Sales Training

Home / Posts tagged "Sales Training"
Higher Sales Performers use Sales ROI – Do You?

Higher Sales Performers use Sales ROI – Do You?

If You’re Not Using Sales ROI….

When Sales ROI is such a powerful sales tool…then you are a fool! I wish there was an easier way to say this, but well there isn’t and if you’re offended then great. Hopefully you’ll be offended enough to do something about it.

If not, well…

What is Sales ROI?

Great question. Forget about all the hot leads you wish for, the warm prospects, the incoming calls and the warm word of mouth referrals – unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could, you’re sales cycle will be longer than it needs to be, your margin will most definitely be lower than it should be AND you’ll waste so much time, forget about reaching sales targets early, if at all.

Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!

Selling £1 Notes For 10 Pence

When I first started in sales, I quickly found out that some people just don’t want what you’re selling, on that day, in that way, in that colour, with those terms blah, blah, blah…you know that type of buyer.

Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal…you notice I said ok and not great.

So, I decided I wanted to avoid those sales prospects as often as I could.

I wanted to find serious prospects ASAP, because those guys I could convert, fast, with a high margin and with a total win-win solution…they respected the value I bought to the table and I understood what they needed…happy days.

All I needed to do was to realistically prove that buy buying my service/product they would earn more money than they would ever spend with me.

The faster I got that sum out the way, the faster the close.

And guess what…as an added bonus, hardly anyone queried my prices.

Sales ROI can do that.

56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.

Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.

It ticks the logical box, it gives evidence to support their emotional decisions.

Why wouldn’t the buy?

You know, that is EXACTLY what my buyers used to say too!

Why Doesn’t Every Sales Person Use Sales ROI?

I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)

Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…

But let me tell you this.

The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.

Discover Your Sales ROI

Come along to any of our sales training course – all through the UK – in house and open – just fill out your details and email me carol@mortonkyle.com or call 0779 002 1885…let’s have a chat.

Happy Selling

Carol

p.s. You can check out our online sales program TurboCharged Sales, or come along to one of our monthly Sales Improvement Sessions where we show you exactly how Sales ROI works for you…

p.p.s. Hop over here and collect your free subscription – Hot Sales and Business Development Tips – straight to your inbox weekly – perfect for feeding weekly team meetings, daily huddles and coaching sessions – it’s free and spam free too

For an online sales improvement and business development plan – check out TurboCharged Sales

On Demand Sales Solutions – When You Need Sales Fast!

On Demand Sales Solutions – When You Need Sales Fast!

On demand sales improvement solutions means you get just the sales support you need…exactly when you need it.

The best time to plant a tree is 100 years ago, the next best time is now!

And it’s the same with making sure you get consistently on target sales results really.

Poor sales results this month probably mean the wheels feel off some time ago – could be weeks, could be months, that would all depend upon the length of your sales cycles.

So, what do you do when you really need to amp you sales results and you don’t have 100 years to put great foundations in place, or even a few weeks to open up a new marketing funnel.

You look for your on demand sales solutions…

On Demand Sales Solutions

  1. Outsource your sales lead generation and business development – you’ll get a fast, high quality injection of fully qualified sales leads. This can be especially useful if you’re looking to fill your sales diary or simply have someone wade through your cold sales leads to see who is open to a more detailed conversation. For more details check out www.antmarketing.com
  2. Discover who is on your website, what they are interested in and at what stage they’re at in the buying process. Yes – that’s totally possible at the click of a button. You’ll get the name, job title, company name and telephone number. What could be hotter prospect than someone who is on your website NOW? Ask these guys for a demo and be prepared to see who is on your website today www.canddi.com
  3. You know the number one way to cause sales results to spike? No, it’s not reducing price. In fact that’s the last thing you should do. Instead, try sales coaching. Just the very act of listening in is like fairy dust. Plus, get the sales forecast out and coach the sales guys to a sales close on individual prospects. You can check out Sales Coaching Via Skype here – fast, on demand sales coaching for when you really need to get those sales in.

