance,it is almost impossible for salespeople to move forward with their career. A good sales training course, which is clearly linked to improve your sales knowledge, will encourage your clients and employer value more your value and potential .

more info...

By admin

Sales Performance Strategy to Empower the Sales Force

Companies in the 21st century, that are facing sales performance challenges, asks themselves:

  1.  Why the market is becoming so hard to reach?
  2. Why closing clients is taken so much time?
  3. Is it the sales performance, is it our marketing strategy?

As per the last Harvard Business Review study, January February 2013 issue professor Richard Ettenson, after a study involving 500 managers and customers in multiple countries across a wide B2B industries, showed that that we need to reinterpret the 4p’s.

The rules of the game have changed and we are talking more about:

1. Selling solutions than selling our product service features
2. Value of the solution that we are offering to our leads than focusing and negotiating the prices.

In a way improving the sales performance of the sales force while implementing the consultative sales approach.

Now that client’s behaviors towards buying have changed

The hardest thing about selling today is that customers don’t need you the way they used to because:

  1. They are informed i.e. they are a click away from Google,
  2. They have access to any information they are searching for through blogs articles, free webinars etc…
  3. And in some cases we face extremely competent procurement teams or consultants armed enough with data to define solutions for themselves when we are approaching multinational companies.

Unfortunately we can still see the majority of the sales performance of organizations weakening by a sales force not prepared to face such changes and still trying to sell as sales representatives using the consultative sales techniques.

Selling Styles

• The higher up the scale the rep establishes as a base for the relationship, the greater value added to the customer experience.
• On the lower end, the salesperson relies on rapport to carry the day, adding very little to the customer.
• At the other end of the spectrum, the salesperson establishes him-self as a Trusted Adviser, using the consultative sales and  adding a significant value to the potential customers.

The act of building mutually rewarding relationships with customers, applying consultative sales techniques where sales people can help them solve their problems, achieve their goals, and maximize profitability while buying your products and services.

Remember:

Now that we pinpoint the Crucial need to :
1. adapt our marketing mix
2. take our sales people selling approach to a  consultative sales approach

After a study done over half a million sales people, statistical figures showed that:
• 85% of sales teams do not have a formal sales process
• 45% of sales managers struggle to manage effectively

We have to identify the sales force weakness and establish a long term sales development plan because Sales Training workshops returns on sales performance will last a maximum 3 months while a sustainable sales development strategy can lead to an increase of a minimum of 10% in sales.

Now that we all agree that Organizations have an urgent need to:
1. Adapt a new marketing mix approach to gain market share
2. Train and educated its sales force to a new selling solution approach

Whether you need to:

1. accelerate your growth,
2. reverse flat or declining sales,
3. reduce your cost of sales,
4. hire a key sales executive, or a VP of sales
5. change your sales model,
6. Or implement an efficient sales process

  • You will need to ask the right questions to identify the real issues you are facing and provide a comprehensive solution tailor made to your need
  • Then you will be able to take your sales force from an Order takers level to a Money maker’s level 

Look at this free webinar:

Is your B2B sales team building the Value Proposition?
Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?
Fantastic Pharma Consultative Selling