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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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15
Jan, 2014

By admin

3 Reasons Why a Sales Certification Will Benefit You

In The World Of Sales, Innovation Is Everything.

A lot of people debate on the importance of getting a sales certification and does it really sharpen your skills and improve your credibility. It is true that having a sales background and related experience in the market definitely helps you progress, but if you want to excel beyond measure you need something that makes you unique.

A sales certification enables you to see things differently, learn about the latest trends in the market and improve your chances of making it big.

Whether you are an experienced sales professional looking for hands-on knowledge or are just starting out –a sales certification can lift your career graph and take it to new heights. The consumer mindset is changing every day, and buyers are looking for more convenience, comfort and certainty in every transaction. Having a sales certification can do wonders for you because it will not only help you keep up with the trends but also set you apart from the competition.

Want to know why? Here are the top three reasons why a sales certification will benefit you. Check them out:

Enhance your Knowledge

With a sales certification, you instantly get an upper hand at the organization you are working in. Certification and training polishes your skills as you have a clearer understanding of key sales concepts and also know how to implement these concepts into the rapidly changing industry.

As a salesperson, you need to constantly grow and stay up-to-date with the latest trends. Whether you are in corporate sales or personal dealing, there is no end to learning and extending your professional expertise. While a traditional sales degree enlightens you about the basics of sales, an additional certification teaches you how to apply these in the market to reap instant benefits.

Prove Your Leadership Skills

Getting a sales certification brings out the best in you and awakens your leadership skills. In the sales industry, you are likely to meet with new people on a daily basis and work on challenging projects every now and then. As the sales team is the backbone of any organization, big or small, it is essentially important that you know how to lead your team from the front and keep up with the modern trends in the professional world.

With a sales certification, you become a sought-after expert in the industry and this helps you channel your resources better and grow your networking potential with each passing day.

Get Recognition

Having a sales certification not only makes for present success, but also opens doors to diverse opportunities in the future. A specialized certification on your resume enhances your worth in the industry and makes you a more credible and bankable asset for your company.

Furthermore, it also gives you a competitive edge that can boost your earning potential and widen the career prospects for you. With a sales certification, you actually market your talent and skills and prove to an employer that you stand out amongst the competition, are willing to go a mile ahead to distinguish yourself in the field and are dedicated to cash in your abilities for the growth of the organization.

Today, it takes more than just than hard work to excel in the market. Ongoing training and a thirst for unending knowledge are some of the key factors that influence your growth as a sales individual. If you strive to stand out with a creative approach and professional expertise, having a sales certification will prove to be the best tool to portray your credibility and competency to the world!

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12
Dec, 2013

By admin

How a Sales Certification Will Boost Your Business?

To take your business to the top, you need a strong and consistent workforce.

Sales certification can sharpen the skills of your team and provide them all the tools that they need to bring in maximum business to the company.

It’s true that experience and expertise matter the most for the success of a sales team, but with the right training and guidance, every member of the team can perform to their level best which in turn spells instant success for the organization.

Want to know what the benefits of a sales certification are and how it can help you grow and shine in the market? Keep reading to find out:

Enhanced Professionalism

Sales certification brings the entire sales team on one equal level and increases professionalism and positivity between the salespeople. During most sales training and coaching programs, employees are taught how to function and operate as a unit in order to maintain the sales graph and boost profits for the company. This alignment amongst the team to achieve the set goals not only gives rise to better team workers but also identifies team leaders who can coach and train others to perform up to their potential.

Competitive Edge

In order to continue growth and build a strong portfolio in the competitive sales industry, you need to break free from the traditional clichés and create a unique position for yourself in the market.

With professional certification, you can be assured that your sales team has additional sales knowledge and skills to cope with the latest trends and connect with the target audience and this instantly translates to optimum success and positive word of mouth marketing for your company.

Better Understanding of Customer Needs

To connect with the customers on a personal level, the sales team needs to interact and sell with the right passion and approach. Being too pushy is never a good idea and always results in a negative impression.

Different sales training modules specifically teach individuals in the sales team how they should sell the product in a way that it doesn’t go too over the top and strikes the right chord. Thus, sales certification not only makes your sales team stronger and consistent, but also increases the number of loyal and satisfied customers associated with your company.

Building Value of Your Brand

To be a sales person you need to have an understanding about the customer psyche as well as how to reach out to them in the best possible light. With the right training and certification you can boost the morale of the entire sales personnel and make sure that every member of the sales team is an expert in the field.

Continued Learning versus Sales certification

In the field of sales, there are no bounds to learning. In order to keep up with the ever-changing demands of the consumer market, constant innovation and understanding of customer wants is of critical importance.

Sales certification arms your sales team with the skills they need to perform at their best and apply their knowledge and experience for increasing business insight. With certification and training your sales team will know how to cater to the varying mindsets of consumers and put forward the solution without wasting time of the customer.

All in all, sales certification equips the sales team with technical knowledge and practical skills that boost the credibility of your brand, attract more business and result in renewed sales and profits. Getting sales certification brings instant benefits to every sales individual in your team, your organization and also your customers making it a win-win deal for everyone.

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