What else can you do to increase sales on demand?

  1. Look at what’s going on in between the ears of the sales people…sometimes it’s a mental shift that’s required…whether that’s reminding them that they’ve all hit target before and can do again, maybe it’s giving them the opportunity to negotiate within limits or maybe it’s simply not adding to their pressure.
  2. Definitely call past customers – either to resell, up sell or get referrals. Mot only is this a great ‘feel good’ exercise, it’s also a great way to boost the sales pipeline with warm leads.
  3. Get on the sales activities yourself. Whether that’s on the phone, in the field, on the webinar. You can lead from the front. Remember, we either all win or all lose. Get yourself in the middle of it. Fast.
  4. Don’t blame. These things happen. The job of a good sales leader is to spot them before they become a disaster, amd to avoid them before they happen.

On demand sales is not about what you do in a sales dip, it’s about what you do to prevent the sales dip from ever happening!

For when you have the luxury of a little more time…

In an ideal world, you’d be able to spot the sales dips before they cost you and whilst you’ve still got time to do something about it…that’s the holy grail, predictable and stable sales performance.

And, it is achievable.

It just takes some planning. Planning and a sales and business development system designed to deliver what your business needs.

TurboCharged Sales is an on demand sales program. The ultimate rinse and repeat sales improvement solution. Specifically designed for ambitious firms who want to build their own sales and business development system.

Get your copy here.

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

P.S. If you’re looking for something more, to really uncover the real sales story in your business, then talk to us about a bespoke Sales Audit

You can also uncover 6 Way to Amp Your Sales Results on Zero Budget

On demand sales maybe something you can’t always avoid…but often you can.

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Business Development – Fly or Die?

There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business.

No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may be exposed, over exposed some could say, to competitive forces.

So, for many, the skill the business displays in the field of new business development may fully dictate the value, growth, profit and market share of the business.

There is a clear and direct relationship.

Firms that are typically great at generating profitable new customers, generating new business, continuous new orders, and who can keep those customer happy and free from attack by competitors, by definition will enjoy greater business success.

So, if you or your business, are not getting the business results you want, need or feel you deserve, then take a look at the business development skills, focus and direction within the business.

10 Reasons Your Buyer Turns Cold When You Start Selling

Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.

  1. You’re selling too hard, too soon, without fully understanding the buyers position.
  2. Your sales pitch is generic, lacking the nuanced detail required to convince the buyer you can deliver.
  3. The sales process and presentation you use is confusing, lacks flow, and/or is illogical, which just confuses the buyer.
  4. Your solution solves some of the buyers issues and concerns but not ALL of them.
  5. You don’t ask for the business, which means the buyer is again left confused.
  6. When the buyer asks a question, you act like it’s an objection and get defensive.
  7. You talk too much, and therefore don’t listen to what the buyer wants, simply assuming you know what he wants.
  8. You lack discretion
  9. Your sales pitch is neither educational, entertaining nor challenging, and so the buyer is no better off for talking with you
  10. You spend your pitch defending your firms position against competitors instead of detailing your expertise in a specific niche

Any one of the above can switch your buyer from hot to cold very quickly, how about if your buyer experiences a whole handful? Imagine the impact then.

Don’t Be a Business Development Disaster

  1. Take time to get to know your buyer, do your research
  2. Asking good quality questions is one of the key ways to make sure you and the buyer are on the same page…and stay there
  3. Take the buyer of a journey of exploration, challenges and insights – be a sales person of value
  4. Make sure you don’t start selling until you know all of the issues, concerns, challenges, buying stages, decision makers, budget, timescales and politics…
  5. Alway ask for the business. Always, even if it’s only an in principal yes. Likewise always ask for commitment from the buyer for the next stage
  6. Treat all questions, objections and comments as if the buyer is asking you to help him understand. This changes your mind set, your language, your attitude, your body language and your manner. From no on there are no such things as objections, only statements that seek clarity
  7. You talk for no more than 20%, the buyer talks for at least 80%
  8. If you are going to name drop, be very very careful about the details you disclose…
  9. Be an expert in your industry and be an expert in what your solution can do for your buyer, in his industry to solve his specific problem
  10. It’s your job to create such a pitch that your buyer sees you and your firm as a highly valuable partner/asset and one without competition. Acting to defend your position against competitors tells the buyer you’re scared

Business Development Summary

  • Don’t be just like every sales person that knocks on the buyer’s door.
  • Find a sales process that works for you and work it.
  • Be an expert in your field.
  • Understand that every single customer and buyer is different
What Next?

