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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?

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

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

WIN Sales & Marketing Programs Working Hard With BML Bank

WIN Sales & Marketing Programs Working Hard With BML Bank

At a recent training in Lebanon, WIN Sales & Marketing Programs worked with BML Bank delivering classroom training.  Look at the engagement we had – everyone was working so hard to learn their skills and do the exercises!

Exercises are a group event…

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.

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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

Time to Put Your Sales Force on a Sharp Training Schedule

Do you lose business to competitors just because their sales force is more skilled?

If it is so, then it is probably time to put your sales force on a sharp training schedule. It may help them identify the reasons of their failure and address the skills needed to fundamentally change the way they approach clients/customers.

 

The Selling Jobs Crucial Needs

Sales is a job that needs constant upgrading of skills. Even people who have intrinsic skills of getting things off the board quickly need to hone up themselves. They need to reorganize themselves to sustain that competitive edge. Professionals who do that reap the benefits along with their organizations, while those who fail to take it into account witness plummeting sales.

Problems may crop up in the approach of even the most competent sales professionals. They may assume too much when Dealing with clients; Fail to identify compelling reasons for product sales, Premature proposing, quoting and presenting; Lack of research about competition; Inefficient differentiation, etc. Sometimes, they may just be outdone about the sales team of the professionals.

A business enterprise will do well to conduct periodic sales training, conventional or online, for their sales force as it would help them fill in the gaps and improve their performance. There are companies that specialize in conducting training courses for the sales professionals. The training offered is focused on action planning for participants to ensure impact on return to the workplace. Instructors are face-to-face with the sales team, discussing their problems and explaining to them where they had been committing mistakes. Case studies are conducted to get home the point.

A sales training schedule will touch all aspects of sales such as Direct Sales, Objection Handling, Presentation Skills, Negotiation and Closing Skills, Sales Management, Sales Writing, Telemarketing Skills, etc. making it increasingly useful for the participants.

 

Sustainable training versus Results

Professionals who receive quality sales training show tangible results. They tend to become more focused on their job, seeking out opportunities to test their polished skills. They develop better understanding of their job after the training which shows. You see more leads converted into sales, which boosts the bottom-line of the company. ROI on the sales force training becomes visible.

Any corporate sales training session is held with a specific objective. You can discuss with the trainers curriculum, duration and any nuances you want to get your team specifically trained in. If you are not very sure what real benefits the training will bring in, discuss it openly with the trainers.

Training module is designed keeping in line the job profile of the participants. Executives will receive sales training on interpersonal skills, working in teams and boosting profitability. On the other hand, module of a sales manager will include leading a team, setting objective for better efficiency, how to manage by objective and controlling environment to optimize presentation.

Participants learn communicating efficiently through process understanding, avoiding communication barriers to succeed in business, recognizing non-verbal signs of expression, identifying personal obstacles to effective communication and identifying opponent next action after reading their body language.

By admin

Does a sales training course pays ?

Investment in a sales training course is something which pays.

Today career in sales has grown leaps and bounds and has offered immense opportunities for salespeople who cherish ambitions to makes it a big in their chosen career. Career in sales is something you can expect a big cash and promising life ahead. However, this is not as easy provided cut-throat and highly fluctuating market dimensions.

 

What is Special About Sales Training Course?

Sales training courses are efficiently created to ensure that skills, techniques, aptitude and knowledge of you sales professionals are attuned towards meeting ever changing market needs. With the newer entrants entering in the game of market launching newer products and services quite frequently, until you train your sales people effectively, you will not acquire necessary edge over your peers. This is what a sales training course makes your sales people ready for.

Flexible sales training course allows fresher as well as experienced sales professionals to acquire and improve their sales skills and performance as well.

 

Two Vital Skills That a Sales Training Course Equips You With

 

Time Management

Effective time management is about many factors including prioritizing the tasks, interruptions management, avoiding procrastinations etc. But the most important thing in time management is the “Plan of Action”. The plan clearly stipulates the time frame for achieving a target on daily, weekly or monthly basis. 80/20 rule holds special prominence here that says 80% of the tasks your ‘to do list’ would deliver 20% of the results and 20% tasks would deliver 80% of results. A good sales training course will guide you on techniques and skills to manage time effectively.

 

Effective Delegation

Effective sales training program teaches you the art of delegating task to your team or specific set of professionals. Deleting a task entails you to identify the task which is to be delegated, explain the project to team or individual followed by organizing and controlling the task.

 

After undergoing a sales training course you will be able to:

 

– Understand significance of effective sales practices, processes and cycle
– Build strong credibility meaning ability plus trust
– Recognize value of first 30 seconds in a sales pitch
– Qualify leads at every step of sale
– Explore difference between top and low performers
– Set and achieve sales targets on your own
– Overcome rejection challenges
– Building long-lasting rapport with your clients
– Close sales deals easily and
– Closer to your dreams

 

How Sales Training Course is delivered?

The courses are delivered using advanced technologies though both online training as well as offline modes. The learners are trained through presentations, exercises, workshops, role-plays and real life situations.

By admin

Sales Training Course that meet return on investment

Sales training course is a hot topic right now: 76% of companies are increasing their focus on training, while only 51% are spending more money. Consequently, sales effectiveness leaders are under more scrutiny than ever to prove their worth.

Sales training course is a dynamic method of getting the goods or service from the producer or provider to customers as efficiently as possible, reigning in new clients, and offering incessant motivation and training to the sales force.

 

 

Recruitment versus Training

A company can recruit salespersons after they have acquired the highest level of education or others who undergo a sales training course while they are already working. Few corporations arrange for in-house, industry-specific training for their personnel. Irrespective of the method adopted to instill the persons with the right knowledge base, practical experience, and attitude, every sales training course is aimed at bringing improvement in key areas like, sales, sales management, generating customer loyalty, personal motivation and methods of developing high performance sales team.

As pointed out by Mark Hunter, leading sales expert and speaker, “Sales is all about having the commitment to serve and the passion to sell”, the process of selling requires fiery enthusiasm, which can be mastered during sales training.

Why Sales Training should be a continuous process

A sales training course  recognizes and improves the natural instincts of the sales team.

  1. Effective training leads to creating innovative, practical ideas and knowledge that provides learners with considerable selling edge over others.
  2. Knowledge is imparted through lively training sessions that inspire learners, in-depth seminars, workshops and hands-on and simulated practical experience.
  3. The team of salespersons acquires the best selling practices at their fingertips, making it easy for it to put great ideas into action.
  4. The street tested techniques that students imbibe reinforce their accountability, help them to identify new priorities, territory planning methods, and turn them into world-class  leaders.
  5. Sales managers learn excellent ways to lead their teams, encourage ingenuity at work, retain efficient salespersons, motivate others, and establish the right, work culture during the time spent at sales training course.
  6. It has to be brought to the manager’s notice that his/her duty is not only to grow market share, but to grow people too – quality and quantity.

the process should be linked to an accountability system that leads to motivate the sales force to do better and better everyday.

The process of ongoing personal development and enhancing skills of communication, negotiation, and collaborative working is given considerable importance during a sales training. 

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.
Fantastic Pharma Consultative Selling
WIN Sales & Marketing Programs Working Hard With BML Bank
Time to Put Your Sales Force on a Sharp Training Schedule
Does a sales training course pays ?