Month: July 2017

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B2B Sales Training | Legal | Insurance | Consulting | Accountancy | Advisory

B2B Sales Training | Legal | Insurance | Consulting | Accountancy | Advisory

Professional Services Sales Training Courses B2B – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential.

Professional Services Sales Training Courses B2B

You’re probably working in a very crowded market, highly competitive, perhaps you don’t really get that much opportunity to win new business because you pretty much have to wait until the other guys mess up.

And who knows what restrictions your professional bodies might impose, or how your firm likes your brand represented.

Plus, you’re an expert in your field, not a jobbing sales person.

But the lines have merged.

Today, most everyone in a client facing role, from partner, to free earner, from associate to client support, are all sales people.

So, time to get smart about how to pull in sales, whilst you’re doing your day job.

Professional Services Sales Training Courses B2B – Sales and Business Development Training Designed for Skilled Experts in Legal, Insurance, Consulting, Accountancy, Advisory

This is a highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.

Available modules are as follows, just pick the ones you want:

  • What Does Sales Success Look Like?
  • Identifying Ideal Prospect Targets
  • Dealing with Sales Prevention Staff
  • What Are You Selling?
  • Why Should The Buyer Listen To You?
  • Creating A Powerful Sales Pipeline – Data, Information, Knowledge, Wisdom, Power
  • Psychology Of Buying – The Buyers Perspective
  • What Is The Buyer Looking For?
  • Sales Call Structure – The Holistic View To Consulting And Selling
  • The Objection Free Pitch – Selling The Solutions
  • Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
  • Responding To Different Resistances To Change
  • Creating Urgency In The Sales Process
  • Checking and Reinforcing Commitment To Buy
  • Understanding The Money Question
  • Cross Selling And Up Selling
  • Active Listening Skills
  • Testing The Pitch
  • Create And Use The Buying Signals
  • Summarising Your Understanding
  • Selling Their Motivations Back To Them
  • Handling Prospect/Customer Questions
  • Trial Closes
  • Gaining In Principal Decision To Commit
  • Selling The Price
  • Asking For The Order
  • Price Negotiation
  • Using Influence and Persuasion Skills
  • Building Referral Networks
  • Using The Sales Pipeline Model
  • Gaining Success With Different Buyer Types
  • Creating Certainty In The Sales Cycle/Forecast
  • Self Motivation/Goal Setting
  • Creating Winning Sales Proposals
  • Getting The Purchase Order Signed

Professional Services Sales Training Courses B2B – Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines

Course Outcomes

Having attended this program you will be able to:

  • Quickly establish common ground with key influencers and decision makers
  • Have a compelling, persuasive and logical sales presentation
  • Conduct a commercial sales based conversation with any targeted prospect
  • Quickly establish if there are any commercial opportunities, when, budget, process
  • Move from sales person to trusted industry expert
  • Build rapport and gain the confidence of the key buyer(s)
  • Structure logical and relevant questions
  • Work with the buyer(s) to establish and explore the scope of their current service provider
  • Identify points of weaknesses in their current provision
  • Guide the buyers(s) thinking towards blue sky solutions
  • Explore the cost and impact of the current weaknesses and gaps
  • Structure relevant solution(s)
  • Challenge the buyers thinking
  • Use influencing skills to trial close
  • Deal with the budget question without causing a negative impact
  • Sell your propositions based on the value delivered
  • Speak knowledgeably about the life value of the product or service, not just the cost
  • Explore costs and value as part of the same conversation
  • Fluently establish the costs of remaining with the current provider
  • Sell the price
  • Handle objections
  • Deal professionally with incumbent relationships
  • Ask for the business
  • Gain an in principal decision to buy before you leave
  • Create urgency in the sales process
  • Establish a stead stream of cross business referrals – internal and external
  • Build networks
  • Seek referrals from all prospects/customers
  • Build, maintain and account manage a sales pipeline
  • Create certainty in your sales forecast
  • Design and deliver sales proposals that will make it easy for the buyer to say yes
Including
  • Pre training telephone consultation with each attendee and the team manager
  • Post training sales call structure design and review
  • Unlimited telephone support for 60 days post session

Duration

This is a 0.5 – 2 day onsite program depending on the modules you select, which are totally tailored for your business, existing skill sets, your industry sector and specific challenges.

The Professional Services Sales Training B2B Course can help anyone working within a professional services firm, at whatever level, from senior partners to junior level support staff and new associates.

To find out more about this sales training course and how it will work for the professionals within your firm, call 0114 236 1221 or email carol@mortonkyle.com for an informal chat.

Plus:

To receive sales and business development insights directly to your inbox weekly – guaranteed no span – subscribe for free here – The Advanced Business Achiever – great for sales meetings, sales coaching, keeping up to date with new sales trends and bringing new ways of business generation to your firm

If you’re ready to go it alone and simply want a sales and business development process to follow – TurboCharged Sales will be perfect for you.