There is a whole world of skill in being a great business development expert.

You’ll find success comes easy, and the good news is, you only need to learn the skills once.

If you’re based in Sheffield or Yorkshire, then check this out – The Sales Improvement Workshop.

If you’d like your own specifically tailored sales improvement workshop – hit the link Fixed Price Sales Training

For a confidential chat about how to unlock the sales potential within your sales team, the contact details are below, call or email to book your confidential chat

Happy Selling

Carol

carol@mortonkyle.com, 0779 002 1885

p.s. if you’re serious about boosting your business development efforts then join us here. Totally free, no spam and you’ll get sales and business development insights straight into your inbox. Every week. Just hit the link The Advanced Business Achiever

Ready commit to being the ultimate sales and business development professional? Check this out TurboCharged Sales – the business development program for ambitious B2B sales professionals.

Business Development Workshop

Business Development Workshop

Join us now – just one day to boost the sales results in your business, increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin – just hit the link – The Business Development Workshop – Sheffield 

Business Development Workshop – Sheffield

Ask any business leader about the relationship between the business development skills of the sales team and the sales results of the business.

You’ll not find a single sales leader able to disagree. They’ll all tell you there is a very direct, very important and ultimately business success defining relationship between the strength and level of skills of the business development effort, turnover and margin.

Here’s another thing they’ll tell you…if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.

You’re probably the same?

All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.

All that sales potential, just waiting to be set free.

What would that look like for you? For your business? Your industry reputation?

Find out here – start your journey – The Business Development Workshop – Sheffield

Just 1 Day – Improve Your Sales Skills and Sales Results

Spend just one day attending the Morton Kyle Limited Sales Workshop and discover everything your need to DO to make sure sales targets are smashed, sales conversion rate goes through the roof and you’re no longer having to discount to get the order signed.

If you really want to find out how much you could really bill if you fully realised your sales potential then this is the sales and business development training course for you.

You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…

Here’s your chance – reserve your seat now – The Business Development Workshop – Sheffield

Monthly Business Development Workshops – Sheffield

Don’t wait! This course is run monthly. It gets filled quickly.

And for a short time we’re running the following promotion

  • Send 3 people and only pay for 2.
  • Enter into a draw to win 6 weeks of 121 sales coaching – winner drawn on the day

Here’s how you sign up to reserve your seat now – The Business Development Workshop – Sheffield

If you want to run this course for your sales team internally as a closed course – hit the link – Fixed Price Sales Training 

If you want to discuss a bespoke sales improvement and business development course for your sales team, then email carol@mortonkyle.com or call 0779 002 1885

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever 

p.p.s. If you’re looking for a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales – the 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.

Three Sales Myths That Cost You Sales – BUSTED!

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight

Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out

Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.

I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.

That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.

MYTH 1: It Takes 7 Touch Points to Make a Sale…

Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.

First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?

Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.

Third Fact – who has that much time to WASTE?

Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time

Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.

To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out

MYTH 2: There is Less Competition in the Extra Mile

You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?

So what do these stats actually tell you?

  • Some sales guys are cut and run merchants?
  • Sales guys are super hot at qualifying and have made a commercial decision to ditch a prospect who’s not worth the time/effort investment?
  • Some ales guys can’t invoke prospect urgency and curiosity in any shorter time frame?
  • Some sales guys are stalkers? (12 follow up calls and I’d be changing my telephone number if I were the prospect!!!)
  • Prospects are just playing the long game?Trying to get the sales guy to panic and drop the price (‘cos that never happens!!!)
  • Sales guys can’t close!

