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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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28
Nov, 2012

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.

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30
Oct, 2012

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?

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