Conversely if you don’t even know where to start, here’s your safest bet The Sales Audit

For anything else: call 0114 236 1221 or email carol@mortonkyle.com for an informal chat.

Happy Selling

Professional Services Sales Training Courses B2B – your key to removing departmental sales silos, building strong cross sell, lead generation and referral pathways, and unleashing your firms sales potential.

Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques? Really, but I get most of my business from inbound leads, so then why do I need to do cold calling?

And that’s a fair question.

But at some point you’ll need to move that nurtured lead out of the social media play ground, so you can move it on to your sales forecast via your sales pipeline, so he can eventually make friends with your accounts team.

Or, maybe you’ve spotted a firm you’d really love to work with? The fastest way to cut through the noise is to pick up the phone and get chatting.

You might have read about cold calling is dead? That’s the message from by people who are bad at it. Ignore them.

It’s still the number one skill you need in sales if you want to make things happen. Fast.

Especially if you’re looking for an injection of high quality and qualified sales opportunities into the sales pipeline.

Listen, I’ve audited sales functions, in firms that have questionable futures. Lack of new business, closely followed by low sales hunting focus, will kill any business.

Don’t let it kills yours.

Roughly translated, if you’re waiting for your email to ping, your tweet to drive business to your sales pipeline. Your LinkedIn profile to set the world alight. Or your business page to deliver enough business for your firm to consistently grow, alternatively you think existing customers will feed you enough business, well, then you really need to read this…

Cold Calling Techniques For Self Starters

Well, cold calling has changed, but the name hasn’t! Cold calling, and cold calling techniques have definitely grown up as the sales and marketing spheres have merged, so what does that look like now?

Research is Key!

No one needs to be calling a cold prospect any more. It’s the fastest and easiest way to tell the sales prospect that you’re a lazy sales person…

Cold Calling Technique 1: Research all of your prospects and their firms.

Numbers Don’t Matter. Contacts Do!

5 full blown sales conversations per day with a business, the decision maker, the referrer or the influencer will trump 20 calls with low rank juniors who try to convince you they’re the decision maker.

That’s where your research comes in to play…you won’t be easily fooled or distracted and you’ll not be filling your sales pipeline with wanna bees!

But what’s even better?

10 full blown sales conversations!

Cold Calling Technique 2: Don’t confuse an increase in call quality with a decrease in call quantity…do both to be really sales smart.

Quality Matters. A lot.

Stop calling firms where you can see no fit. So, it seems we’re back to research again, BUT, research companies where there is a fit and discard others. Reflect on some of your best customers, are they in a particular niche, sector, industry, location? Are there more firms out there in the same sector, who could possibly use your services?

Cold Calling Technique 3: Always be researching, looking for niches, scanning the industry press, awards pages, news…and try to do it outside of core selling time.

When reviewing your cold calling techniques, you’ll also need to consider the following:

The prospect is expecting to speak with an expert advisor…someone who knows their business, is curious, is able to respectfully disrupt the prospects current thinking, potentially solve a quantifiable business problem using a solution with a robust ROI

The prospect is expecting you to listen to him. Not broadcast. Ask intelligent questions and assess the common ground and value in continuing the conversation in more depth.

Cold calls have a bad rep…with everyone, so get cute about negotiating gatekeepers or even better, avoiding them all together. Use your networks to facilitate worthwhile introduction and warm ‘cold’ calls.

Don’t waste time, because unless you can get the gist of your value to this prospect across in 20 seconds then you’ll likely be on very shaky ground. Creating value fast is critical. Have you got your super fine tuned intro so you’re not the bumbling idiot asking the prospect if they had a great weekend?

Cold Call Techniques – Your Mind Set

Your mid set is critical to your success, so

Welcome the Rejection

Do this because the faster you get to no, the faster you can start to unpack the prospects thinking. Most prospects will say no at least three times before they say yes. And that’s ok, but only as long as you continue after the first no.

Influence and Persuasion

This is no longer about what you say about yourself. It’s about what everyone else is saying about you. Make sure you can name drop, reference and refer to your experience in the industry in a relevant problem solving capacity

Peaks and troughs in your sales performance?

This is a sign that at some point your got comfortable. A sign you didn’t keep up with the research and cold calling, new business development. Maybe you got busy. Perhaps you earned a good bonus. Maybe you lost your cold calling mojo…depending on your sales cycle, this will hurt you. If you want solid stable sales performance then keep up with the research, and with the cold calling and the pipeline filling, because there are no short cuts.

Keep away from the negative people in your sales team.

This is you, living the life you want. Listen to the losers, the moaners and see what that does for you sales mojo.

To set your cold calling, new business efforts on fire, come and join us The Sales Improvement Workshop – run as an open course or in your business as a bespoke course.