Any, all, some, none of the above could be true.

But, based on 20 years experience let me tell you what I know:

  • Most sales guys don’t know how to shorten the sales cycle, and this is simply because they often don’t think to, which means they don’t ask for the buying criteria or the decision making criteria before they invest their valuable time in the sales process.
  • Sales guys who maybe lack a little focus and who don’t love new business development typically fall in to the Sales Stalker camp. It’s easy there, they feel busy, they can boast about the value in their sales pipeline…
  • Prospects are not always fast to make decisions – that’s why having the sales person create urgency is sooooo very important.
  • Some sales prospects will drag their heels because they just KNOW that it’s the fastest way for the sales guy to get nervous and drop the price (smart prospect huh?)

Do I believe the stats? Maybe…

Do I think it’s good use of a sales persons time to chase 12 times? Rarely…

I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out

Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.

MYTH 3: Sending 20 Sales Emails is as Good as Having 20 Decision Maker Sales Conversations

Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.

Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.

And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.

Oh if only.

Sales guys think a great email is as good as a great sales conversation. NO WAY!

I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.

Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!

Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.

Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.

So What?

I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.

Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.

We need to understand what sales channels work best, and work those, because that’s where the sales results are.

The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.

This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.

What Next?

Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales AuditIt’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.

Book now.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever 

 

 

We Want Fully Qualified Sales Data!

We Want Fully Qualified Sales Data!

We Want Fully Qualified Sales Data!

‘If I’d had fully qualified sales data I’d have hit my sales target!!’

Well if this isn’t the battle cry of every sales team I’ve ever worked with then I don’t know what is.

It’s sales review time, whether that’s weekly, monthly or perhaps even daily in some instances and you, as sales leader, get the ream of typical excuses.

How often do you hear that it’s not the sales persons fault the numbers aren’t great….?

That they could have hit target if only….they had enough good quality sales data, more leads, fuller sales pipeline, marketing had been more supportive…blah, blah, blah

You’ve heard them all haven’t you?

But you don’t have to any more, because this is one problem you really can solve.

And that matters. A lot.

You and I know it’s rarely just a lack of fully qualified sales data that hurts the sales figures.

There is often a dash of sub standard activity, some lack of focus, maybe a bit of boredom and often a good spoonful of being out sold…

So when you do come across a problem – like the lack of fully qualified sales data and sales leads – and the solution then shouldn’t you take a look?

Is Fully Qualified Sales Data Really Available For My Sales Team?

Yes. Available for you today.

Hot leads? Yes

Data that shows you who is interested, what they are interested in, and their contact details.

Leads qualified to such a level that you know exactly what your pitch should be when you pick up the phone…

So, let me ask you, would that increase your sales conversion or not?

It’s THAT Easy to Get Fully Qualified Sales Data?

Discover more here and see for yourself just how easy it is to switch on this source of fully qualified sales data…

And if you think there is anything else out there that gives you a fraction of this much detail, then think again.

I know, with this kind of sales intelligence your sales team will hit sales targets faster. Faster and with higher conversions, and your ROI will be huge.

Just check it out. Ask for a demo to see how you can get the fully qualified sales data your sales team are looking for.

How Much Does Fully Qualified Sales Data Really Cost?

No where near what you think! I guarantee.

Just check it out – here’s the link – show me how to make my sales team happy

What Next?

Be prepared to be impressed.

I’ve used this system. Seen other sales teams use this system. I’ve seen how powerful it can be in supporting proactive and professional B2B sales functions.

I don’t recommend services or products lightly, but I’m recommending that this is a must for any business seeking a strong competitive edge in their market place, especially where speed is key.

You’ll also see huge benefits if you’re operating in a long sales cycle, a tender process or even the dreaded beauty parades that buyers like to run…

Information and insight give you competitive edge with the right people, when it matters, where it matters.

And…

If you need help closing those deals once the hot data hits you sales team. Check out our fixed cost sales training packages 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs  | Funded Learning

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs | Funded Learning

SALES TRAINING FOR COLLEGES

Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training

Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines

Sales Training For Colleges: Aims:

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.

