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19
Sep, 2017

By admin

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

So far, I have posted a lot 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 get a “MAYBE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advises that one needs to adjust their conversation to guide the prospect to come to a decision. This can be tricky as salespeople can 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 both on the same page and moving forward together toward one of three outcomes:

  1. Yes
  2. No
  3. Figuring out the next steps – Future meeting date & agenda

By following the above process, you are avoiding a limbo stage. 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 meeting and make it your own, you will start seeing 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, we are here to help!

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30
Aug, 2017

By admin

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

When I first started selling, I often experienced the following scenario.

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 fail 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 too 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 realised 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 are:

  • 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.

What is your strategy to face this situation? Leave your thoughts and comments below!

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16
Aug, 2017

By admin

Have you faced this situation in a sales call?

 

Have you faced this situation in a sales call? 

(Source: Flickr)

Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experience 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 this process “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair this with 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’? 

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29
Dec, 2013

By admin

6 Great Sales Training Franchise Criteria for a Successful Start

Setting up a sales training franchise is a win-win situation, both for you as an entrepreneur and for companies that sign you up for training their sales personnel.

The rising demand for sales training has turned many experienced professionals towards this field, and in order to make your mark in the industry, you need to think a notch ahead of your competition.

A complete sales training franchise needs to have everything from the right experts, comprehensive management, budding talent, industry experience and of course effective marketing.

Wondering what makes for a  successful start for sales training franchise and what you need to do in order to race ahead of your competition? Here are the six basic criteria that you need to survive and stay ahead in the market. Take a look:

An Established Brand Name

One of the main advantages of going for a sales training franchise is that you get to work under an already established banner and this saves you a lot of time and resources needed to build your image from scratch. Therefore, it is important that when you are looking for a sales franchise, you go for a reputable and credible name that already has the right balance of skills, experience and credibility in the market.

A Skilled Training Team

A successful team of training and coaching professionals will instantly bring in more business and more success for your sales training franchise. When creating a team, it is helpful to select dedicated professionals who not only have the talent but also a thirst for knowledge. Doing so will establish a  sound name for your franchise in the initial stages as you will be better geared up to  coach sales teams from diverse industries and business areas.

Experienced Individuals

Though the concept of sales remains the same, a sales coach needs to have experience of dealing with  diverse markets and different industries. This industry experience helps different sales individuals gain equal knowledge and skills from them.

Technological Influence

Technology has completely taken over the world of sales and marketing and the tech savvy customers of today expect nothing less than utmost quality and convenience. Therefore, it is important to have an edge over the advanced technologies  that are in vogue in the sales world. This way you can better educate and arm sales professionals how to discover massive growth opportunities and unmatched success in their respective fields.

Dedicated Support is a must for a successful sales training franchise

A dedicated customer support service always spells instant success for your brand, no matter what type of business you are operating. When you are running a sales training franchise, you need to pay special attention to this aspect in order to win over more clients and let industry professionals know why they you are the best choice in the market.

Therefore, this is one important criterion that you need to focus on in order to make a successful entrance in the sales training world.

Marketing and Promotion

Last but not the least, making a unique mark in the sales training empire requires effective marketing and promotional tactics. Online marketing is a rage in this aspect, and can give your sales training franchise the leverage it needs to make a powerful start. And it goes without saying, once you begin on the right note, there is absolutely no looking back!

In the current economic climate, specialized sales training is important for every member of a sales team in a particular organization. This makes owning a sales training franchise a lucrative and profitable business venture that not only brings in massive profits today but also open doors to versatile opportunities in the future.

 

 

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15
Dec, 2013

By admin

4 Reasons a Sales Training Franchise is a Good Buy

A win-win situation for all, buying a sales training franchise not only brings guaranteed profits today but also gives you the opportunity to broaden your horizons on long term basis.

It is no secret that sales training programs and coaching courses are ideal for a sales team based in any industry. Specialized sales training courses provide your company personnel the skills and expertise they need to leverage growth, bring in more customers and ultimately generate bigger profits for the company.

Credibility and reputation is the first thing most companies look for when searching for a sales training certification for their employees. And that’s where the importance of a sales training franchise comes in.

With a pre-established name and following in the market, owning a sales training franchise opens doors to more growth opportunities for you as you are working under an already established brand. Furthermore, you can build a professional team and combine your management skills with the years of experience that the franchise has in generating extensive sales leads.

Here are four top reasons to invest in a sale training franchise. Take a look:

Diverse Opportunities

One of the biggest advantages of setting up and running a sales training franchise is that it is not limited to one sector of the industry alone and there are endless opportunities for growth and success. The need of sales training is being felt by almost all industry sectors and global opportunities are also growing with each passing day.

In such an economic climate when the competition is getting fiercer and technology is reigning as the king, every organization is looking for an edge in the way they sell and most turn to sales training franchises for optimizing their growth.

High Margin profits, Low Investment

Owning a sales training franchise requires minimum startup costs and maximum returns. With a sales franchise, you are actually capitalizing on your skills and sales management experience to boost up the profits of your client.

As you start gaining experience and expertise in the market, your resume becomes more and more impressive bringing in more business and ultimately more recognition for your business franchise.

Flexibility in Service sales training franchise Operation

Unlike other business ventures, a sales training franchise can be operated from your home as well saving you a lot of investment in setting up an office, buying equipment etc. The ‘set and earn’ formula makes up for quick profits and instant success and also cements your credibility in the market for further career advancement and diverse opportunities in the future.

Rising Demand in the Industry

Gone are the days when sales training and coaching was needed at high flying organizations and corporate bigwigs only. Today, more and more businesses, big or small, are realizing the importance of professional sales training and its advantages in gearing for greater business reach.

With an increased appeal and demand in the market, a lot of companies big and small tend to go for certified sales training franchises to train and coach their teams and bring their sales targets in line with leading industry trends. This makes owning a sales training franchise a profitable and lucrative opportunity to enter the market and cement your credibility.

One of the main advantages of owning a sales training franchise rather than going for individual coaching course is that you can reap success quickly and effectively, work under an already established banner and receive an instant ROI as soon as your franchise goes live!

Thus, if you are interested in sales training and coaching, have the resources and expertise to make it big in the market and are searching for the perfect platform to showcase your skills and leverage or potential, buying a sales training franchise is your best bet!

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