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How High Performing Sales Teams Close More Sales

How High Performing Sales Teams Close More Sales

High Performance Sales Closes are like Unicorns.

They exist, but no-one has ever seen it. Yeah, you know it.

And the truth is – really successful sales people ask for the business, of course they do, but they never, ever hard close, because they just don’t need to.

High Performance Sales Pro’s 

Have a totally different way of closing more sales.

They simply don’t rely on the close. Not at all.

They don’t ask for the business until they know the answer will be YES!

In fact, some of the sales high flyers will wait for the buyer to ask…where do I sign?

Are you asking yourself just how do they do this?

They angle their prospect interaction so that the buyer is begging them for the opportunity to buy. Talk about turning the tables.

You know what also happens?

They close faster.

Typically discounting less.

And they close more sales, more often.

High Performance Sales Closes Rely on One Thing

And it’s not the close!

Think of it like this…

Your ability to create a ‘sales no-brainer’ for your prospect is directly related to your sales success.

If it’s not a no-brainer it won’t be a fast, easy close. In fact, it might not be a close at all.

So, now your sales pitch is not about closing but it is all about creating a no-brainer!

If you can create a situation where the buyer has to conclude – ‘well, I’d be mad not to do this’ …then you have an order. Typically an order on your terms.

That’s how to he a sales super star.

How close to ‘no-brainer’ are your sales pitches?

Because close just doesn’t cut it.

Selling ice in a hot place – name your price. That’s no-brainer.

Even the national/state lottery…for some people, it’s a no-brainer to buy a ticket. Sure the odds are crippling, but for such a small amount, it’s worth a go. Plus it’s easy.

So, is your sales pitch a no-brainer for your prospects?

Then don’t bother wasting their time.

You’ll do far more harm that good.

You’ll be entering a competitive sales race that will exhaust you and tie up your resources with no guaranteed reward.

Why would you do it?

The 5 Key Element of a No-Brainer Sales Pitch

You must show the prospect/buyer:

  • A ROBUST ROI for your product/service
  • The true cost involved in him saying no to you
  • How his current thinking can be improved. To do this you need to respectfully challenge him so as to reframe your product/service as the solution
  • An easy way to do business with you
  • How your product/service is without competitors

If you can’t do all of these, at the very least, then you’re just one of the many mediocre sales pitchers out there.

Don’t be those guys.

High performance sales closes don’t exist. High performance sales people do. It’s your choice.

What Next?

You can join us on our next Sales Improvement Workshop. This is run as an open course and also as a bespoke inhouse course, onsite sales training on a day to suit you.

Or if you’re looking for a sales process and sales methodology training to embed in your own business, then check out TurboCharged Sales.

And finally, if you’ve no idea where to start but you know you need to improve the sales results within your business, book our Free Sales Health Check

And, if you’re struggling to sell because of buyers going AWOL after you’ve sent the sales quote – don’t get caught out – read How to Follow Up Sales Quotes

There are no magic high performance sales closes that will totally change you sales results, because that sort of change needs a change of heart, mind, positioning and the skills to influence and persuade.

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Close More Sales | The Perfect B2B Sales Training Package For Hitting Sales Targets

Close More Sales | The Perfect B2B Sales Training Package For Hitting Sales Targets

Everyone wants too know how to close more sales…

The Perfect Sales Package to Close More Sales

There are 3 critical elements in the Perfect Sales Package:

Prospect.

Pitch.

Presentation.

2 out of 3 won’t cut it. No chance.

The very best pitch to the wrong prospect…dead opportunity and wasted time. You’re a busy fool.

A mediocre pitch to the right prospect, means you probably won’t get the chance to find out if your presentation is any good. The opportunity won’t mature that far.

If you want to close the sale – then only 3/3 is good enough.

Where Do Most Sales Processes Fail?

Invariably it’s not pitching to the Perfect Sales Prospect.

Aiming your product or service to a prospect too far down the food chain, someone who is neither critically interested or chronically in enough pain to care what your solution can do for him/her.

Talking to anyone within the business who is happy to talk/engage but who has no actual budget, decision maker power or investment in identifying or solving the problem your solution addresses.

Spend your time talking to anybody rather than THE somebody means you’re just churning rubbish through your sales pipeline.

Ain’t nobody got time for that! Yet still too many sales people, and poorly managed sales teams still do.

