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26
Jun, 2019

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 its price was within my budget.

As I got on the call, it didn’t take long until I found myself led through a demo. When the demo ended, 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 “MAYBE”.

The sales person committed the #1 sales mistake: They pitched their solution without knowing exactly what my needs were and 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 in the first place. You need to ask about your clients’ pain points first and what their expectations are with your product. There are two benefit of this;

It will give an edge to present a solution which exactly matches their needs which can help you to hide the features that are irrelevant for them.
It gives you an idea how important it is for them; this will help you sell the product at a good cost.
Have you ever faced such a situation where you start selling without knowing what customers want?

Have you ever been in a demo where someone starts selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?

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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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10
Dec, 2012

By admin

Increase Sales Performance Using Technology

Increase sales performance of your sales force is probably your number one priority in 2017. How are you going to achieve that in an a global recession environment and with companies shrinking budgets year after year? What are you going to do differently?

In such environment, sales force need to work more to achieve or work smartly. Here some ideas that we believe will help a sales force to increase sales performance on the go:

 

Get a smart phone or a tablet

Be all day long connected is the rule number one, to be proactive and interact quickly:

–   To clients and prospects
–   Access easily your social network for data mining
–   Follow web based sales training
–   Get you sales manager sales coaching tips
–   Be fast, beat your competition

 

Use powerful data mining as a compass whenever you need it

Identify all possible segments of prospects within a region or an area . Address each segment with a personalized sales pitch. Using data mining to identify groups of potential clients like:

–   DataSift.com that offers the most powerful and sophisticated tools for extracting value from Social Data. imagine
–   LinkedIn.com that helps the sales force build relationships and access executives in a whole different way.
–   Social123.com that is a powerful and easy to use platform that quickly adds social media contact information to your database and CRM system.

 

Leads generation

–   Inbound marketing and social networking activity two hours a week at least create hot leads, boost sales performance and shorten the sales cycle
–   Invite your employee to follow the company activities and leave comments

 

Sales training on the go

Nowadays, sales performance is impacted by regular sales training, sales coaching and follow up. Sales people can spend few days per year in a classroom but need to spend at least 1 hour a week in sales training, follow up and sales coaching to boost performance.

Sales people are under pressure all year long,specially in these though times, they don’t have the time to spend hours of training in classroom. Though, they can easily follow :

–    On-line sales trainings any time they can, in the evening, at the airport, in the car to refresh their selling potential

–    Or Live sales training webinars to follow trends and new sales techniques and interact with sales experts for better sales performance.

Sales Coaching on time

The sales force should interact with clients all day long. Long sales meeting to coach our sales force is time consuming and a luxury, but unfortunately crucial to the our sales growth. Some web based platform are excellent to help sales managers do the job remotely.

an example CallidusCloud.com or Membrain.com  Sales Coaching, provides real-time feedback on the leading indicators that determine actual sales results, delivered on a cloud and mobile platform that lets sales managers collaborate with their team on each goal, deal by deal, to ensure successful growth, quarter over quarter.

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Increase Sales Performance Using Technology