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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

What happens to a prospect when they go dark and getting to the real objection.

When I first started selling, I had experience this scenario all the time.

I’d have a meeting thinking I totally nailed it, only for the prospect to go dark after my attempts to follow up.

What the heck was I doing wrong? Well there were a few things, I’d made a classic error: I’d failed to uncover the secret objection my prospect still had at the end of our conversation.

Unless you directly ask, it’s easy for a prospect not to reveal their actual objections to buying. Not only is it to hard for a prospect to pin down the objection on their own, but there’s a stigma associated with rejection, and they don’t want to feel like a bad person by doing it to you.

Also, although the prospect realized both a pain and solution, they were still stuck with an existing process and habit – which is hard to break.

On my side, there was still a lot of work to do if I wanted to consistently move these deals forward. The way you can motivate someone to make a change is to continue to play investigator. A few questions I like to use:

  • Do you want to change this? (sounds simple, but no one asks this)
  • Where would making a change like this sit on your priority list? (get specific, are you in their top three or bottom three? you can learn a lot here. maybe you can solve other priorities and they don’t know it yet)
  • How committed are you to changing this in the next ______? (this gives you a sense of timeline to close/implement assuming you’re on their priority list)

These questions sound basic, but surprisingly very few have a habit of explicitly asking them.

Let me know what is your strategy to face this situation?

By admin

Have you faced this situation in a sales call? Let’s see how to fix!

 

Have you faced this situation in a sales call? Let’s see how to fix!

 

Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experienced this scenario every other day.

Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in details, but if it happens, here’s a quick fix. Let’s say you’re selling an amazing product to a prospect over the phone:

PROSPECT: “We need a new system and are evaluating options. Can you show me a demo?”

YOU: “Happy to do a demo. I want to make sure I show you the right parts of our system so do you mind if I ask you a few questions first so we can make the best use of our time?”

PROSPECT: “Sure.” (Most of the time)

Instead of getting straight into the demo, frame your first questions in a way that shows you’re trying to help them get the most for their time (which you will be) and they’ll appreciate it. Also make sure to note down every response and write down corresponding product solution points with your prospect’s responses.

I call the process this whole process of getting to the pain first “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair with this to close deals faster and more consistently.

Have you or someone on your team started selling the solution before you’ve ‘earned the right to pitch’? Click here and tell me about it.

By admin

The #1 mistake you make in sales

The #1 mistake you make in sales

 

 

 

A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as it is in my budget.

As I got on the call, within a while I found myself led through a demo. When the demo finished, I’d gotten off the phone thinking the product wasn’t for us and I should keep looking.

WHAT JUST HAPPENED? We started the call with “YES” and some how ended up at “MAY BE”.

The sales person committed the #1 sales mistake: He pitched their solution without knowing exactly what my needs are, without showing me the value of the solution he was proposing.

Before you pitch your solution, benefits and features – you must figure out the exact problem you’re solving for in the first place. You need to ask for your clients’ pain points first and what are their expectations with your product.

There are two benefit of this;

  • It will give an edge to present a solution which exactly matches their needs and you can hide the features that are irrelevant for them.
  • It gives you an idea how important this is for them; this will help you sell the product at good cost.

Have you ever faced such situation where you start selling without knowing what customers want?

Have you ever been in a demo where some one started selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?


					

By admin

How a Sales Certification Will Boost Your Business?

To take your business to the top, you need a strong and consistent workforce.

Sales certification can sharpen the skills of your team and provide them all the tools that they need to bring in maximum business to the company.

It’s true that experience and expertise matter the most for the success of a sales team, but with the right training and guidance, every member of the team can perform to their level best which in turn spells instant success for the organization.

