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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

14 reasons why your sales force is losing business to the competition

If your sales force is losing business to the competition because of the recession, lack of sales management or lack of sales force performance, you know that avoiding the decreasing trend becomes challenging and not an easy task any more!

Statistics show that in last few years the percentage of businesses that close their door is incremental and the way of doing business is changing drastically.

Nothing is more frustrating than losing business to your competitors – specifically  when you there is great solutions to avoid it. frustration growth when your sales force is telling you that it is this close to get the deal but didn’t. Why did you lose it?

Our learning experience In most companies and for most salespeople show that losing business  comes down to one or more of the following several factors :

  1. Sales force don’t listen
  2. Sales force assume too much
  3. Questions weren’t tough enough
  4. Sales force did not differentiate the company effectively
  5. Compelling reasons to buy were never identified and addressed
  6. Poor qualification
  7. Poor relationship
  8. Lousy job of putting the value proposition into prospect’s context
  9. Premature proposing, quoting and presenting
  10. Lack of questions about the competition and/or incumbent
  11. Selling at the wrong level or to the wrong people
  12. Ineffective differentiation
  13. Sales force present features instead of benefits instead
  14. They were outsold

Identify why you are losing business to the competition and tell what can be done to fix it. All types of companies can use these solutions to their needs whatever they are small, medium or corporations. Solutions that should address their specific problems and needs.

For example, a typical company have in general , 20% of its sales force that achieve the sales targets while the remaining 80%  are facing difficulties or performing poorly. the first thing that we need to know what is holding my team back?

Ground Zero Skills Assessment become a must to have answers to  address them in the shortest time possible:

  • can they achieve what I want to achieve?
  • do they have the potential to grow?
  • are they trainable? are they resistant to change?
  • do they have the required skills to success?
  •  etc…
Based on the results you will be able to design an action plan. A multi-plan is designed. like skills development, coaching on the grounds, sales territory adjustments,  and sales approach…

you are  invited to take the following test to identify what it the best for your company

Let me know your comments?

By admin

4 Sales training tips to build your sales force

Sales training is the backbone of your sales force and is crucial for business development and sales increase.

The findings of a study conducted by the American Society for sales training and sales Development show that employees who receive sales training and reinforcement earn 50 percent more in net sales 

1- Is sales training alone the answer?

Yes, a trained sales force will boost business development and increase sales But Only If you have assurance that your sales team has the potential to grow and achieve your goal.
Using a sales specific and accurate assessment of your sales force will help you answer this crucial answer before  investing in sales training.
 
 

2-What results should you expect from your sales training and sales development programs?

Sales development should  higher gross profits for the company. Top-earning sales companies spend about 6 percent of payroll costs on sales training along with a sales development programs to the entire sales force. Do you?

3-What sales training options do you have to develop continually your sales force at minimum cost?

On the contrary of previous generations we have three types of sales training and sales development mediums that we can use.
 
1-The classroom sales training is the most known and applied medium, yet also the most expensive.
 
2-the webinars live face to face for sales training and coaching the sales force is 30 percent less
 
3- and the online training 24/7 is 60 percent less than the  classroom workshops..
 
Sales training and sales development plans then can fit any company size because packages will be compatible with their needs , capacity and number of sales people.

4-Which sales development plan will best suit my business development along with my sales force goals?

Sales development of a sales force may vary from company to another one. It depends on the company size , business development goals and geographical spread. For example Big companies:
    • Might need to implement a sales academy within their organization in  cooperation with sales development companies.
  • Will rely on their sales expertise, new sales and business development trends , techniques and tools and while delivering them internally by their trainers.

ALSO Other cost-effective trainings and  sales development solutions are available for small and medium companies.

How much you loose from not  training your sales force?

Well  a study by ASTD showed that “Sales people completing a selling skills intensive training program show increases in productivity ranging from 35% to 1665%.”
 
Would you invest a 5 percent of your sales budget to increase your sales by 35 percent?

By admin

Sales force assessment: 4 Great Tips

Sales force assessment: 4 Great Tips to Higher Market Share

 As a managing director , are you having trouble increasing your sales force figures? Are you thinking about running a sales force assessment? or not really because you are still brainstorming?

The sales force assessment will help you sell more and increase the business development opportunities of the company as every sales manager , managing director and CEO ever dream of. Is it your sales organization market share growth is your Number 1 challenge this year?

If your answer is a YES then you should be asking yourself the following sales force assessment questions:

What if our sales force is not following us? what to do to boost each sales person sales targets? how do we keep our sales force motivated? do we need more products to gain market share and sell or is it better and easier to optimize our sales force? are we following the right sales strategy ? Is our sales force compatible with our sales strategy?

Does each managing director clearly need to hire stars salespeople in the sales force? or do we need to build on each sales person skills and potential for growth? do we need  more sales coaching or sales training? or No we only need to restructure our sales force? what is our sales force competitive advantage? what is our sales business development plan?

Lots and lots of sales strategy questions that every one of us would like to grasp the magical answers. I can tell you that the only magic is to identify a each sales person sales process, set core competencies for the sales force and to achieve all that you will need to follow a successful sales force assessment.

Take advantage of our 72-hour free trial

TIP # 1:  Each sales organization should go through a sales force assessment at least once a year.  The sales force evaluation should answer the following questions:

  1. Is my sales management team efficient enough ?
  2. Is each sales person providing us with the full potential?
  3. can your sales force consistently overachieve?
  4. who is reaching his full potential?
  5. can they hold my margins?
  6. Who can grow?
  7. Do we have the right core competencies?
  8. can we reach a higher market share with the current sales person?
  9. who is trainable?
  10. who is coachable?
  11. everyone has an adequate sales process?
  12. how to be sure of our competitive advantage ? etc..

Each managing director and sales manager should be able to screen your sales team into the tiny tiny detail , this is how you can find the write answers to your sales organization growth potential. A dashboard of priorities should be set up to move forward and find sales success.

TIP # 2: Each managing director should look at his sales organization globally, so he can identify the sales force competitive edge will drive him to successfully increase market share and sales. 

TIP # 3: The sales force assessment will provide each managing director with a full range of actions to improve his sales organization market share position, each sales person skills, optimize the management team compass and create then a real competitive advantage to drive success.

TIP # 4:  Each managing director will be able to get an optimized budget for sales training and sales coaching that will be dedicated directly to take the sales force and market share to the next level.

By Nada Bifani, CEO of WIN Sales and Marketing Programs, July 31, 2012.

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