First rule of selling – make sure you’re talking with someone who could buy, has the budget, authority, need and urgency to buy. You can read more about that here – Engaging the Perfect Prospect 

But What About the Sales Pitch?

Yeah, that can trip you up to.

Most sales people don’t ask nearly enough questions – and that’s sad. It’s sad because prospects like questions. They like explaining. They love people who are interested in them, those who care, who want to know more.

The Perfect Prospect likes chatty sales people…not so much! But good listeners who ask challenging questions, who educate and seek to understand? Go straight to the top of the class…and you can collect your commission on the way.

And the Sales Presentation

You know what’s worse that a generic sales presentation? Nothing!

Nothing is worse than a generic sales presentation, and if your sales presentation even hints at where you are based, how many employees you have and your year of incorporation, well I just don’t know what to say.

Stop it!

There are three rules for a good sales presentation so you can close more sales:

  • Ensure it’s relevant to that specific buyer and his business.
  • Make sure it solves identified problems.
  • It should end with you asking for the business.

No-one closes more sales by accident, you see, the truth is, you find a sales process and a sales system and you work it!

If you want a whole day creating your own winning sales package so you can close more sales, work at profiling your prefect sales prospect, refining and polishing your sales pitch and making your sales presentation a knock out, then just hit the link to join us on the Sales Improvement Workshop

You can also subscribe to get free sales and business development insights into your inbox every week – perfect for sales meetings, sales huddles, sales training sessions and on going coaching – register here – The Advanced Business Achiever.

And if you’re super hot at sales, but simply struggling when your buyer goes AWOL after you’ve sent the sales quote, then  read How to Follow Up Sales Quotes

Any questions – carol@mortonkyle.com or call 0779 002 1885

Plus, if you’re looking for an online B2B Sales Training Course – check out TurboCharged Sales –  it’s the fastest most cost effective way to get a continuous sales improvement system embedded within your sales team and business.

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

Anyone Seen My Buyer?

Anyone Seen My Buyer?

Chasing sales quotes, that all important following up the sales quote, now let me ask you this: how much of your very valuable time do you waste chasing sales quotes? 

How much does it wind you up that you even have to chase sales prospects to place the order once you’ve done all the hard work?

Why do buyers make sales follow up so hard for you?

Once you’ve gone though the whole sales cycle.

When you know the sales prospect has a reason to buy from you.

When you’ve done a benefits analysis.

Presented the Return on Investment for them.

Then they disappear.

No response to your sales follow up…

Gone.

Straight off the face of the earth.

Plus, your sales forecast now looks like fiction. Better yet, your sales manager is looking at you like your desk belongs to someone else, or will do shortly!

All because the buyer didn’t play ball when you followed up your sales quote.

We’ve all been there.

It’s a reality with a real pain point for lots of sales people at some point in their career.

Following up the sales quote should be the easy bit…right?

Nope. Think again!

Consider this:

What percentage of your sales pipeline and your sales forecast just disappear into the sales black hole every month, or every quarter?

How many good solid deals sales orders you thought were nailed on,  actually just fail to make contact with you when it comes to signing and getting the order form back to you?

And how much time, and how many calls do you make chasing deals you know you should get, if only the buyer would do their bit as agreed?

And what would it mean to you to be able to get rid of this problem once and for all?

Curious?

Read on, because chasing sales quotes should be the rarity not the norm. So if you do find yourself being ghosted by your buyer when chasing sales quotes, then something needs to change.

Fast.

Chasing Sales Quotes: The Truth About Following Up the Sales Quote.

It’s a job you have to do. Chasing the sales paperwork is part of that job, but really, should you need all those phone calls, the emails, the conversations with their secretary?

But you console yourself because this is the final sales push, you simply have to do it because it’s the last thing you need to do before you get the order.

And, its a quick call. How much trouble is it to place a quick call to follow up that sales quote?

You’ve done all the hard work, you just need to clear the paper work and get the signature.

Blah, Blah, Blah, Blah, Blah…..

But you know what?

I hate it.

I hate it when a sales person tells me they’ve sent the quote and will chase tomorrow.

Even more, I hate it because at that point I know (and the sales person knows) that the buyer might just go AWOL.

And that the best follow up to the best sales quote might still come to nothing.

It happens.

Now, ideally, you’d have closed on the day (making the sales follow up redundant), got the order form signed, shaken hands and just scanned a copy to the buyer for their files. That’s how it should be done.