Want to know what the benefits of a sales certification are and how it can help you grow and shine in the market? Keep reading to find out:

Enhanced Professionalism

Sales certification brings the entire sales team on one equal level and increases professionalism and positivity between the salespeople. During most sales training and coaching programs, employees are taught how to function and operate as a unit in order to maintain the sales graph and boost profits for the company. This alignment amongst the team to achieve the set goals not only gives rise to better team workers but also identifies team leaders who can coach and train others to perform up to their potential.

Competitive Edge

In order to continue growth and build a strong portfolio in the competitive sales industry, you need to break free from the traditional clichés and create a unique position for yourself in the market.

With professional certification, you can be assured that your sales team has additional sales knowledge and skills to cope with the latest trends and connect with the target audience and this instantly translates to optimum success and positive word of mouth marketing for your company.

Better Understanding of Customer Needs

To connect with the customers on a personal level, the sales team needs to interact and sell with the right passion and approach. Being too pushy is never a good idea and always results in a negative impression.

Different sales training modules specifically teach individuals in the sales team how they should sell the product in a way that it doesn’t go too over the top and strikes the right chord. Thus, sales certification not only makes your sales team stronger and consistent, but also increases the number of loyal and satisfied customers associated with your company.

Building Value of Your Brand

To be a sales person you need to have an understanding about the customer psyche as well as how to reach out to them in the best possible light. With the right training and certification you can boost the morale of the entire sales personnel and make sure that every member of the sales team is an expert in the field.

Continued Learning versus Sales certification

In the field of sales, there are no bounds to learning. In order to keep up with the ever-changing demands of the consumer market, constant innovation and understanding of customer wants is of critical importance.

Sales certification arms your sales team with the skills they need to perform at their best and apply their knowledge and experience for increasing business insight. With certification and training your sales team will know how to cater to the varying mindsets of consumers and put forward the solution without wasting time of the customer.

All in all, sales certification equips the sales team with technical knowledge and practical skills that boost the credibility of your brand, attract more business and result in renewed sales and profits. Getting sales certification brings instant benefits to every sales individual in your team, your organization and also your customers making it a win-win deal for everyone.

By admin

How a Sales certification can lead you to become a CEO?

Acquiring a sales certification is giving competitive edge to each salesperson to become a CEO.

It is the best way to stand out from the crowd of applicants in a room. A sales certification gives you powerful tools to overcome obstacles in understanding psyche of your prospects, learning market dimensions minutely, daring the fear of rejection, listening to people and close deals everyday.

 

Nick Moreno from the USA national sales center said: Many, but not all, CEOs have excellent sales skills. This is due to the fact that most CEO began their careers in the Sales Department.

Today, CEOs that never worked as salesperson and need to improve their sales skill and all successful salespeople will without a doubt have the potential to become CEO’s.

–  Are you a salesperson?
–  Looking to prove to employers that you are a professional successful and efficient one?
–  You will need then credentials
–  and the most valuable one to your career is applying for a sales professional certification.
sales certification

 

How a Sales Certification Benefits you?

It helps you acquiring sales education and closing techniques often lacked by typical sales professional. One important factor is that it hones your specialized skills for a particular industry. As different industries require specific selling and convincing skills, professionals salesperson have to be advanced to face any hurdle in their sales closing.

 

Certification for Newcomers

A newcomer is someone who has just embarked upon challenging but rewarding career of sales. Just like at higher level competition at entry level is also high. Having a sales certificate gets you an extra opportunity to be considered for the position. As compared to that of experienced ones’ newcomers have to take more risks. However, taking risks without proper knowledge and strategy can be fatal; on the other hand it can bear astounding fruits when you are equipped with a proper sales certification and tools.

 

Certification for Experienced Professionals

Experienced professional can also look for up-gradation of their knowledge and skills by acquiring a flexible sales certification. This increases their promotion chances as well as earning potentials. People who have worked in other positions from different sectors and willing to shift sales can also learn intricacies of sales processes and techniques so that they are better able to manage the sales pitch effectively at every step of the sales process.