You can also book your Free Sales Health Check

Alternatively if you’re looking for a focused new business development b2b sales training course to embed into you business check out TurboCharged Sales.

You can also sign up for our free weekly sales training, straight into your inbox, keep ahead of what your competitors are doing, remain current with whats’s new in cold calling techniques, claim your free subscription to The Advanced Business Achiever 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Are You a Sales Closer or a Sales Loser?

Are You a Sales Closer or a Sales Loser?

Great sales closing questions are often the final piece of the jigsaw. The questions that many sales guys forget to ask (read: wimp out of asking!)

Great Sales Closing Questions means you increase the chances of getting an order – RESULT!

And that’s a shame because when you do ask great closing questions it means, obviously, there’s a far greater chance of you being able to close, being able to close quickly, and being able to close the sale at the price you want.

At the very best.

And the worst? The buyer shares with you any objections they may still have, or maybe you get a deferred decision date, or you learn more about his buying process or the internal decision making…

Great sales closing questions are the ultimate win-win questions, saving you time, money, stress and a flaky sales forecast!

Not everyone asks great sales questions, mainly because they’re too busy sales broadcasting, by rote, not engaging brain but very much enjoying the sound of their own voices…

Or they simply too afraid to ask…

Or they think the buyer won’t want to answer

And a million other excuses!

Is any of this relevant to you?

You get to the end of a sales pitch and you promise to send a proposal?

Or you think you can’t close because you need to get prices? (Rookie Mistake 101)

Or you want to end on a good note, no ask an awkward question before you leave?

Not true….none of them.

What Do Great Sales Closing Questions Look Like?

Great question – thanks,  glad you asked (see what I did there?)

I like the direct approach, but here’s a stages approach for you.

Let’s look at trial close questions and then final close questions

Great Sales Closing Questions: Part 1: Trial Close Questions

You can put these into your own words or use verbatim, your call…

  1. What’s the best thing you’ve heard about our product/service today?
  2. What’s the worst?
  3. What were the highlights of our service as far as you’re concerned for your business?
  4. How as your perspective changed during our discussion in terms of how you might use this solution in your business?
  5. What’s the biggest take away from what we’ve discussed today?
  6. How do you see this working for your business?
  7. If you were to have to sum up the biggest benefits for your business in using this product/service, what would you say they would be?

See, all very conversational, all very open, no hidden agenda, just asking the buyer/prospect what his thoughts are…simple as.

These questions won’t even get you in trouble…

Yet, some sales people, still fail to ask these great sales closing questions.

Those sales people will fail for three reasons:

  1. They forget to listen to the very important information they get back from these questions…pure gold
  2. If they do listen, they listen with the intent to reply, when in fact much of what comes back will lead you to ask more questions to get to the granular detail
  3. They don’t follow up the trial close questions with final close questions…

Great Sales Closing Questions: Part 2: Final Close Questions

Straight to business, at this stage the prospect knows whey you’re sat there. He knows you’re not just there for coffee and a place to keep warm (right?!?)

Ask:

  1. So, from what we’ve discussed today, when shall I expect your order?
  2. Based on what we’ve discussed today, will you be giving us your business?
  3. Can you see any reason why you and I won’t be working together?

You can amend the language however you see fit, but I like this format.

Short questions, direct, no ambiguity.

And most importantly, they are so direct, you’ll give the buyer no time to scramble any creative story…you’ve more likely to get a truthful answer.

Yes or No…which is what you want.

A yes is great.

A no is not a disaster…you can start to re-qualify

Next Step

Hopefully you’ll try some of these out.

Trust me, sometimes buyers are left totally confused by many sales people who go through a great, detailed and considered sales pitch but fail to ask for the business.

Don’t be the Confusing Sales Person, the Sales Loser who could have been a Sales Closer. Had they just asked for the business…

When the worst that could happen is that you get an order, or you learn, where’s the bad news?

But you know what? 

There is a better way because it’s an easier way. A way to close sales that high performing sales professionals use all the time.

A way that means those high performers don’t rely on just those great sales closing questions.

Do you want to know what it is?

Just hit the link Tell Me What High Performing Sales People Do to Close More Sales

You can also sign up to The Advanced Business Achiever – weekly sales training directly in your inbox every week.

And, if you’re looking for some hard hitting B2B sales training – you can call or email – 0779 002 1885 or carol@mortonkyle.com to discuss our tailored sales training solutions

If you’re looking for a sales improvement and B2B sales training course to embed in your business, then check out TurboCharged Sales and The Sales Improvement Workshop.

Remember: Great Sales Closing Questions are the final push of the boulder you’re carried all the way up the mountain, don’t put in all that effort and let the boulder smash down the mountain when you’re so close to glory…just ask the tough questions!