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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

Sales Management what is it really about?

Sales Management  was never more complex and challenging than it is today. Effective sales management is a critical initiative which aims to drive sales transformation or reduce operational costs. Simpler days of pushing wares into consumers’ hands have undergone drastic changes.

What is needed now is customer-focused sales management that calls:

  • for in-depth knowledge,
  • flawless execution in an atmosphere that encourages collaborative teamwork
  • Faced with the pressure to cut costs, salespersons  have to pursue the sales force aggressively to increase productivity.

  

 

 

 

 

 

 

In days gone by, the process of selling was simple, hardly needing any high-tech management of the present times. Salespersons were marching the road most of the week. Cold calling was common, but people accommodate with salespeople simply because they were a window to innovative products and services available.

Fast forward to the age of Internet; does the Internet seemingly made salespersons obsolete? and had Sales management become quite a challenge? and is the focus now on helping consumers to make informed decisions?

The environment is extremely competitive today. Efficient sales management is greatly responsible for the success of any organization. Hiring and retaining proficient salespersons is the ultimate key for a flourishing business to stay at the helm. 

As the veteran leader R. H. Grant said, “A salesman, like the storage battery in your car, is constantly discharging energy. Unless he is recharged at frequent intervals, he soon runs dry. This is one of the greatest responsibilities of sales leadership.”

The leaders are not expected to tell their teams “what is to be done”, but rather, “how it is to be done.” Technology and social media have changed the concept of sales management and are responsible for breaking down the physical barrier between the seller and buyer.

Ideal Sales

Sales management has come to include all sale related activities, like advertising, recruiting, training, motivating, evaluating, market segmentation, identifying potential buyers, compensating personnel, product promotion, personal selling, distribution, information maintenance, pricing, and product merchandising.

Sales being a two-way process, personnel are rewarded financially, while the customer gets the good or service he or she wanted. Maintaining good customer relationship is another objective of the sales department.

Due to the ever expanding nature of business, computer technology has taken over most of the functions carried out with paper and pen. Sales management are hampered or facilitated by good verbal and non-verbal forms of communication.

Making successful sales presentation helps in building and maintaining lasting customer relationship. For this, knowledge about the company, product, customer, and competitors is a must. Sales managers should develop their leadership and their ability to audit the sales persons performance. Laying effective B2B and B2C plans can help companies to thrive and make progress by leaps and bounds.

 

By admin

Sales Management Training: Gain Your Edge

Are you managing a sales team?
Is the pressure of performs of your team on your shoulder?
Need help and tips to manage your Team?

The information age has changed the way we do business. A sales team is capable of making or breaking customer relationships and business reputations. As a sales manager you are responsible to make your sales team focused, directed, energized and motivated. Being a strong and improved sales manager can improve an entire sales team. A manager is responsible for managing sales team and a sales management training program can help and enhance your skills to lead and manage a team.

As a sales manager, sales management training can help you improve your professional skills and help you know what separates the top leaders in your field from everybody else. A skilled sales manager with the help of sales management training can create value not only for the team but also for the company and for the customers. The sales and leadership techniques and provided during sales management training can help you manage and build your team for greater success.

Sales Management Training Programs

Sales management training can get you to the next level. The skills and attitudes which you will gain from a sales management training will reflect on performance of your sales force you manage and equip you with latest sales techniques and effective ways to manage your time, your customers and your sales team. Sales management training can ensure you are properly prepared to:

  • How to motivate your team
  • How to reach your sales goals
  • How to increase sales knowledge
  • How to identify which sales techniques work
  • How to identify, build and retain an effective sales team
  • How to identify individual strengths in your team

If you are a sales manager and managing a sales team which is not performing and don’t know how to change it? Sales management training can reinforce you with tools and skills to lead a Sales team and deliver long-term revenue growth.

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