 

A certification covers a broad range of topics that learners are trained on;

–  Sales Skills (Sales Process, Opening and Closing of sales with overcoming objections)
–  Management of Sales Force, Evaluation and Appraisal of Salesmanship
–  Pricing Decisions
–  Sales Budgeting and Forecasting
–  Sales Analysis, Quota and Records
–  Marketing and Communication Technologies
–  Relationship Management and Ethics

 

Who Can Acquire a Sales Certification?

If you love communicating, defy challenges and cherish a dream of excellent career the sales certification is the ideal choice for you. Professionals who have just entered in highly competitive sales career can learn from the sales experts who have spent decades in sales career. A certificate in sales also paves ways for professionals working at higher levels. This enhances their promotion and earning opportunities.

Students and graduates willing to continue learning best sales practices, customer services professionals, sales consultants and services providers can reach their next level of career with a professional sales certification.

By admin

Does a Sales Certification really matter to your career?

Does a sales certification acquisition give sales people an extra edge? Do you need to prove your credentials to employers? why we should invest time and money?

Statistics showed that it is :

–   A Career Booster : Being Certified will boost your effectiveness, your career and your team efficiency: 72% rank in the top 25% within their respective organizations
–   an Income Booster: Being Certified will surely help you increase your income: 75% increased their sales by 15% or more during their training period

It is the best way to stand out from the crowd of applicants in a room. A certification gives you powerful tools to overcome obstacles in understanding psyche of your prospects, learning market dimensions minutely, daring the fear of rejection etc.

 

How a Sales Certification Benefits You

It helps you increase closing rate often lacked by a typical professional. One important factor is that it hones your specialized skills for a particular industry. As different industries require specific selling and convincing skills, professionals have to be advanced to face any hurdle in their closing.

 

Training Certification for Newcomers

A newcomer is someone who has just embarked upon challenging but a rewarding career . Just like at higher level competition at entry level is also high. Having a certificate gets you an extra opportunity to be considered for the position. As compared to that of experienced ones’ newcomers have to take more risks. However, taking risks without proper knowledge and strategy can be fatal; on the other hand it can bear astounding fruits when you are equipped with a proper certification and tools.

 

Certification for Experienced Professionals

Experienced professional can also look for up-gradation knowledge and skills, prove your credentials by acquiring a flexible sales certification. This increases their promotion chances as well as earning potentials. People who have worked in other positions from different sectors and willing to shift sales can also learn intricacies of sales processes and techniques so that they are better able to manage the sales pitch effectively at every step of sale.

 

Take a Free Self-Sales assessment, fill the form below:

 

A standard certification covers a broad range of topics that learners are trained on;

–  Selling Skills (Sales Process, Opening and Closing with overcoming objections)
–  Management of Sales Force, Evaluation and Appraisal of Salesmanship
–  Pricing Decisions
–  Budgeting and Forecasting
–  Analysis, Quota and Records
–  Marketing and Communication Technologies
–  Relationship Management and Ethics

 

Who Can Acquire a Certification

If you love communicating, defy challenges and cherish a dream of excellent career the selling certification is the ideal choice for you. Professionals who have just entered in highly competitive career can learn from the experts who have spent decade selling. A certificate also paves ways for professionals working at higher levels. This enhances their promotion and earning opportunities.

Students and graduates willing to continue learning best sales practices, customer services professionals, consultants and services providers can reach their next level of career with a professional sales certification.

 

httpv://www.youtube.com/watch?v=ZeSP7OYWfLg&list=HL1359881262

By admin

Sales Training Impact on sales representative and organizations

Sales training has catalytic effect on performance of a sales representative ability to boost dramatically his career and income.

Acquiring a Sales Certification ramp up, based on research, sales representative on the job 50% faster than their peers and can save a company over $100,000 in hiring and development costs in the first 18 months on the job.