But, sometimes that’s just not possible.

So the buyer has a chance to disappear!

All you hard work hanging there…and you’re still chasing sales quotes, getting zero response.

It’s Not Always Bad News…

No, of course not. Some sales prospects do really get abducted by aliens. Others find a new religion. Some win the lottery and some even (I know this is tough to hear) will go with another provider…

But the truth is the disappearing buyer is such a pain because it’s cost so much to get the buyer to that stage of quoting.

You see, the buyer is bailing at the wrong end of the sales funnel. The expensive end!

By the time the sales prospect is at this stage in the sales cycle they have cost you a small fortune, plus lost time and depending on your average sales order value and the duration of your sales cycle, they may also have cost you an  unidentifiable sum in terms of opportunity costs…

It’s a nightmare.

The skill – to save time, sanity, money is to get the buyer to bail early on, so if you are following up sales quotes then you know your dealing with serious buyers, professional buyers who are on the same page as you, respectful of your time and efforts.

The second nugget…is give yourself the choice to decide the sales prospect is got of good character, likely to disappear, and attune your sales actions accordingly.

And make these decisions early.

The earlier the better.

Right at the beginning of the sales process ideally.

That way, you’ll know, that by the time you have the buyer at the chasing sales quotes stage, that you are actually both on the same page.

And you won’t need to do any chasing at all!

How to Avoid Having to Chase Sales Quotes EVER!

It’s simple.

Just put yourself in a position where you don’t need to be chasing sales quotes. Just stop it!

Check this out. It’s our Sales Improvement Workshop – How To Sell a No-Brainer – How High Performing Sales Teams Close More Sales

Because it’s the fastest way to discover how to avoid putting yourself in a situation where the buyer can give you the runaround. Ever again!

And listen up because this is a key area where sales people create their own living hell.

Stuck in a loop of following up sales quotes, chasing sales prospects who are avoiding you, distracting you from filling your sales pipeline, progressing good prospects through your sales funnel.

And, you can avoid this pitfall so easily, just by giving yourself sales information and choice.

For example, some sales people, not you obviously,  take sales prospects through the whole sales process, investing heaps of time, money and wisdom, when the prospect REALLY should have been rejected at the beginning of the sales process.

Yep, some sales people don’t ask the tough questions at the beginning of the sales process. The tough but fair questions that would define the QUALITY of the sales prospect.

For some reason, they feels it’s ok to load all the hard sales graft until the end of the sales process…crazy! Don’t put all your focus on having a great sales quote follow up process right at the end of the interaction.

Qualify that sales prospect in or out the sales funnel. Right at the very start of the sales process. Before it’s too late.

Don’t be one of those hit and run sales people who don’t use BANT as often, diligently, effectively as they should.

Because you know what?

Following up sales quotes is high risk. It costs lots of money. And it’s not always successful.

AND a serious buyer is expecting you to ask those questions in BANT!

As well as many other information gathering and sales profiling questions.

And you lose heaps of credibility with the sales prospect when you DON’T ask those questions.

If you’re not asking those qualifying sales questions of the prospect, you’re telling him you’re not serious about your role, so you’ve given him permission to not be serious either!

Think about that. You’ve given the prospect permission to yank your chain and mess you about!

You’ve given him permission to ignore you when your following up the sales quote.

Why would you do that?

At the very minimum, the absolute minimum, you should use BANT.

Sales people who don’t BANT, or they BANT weakly, which means just checking the prospect has a pulse! (for more details on BANT hit this link – More About BANT), typically complain the most about their buyers going AWOL during the sales process.

Sales people are masters of their own fortune…if only they chose to exercise that right! And that doesn’t mean chasing sales prospects who don’t think you even deserve a response!

Look, even when some sales people that do BANT, uncovering a less than perfect prospect, they will often put up with less than perfect answers because they fear what will happen if they get stringent with the sales criteria they use….oh no, an empty sales pipeline!!!

Nightmare.

But have some self respect here. Protect you, your time, resources, skills.

So, instead of a night mare instead I prefer to look on it as a blessing, because now  we know that, we all focus our time and attention on Perfect Prospects and leave our competitors to pick up the ‘almost fits’.

Let the competition take the costly risky prospects and try and make them fit.

But some sales people see being choosy about who they sell to as bad news.

