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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

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:

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

Why Professional Sales Training Is Necessary for Any Business

Professional sales training aims at a corporation’s strategy for long-term sales sustainability by imparting:

–   Professional sales development
–   Improving sales team productivity
–   Increasing bottomline

The aim of this training basically, is to make the sales team, the best professionals in their field. Even then, at the heart and soul of this professional sales training, is interest to improve sales while guaranteeing productivity performance for sales teams.

Professional sales training also gives participants skills and tools which can be used to bolster interaction with maximum results for every call made. Moreover, these programs also make it easier for participants to implement the best-selling procedures, qualifying this program as both tactical and strategic. Instilling pre-call planning is a crucial aspect of this program as well.

 

In-House Professional Sales Training

In-house professional sales training is another crucial aspect of this process and targets mainly, a unified sales team within the organization’s life. For young sales professionals, this is an interesting opportunity to not only gain industry knowledge, but also share and learn from veterans who can also gain from being motivated and re-energized. Also, focusing on restructuring weak points, unique selling points and the entire performance of the team also helps improve the team’s motivation.

At the center of professional sales training is helping bring new customers to an organization. It’s however, important to note that whereas the focus is new customers, adding value to existing customers in the face of stiff competition is another critical function of the professional sales training. To achieve this, the skills imparted are dedicated to learning from exactly what happens in the field.

Professional sales training while focusing on the team, also considers the value of individual training, values and goals. This includes addressing issues of performance within individual’s sales teams to find sales people who not only fit into the organizations structure, but also getting new sales people to join.

Professional sales training aims at the overall sales of the organization. These include skills and techniques which will equip sales team members achieve individual targets and those of their organizations. This can only happen when the skills and techniques in selling are imparted to become second nature to them.

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

4 Sales Team Winning Secrets to Implement Immediatly

Every company knows that their bottom line is revenue. Every company strive  to have a winning sales team all year long.

Today’s economy has become a challenging workplace, indeed. Individuals and corporations are often times, left wondering how they can take their businesses successfully to the next level.

For Sure, your objective is to turn each one of your salespeople into professional sales money makers for your company.Well, there is help out there.

If you are looking to decrease salesperson turnover, and to cut costs, Sales processes, sales team development and in-house sales  training are all areas you should concentrate on to give you the best probability for success.

How do we do this? Through an abundance of sales solutions. Each one structured to your specific company; where sales training is structured towards your sales team development.

No matter your need or occasion, it all starts with four secrets that will create a winning sales team for your company.

Secret #1:  Ground Zero Skills Assessment. This is key to determining how the groundwork will be set. Here is where your sales team is evaluated and additional knowledge and skills are recommended to boost your company’s professional sales reputation.

Then you should be offered professional sales training, sales courses for sales and management, as well as professional sales training certifications.

Secret #2:  Classroom Training. Here is where you find sales courses and certifications. Offered as live workshops, and face to face professional sales training webinars with a trainer.

A wide range of sales training certifications, such as Sales Manager Certification (CPSM), Sales People Certification (CSP), and Sales Executive Certification (CSE). Sales Training is available for individuals and corporations. Whatever your need, we have got you covered.

Secret #3:  E-learning Modules. You can make it  easy for yourself. Sales training is online, in other words, 24/7/365. Everyone has access all the time.

Whatever your weakness is, whether that is in sales techniques skills or management soft skills or communication soft skills, we have professional sales training to turn those weaknesses into your best strengths. Learning is whenever your staff has the time, and is also offered locally and internationally.

Secret #4:  Skills Improvement Assessment. As learning takes place, it can often be quickly forgotten. Not so with our skills assessments. As your sales team learns, they are tested all along the way to ensure that their new skills will be perfect for your sales team development.

Businesses today require a masterful set of competencies in many areas. Our courses, such as presentation skills, mastering body language, the art of closing deals, or meeting action plans, just to name a few,  are all designed for sales training success.

All professional sales training at Win Sales & Marketing is geared to satisfying the immediate needs of your business. Fast-track  sales training will grab your sales team on the spot, and work to equip them with the best tools to not only grow quickly in their careers, but to boost your profitability.

With Win Sales & Marketing, you just can’t lose.

By admin

Why a sales certification is a must these days?

Discover:

  1. Why a sales certification is a must these days?
  2. How easy you can be Certified?
  3. How to prepare yourself for a promotion? what you can tell your employer?
  4. How the certification can help you find a great sales job?
  5. How other Certified people Increased their income?
  6. How you can benefit from being certified?
  7. and much more GREAT VALUE

Our Certification Trainings Programs, Live Face to Face, are the BEST VALUE in Professional Sales training and right now is the best time to begin.

By attending a Free Training, you learn more about WIN Professional sales and sales managers Certifications, and the more excited you will become about earning your new credentials and boost your career and your income.

Testimonials:

“What I liked is the methodology used the application on the whole class in real simulations, information given.  It gave me a plus to my knowledge and not redundant information. Thanks a million.”

Thank you for giving your knowledge and time. It will pay off big time.”

WIN programs  is one of the very few organization that offers a complete training on sales management tasks. The optimal benefit I could sense was when I passed all the 25 test questions ask by the international accredited examiner. Thank you for given me the opportunity to Master the art of Sales Management.”

“I have found the sessions very interesting and helpful. The course material replicated real life cases, and I found it useful to use in a multinational company such as the one I work for.”

“The program was full of information and ideas, and the most important thing was the quality of education which I felt during all the sessions.”

More testimonials  Watch the video:Become Certified

Visit our website for more info        Follow us on facebook       Look at our list of clients   Become Certified

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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.
Why Professional Sales Training Is Necessary for Any Business