One of the many reasons why people go in for sales is the rewards in astounding sales career. Once you are fully equipped with necessary tools and strategies, sky is the limit. There are endless opportunities and a proper Sales certification prepares you for tackling all minor and major challenges in your sales career.Formal sales training equips sales representative to learn the details involved in sales closing.

 

Advantages of sales training

Acquiring a sales training certification In highly competitive sales environment, and standing out from the crowd is crucial nowadays One of the most effective tools to stand out from the crowd is acquiring experience, skills or educations which are lacked by an ordinary sales representative. A certification in sales is the best way to ahead with your sales career and surely support each one of you to get better opportunities. Whether you are a fresher or an experienced one, a sales certification is an excellent refreshing tool to further your career in sales. It provides you with a needed set of skills and techniques in a very short time period as per the convenience of learners.

 

A Sales Management Certification program will get you an edge in

–   Implementing change management strategies
–   Enhancing efficiency of your sales team by implementing effective Sales Management techniques
–   Applying talent management processes to build a passionate and dynamic sales team that differentiates your organization from the competition
–   Enabling you to create result oriented job profile, design compensation plans, conduct interviews effectively and select potential sales candidates.

 

Major Areas Covered by Sales Certification Program Covers

Sales certificate program covers all vital area necessary for robust sales performance such as;

–   Sales Management Styles
–   Leadership in-Sales-Management
–   Change Management
–   Operation Management Tools
–   Talent Management
–   Territory Management

 

Features of Sales Certificate Programs

Various Sales training programs are designed keeping in view industry specific requirements. These are focused towards enabling sales representative to realize their sales potential; here’s what make these programs to be preferred by all;

–   Duly recognized
–   Flexible
–   Current
–   Online Sales training

Online technologies have enabled sales professionals to overcome the biggest restraint in availing sales training; the time barrier. With this sales professionals are able to hone their skills without worrying about time restraints. Web-based sales certificate programs are flexible are focused on enhancing overall skills set of sales representative. With online sales training programs, upgrading sales skills needs nothing more than an efficient computer system, internet connection and chosen sales training program. With an industry specific sales certification program professionals can hone their sales skills and deliver best performance thereby enabling them to advance their career despite all odds.

 

By admin

The Importance of Sales Certification to Your Sales Career

Considering today’s competitive job market and the inflation as well as the devaluing of the US dollar. The unemployment ratio is still high and if you are planning to land a sales job can be incredibly difficult task. If you want to stay in the game, you need to be competitive and keep your skills up to date. A sales certification can play an essential role. A sales certification will help you certify your sales skills, such as:

  • What is you sales skill level?
  • What you can do to boost your sales?
  • What you can do to get a edge over other sales professional?
  • What you do to be effective in closing multiple sales?
  • What you need and how to retain customer loyalty?
  • How to handle rejections and objections?

In this competitive and chaotic market with these relentless changes a professional sales team is the key to competitive advantage. No matter where you fall in the sales spectrum: if you are a new sales rep, or a seasoned sales executive or an incredible sales manager a sales certification and training can improve productivity, enhances sales skills, and increases industry awareness. Statistics show that a sales certification and training enhances performance not only for a short period but it remains consistent even during changing market conditions.

It doesn’t matter which Industry you belong to a sales certification is a must. It is a proven fact that a higher quality sales team can add value to the sales offering and a team of qualified salespeople can ensure you sell your way out of the recession. A Sales Certification ensures the credibility of the professional.It surpasses high standards of education experience knowledge and ethical conduct.

The advantage of a sales certifications that you don’t have to be a born seller. You just need to learn and apply the principles, training to be successful. A sales certification ensures that you produce an adaptive reasoning skills required to dramatically improve sales performance. As a result, sales certification holders enjoy much higher job placement rate and better commissions. Having an added sales certification to your resume can enhance your career.

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Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?
What happens to a prospect when they go dark and getting to the real objection.
How a Sales certification can lead you to become a CEO?
Does a Sales Certification really matter to your career?
Sales Training Impact on sales representative and organizations