I don’t, I just see it as now I have free resource to invest in worthy prospects…

In a nutshell…if your prospect is going AWOL after you’ve done the hard work, then the buyer was never really a buyer. The prospect was never really serious about buying. And, all you’ve done is educate him.

Do you get paid for being an advice line? Is that how you earn your sales bonus?

You made a bad prospect call and you’ve wasted your time…and you won’t get bonus.

What more incentive do you need to change your mode of operation and get wise to the time wasters in your sales funnel.

Oh, and your sales pipeline is falling apart around your ears (sound familiar?) Well, it just adds insult to injury.

Sales Winner Don’t Waste Time Chasing Sales Quotes

Sales Winners close hard on the day and then leave it.

When sales winners close hard, they know that the buyer is onside and is serious about buying.

Plus, when sales winners close hard, their buyer is expecting them to close hard. The buyer is serious too, he expects the sales person to be the same.

Chasing sales quotes excessively is for losers. Just remember that.

Why would you want to sales stalk a prospect who had no interest in engaging with you?

Are you a Sad Sales Stalker?

Sales Winners read the signs and move on.

But you can only do that if you’ve closed hard all along the sales process.

Following up each of your prospect contacts with some level of mutual advancement towards the logical conclusion. An order.

Because a sales close doesn’t happen at the end of the sales process.

Closing a sale happens all through the sales process – from the first interaction and in every interaction. Moving commitment on at every step, sales advancement at it’s best (as opposed to ‘just touching base’)

You can only do a hard close if you’ve made one unshakable decision. You’ve decided and committed to qualify at every stage of the sales process.

This alone means you’ll never be left with handfuls of sales quotes to follow up.

Have you been closing hard all through the sales process?

Do you close at each stage so that the buyer understands what you’re doing?

Chasing Sales Quotes and Winning

This process of continual qualification relies on you knowing the following very early on in the sales process

  • That your buyer is the sign off guy and not the influencer/referrer
  • Your Buyer will line up the budget he needs to buy from you
  • The buyer is suffering from a problem you can solve, and therefore has a big need
  • That you have the skills and backup to solve this problem better than anyone else that the buyer is talking to
  • That the buyer’s need is sufficiently painful for him to invest money in having you provide a solid solution
  • Where they need to sort a solution within a predicted time span because the cost of not doing this would cause even more pain and increased financial cost
  • That they have an ideal time frame for solving the problem, and satisfying the need
  • When they have shared the decision making process with you
  • They’ve shared the buying criteria with you
  • So that you understand the stakeholders involved, their agendas, the potential competitors, and any external factors that could disrupt the buying process
  • Where you understand the criteria your solution will be judged against…and by whom, and when
  • That you understand what event/s could disrupt the buying/decision making process

Here’s a sobering thought…if your buyer is not prepared to share this information with you, then you’ve got yourself a tyre kicker. You deserve everything you get if you pursue the sale…feel free to wrap up as much wasted time as you like in following up worthless sales quotes

If you haven’t got the bottle to ask the tough questions…again, you will suffer the consequences of that course of action, so see above

Disappearing Buyers Go AWOL For a Reason

Don’t let the reason your buyer goes AWOL when you’re chasing the quote be because they used your proposal to batter down the quote from their incumbent.

Or they used you to yank their current supplier back into line

Maybe, they just wanted to pick your brain.

Or maybe the buyer wanted to pass your quote to a competitor.

Maybe even worse, just thought it might be interesting for you to pull together all the info they needed to inform the board regarding what solutions are out there…

Now if you fell for any of those buyer tricks – you really are a mug.

Get yourself booked on How to Sell – How High Performing Sales Team Close Business

If you’re investing in the buyer and the buying/selling process, make sure it’s not all one sided and you’ll never need to chase a sales quote ever again.

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

P.S. you can subscribe to our free Advanced Business Achiever. You’ll get weekly sales and business development insights directly into your inbox (all SPAM free). It’s great for sales coaching, sales mentoring and sales training, daily briefings. Just try it out, just hit the link, there is an unsubscribe button if it’s not for you…

P.P.S. if you’re looking for sales training or sales support to increase your sales team results – call for a confidential chat…

And if you really want to increase your sales results – check out TurboCharged Sales and I know chasing sales quotes won’t be an issue for you…

Final chance – Don’t Be a Creepy Sales Stalker … 

Instead spend your time chasing sales quotes that are worth it, and get rid of following up sales quotes just because you didn’t qualify hard and fast at the beginning of the sales cycle.