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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.

Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers is tough. Tougher than it used to be.

Setting Appointments with Senior Decision Makers

20 years ago, on average, I’d speak to 30 decision makers a day. Get 5 appointments. Close 3 and pipeline 2 for next month.

Life was good. This kind of predictability worked.

Not so much today.

Today, working with sales teams across the UK, great B2B sales teams speaking to 20 top class decision makers a day is rare.

Possible but rare.

So when these sales professionals do get past all the many sales prevention hurdles, they know exactly what to do.

And what not to do.

After all, they typically have one throw at the dice when setting appointments with senior decision makers

Do’s and Don’t’s – Setting Appointments with Senior Decision Makers

Savvy sales pro’s know that they have about 15 seconds to grab attention – so they don’T waste that precious time asking how the prospect is feeling.

Instead they make an outrageous claim they can back up that does three things, it shocks the prospect into paying attention, it forces a curious reaction and the outrageous claim begs solves a huge buyer/prospect problem.

Bland does just doesn’t cut it.

The next thing they do….is to ask great questions. REALLY GREAT QUESTIONS.

Questions that challenge the buyer’s thinking. With questions that beg for bigger conversations. Questions that disrupt the buyer’s current understanding…

Of course, the savvy sales pro also knows how to listen.

Listen to what the buyer says, and what he doesn’t say.

When it’s a full throttle conversation. When the savvy sales pro has done everything they need to do (and if you’re wondering what that is – check out this guide – The Guide for Setting Appointments with Senior Decision Makers).

And when they can see a good fit, a need, budget, authority and pain, then the savvy sales pro bows out and gets busy setting appointments with senior decision makers.

They don’t talk themselves out of the opportunity by talking themselves out of the next sales step…

Setting Appointments with Senior Decision Makers – Common Lethal Faults

  • Being just like every other sales person that’s called today
  • Not challenging the buyers thinking
  • Addressing the same old problem in the same old way
  • Failing to educate, entertain and build curiosity
  • Failing to use the precious first 20 seconds
  • Talking more than listening
  • Mistaking a structured sales conversation with a focused goal with a lovely chat
  • Missing buying signals just because someone is being nice to you
  • Giving the prospect everything they need in the call
  • Not knowing when to ask for the appointment

What’s the difference?

Probably about 10 appointments per week.

10 appointments per week, per sales person, times 52….

You can do the sums.

Worth doing something about?

You can start by downloading your guide to Setting Appointments with Senior Decision Makers

Or you can call 0114 236 1221 or email carol@mortonkyle.com about comprehensive sales training courses specifically designed for front line sales and lead generation staff responsible for setting appointments with senior decision makers.

You can also sign up for our weekly free sales and business development newsletter.  The Advanced Business Achiever – perfect for daily sales huddles, sales coaching and weekly sales refreshers. You can get your free copy by hitting the link.

Remember: it all starts with that first call to generate that first appointment. So why not make sure your sales team, your lead generation team and your appointment setting team have the greatest chance of sales success – sign up for our sales training specifically for new business sales teams and sales hunters – Setting Appointments with Senior Decision Makers.