  • 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?
  • Psychology Of Buying – The Buyers Perspective
  • What Is The Buyer Looking For?
  • Sales Call Structure – The Holistic View To Consultative 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

Sales Training for Colleges: 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
  • 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

Sales Training for Colleges: Duration

This is a 1 day program delivered on site at your offices.

Price on application

0114 236 3658 or carol@mortonkyle.com

p.s. Check out Free Sales Improvement Guides by Morton Kyle Limited

p.p.s You can receive sales and business development insights into your inbox weekly – subscribe for our sales e-guide The Advanced Business Achiever here

Sales Detox

Sales Detox

When Did Sales Get So Complicated?

Simple sales plan? Really?

It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…

it’s just wow…

Nearly 20 years ago I read quite a bit of this stuff. Yes, STUFF!

I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right? So I dutifully got stuck in…

Some of it worked, most didn’t. I learned a lot…how to test new approaches. Elements needed revising. Some ditching totally…but the new insights pushed me on so it was all worth while.

Now…could I do the same if I was an ambitious sales person? Not a chance.

There’s just too much information. Swamped in it. And that’s coming from someone who can scan and speed read with the best!

Too Much to Concentrate On?

Absolutely too much to concentrate on.

But should it really be that complicated?

Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re a lone sales person looking to get a higher level of sales output (MORE BONUS), or you’re a sales leader building a sales function that delivers (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).

So, after all this time, I think there are three strands at the crux of this:

  1. There is no ONE universal simple sales plan…once we get over that it’s easy to stop seeking the unicorn
  2. The only simple sales plan is the one that works for you
  3. You need to build it…and keep building it

Does that make you feel any better? Any more motivated?

Better, maybe not.

Motivated, then I hope so.

Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!

Make the Most Important Thing THE Most Important Thing!

And that’s the crux of it.

But toachieve that you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.

Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is

Once you have that total and absolute clarity then you can start the improvement process AND see results. Quickly.

As an individual sales person, that relies on you knowing your sales recipe, and how that relates to your results and ultimately your bonus.

As a sales leader, it still relates to your sales recipe – but this time it’s reflected in the activities of your whole sales team.

To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use

The Simple Sales Plan

Once you’ve developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.

Now doesn’t that sound better than the alternative?

Happy Selling

Carol

p.s. If you’re looking for a massive step up and embedding this in your business you can check out Sales Insight or you can hit the phone/email on 0779 002 1885 or carol@mortonkyle.com

Relevant Sales Activity and the Equal Odds Rule

Relevant Sales Activity and the Equal Odds Rule

In Sales YOU have as much chance of winning as losing.

Where you engage in meaningful and relevant sales activity…

You have as much chance of getting a customer as getting a rejection.

You have as much chance of succeeding as failing.

Your chances are equal.

Need more proof?

The Equal Odds Rule was published by a Harvard psychologist, Keith Simonton in 1977.

Check out James Clear for more information.

Here’s my 3 line take:

  • Sales is actually a numbers game.

So get dialing! Get talking! Networking! Profile Building!

  • You have to be in it to win it!

If you’re not dialing, talking, networking, profile building you’re not in it!

  • Your chance of failure AND success increases with your level of activity

Extra dials, the more rejections you’ll suffer, therefore the more success you’ll enjoy.

So What?

The Equal Odds Rule is simple. You’ve as much chance of success as failure, and it’s really that complicated, or that simple, depending on how your brain is programmed.

BUT too many sales people aren’t even in the game, not at all. They just think they are, and that’s where it’s dangerous, for them, their employers and their sales forecasts.

They don’t believe that the harder the dial, the more they dial, the more people they speak with, the more people they meet with, the more networking they do (online and offline)…they just don’t get the Equal Odds Rule and it’s predictor of their fate… or their success

Cutting to the Chase

It’s not about saying no to maxing the level of activity, it’s now about just one thing…

Maxing Out the Level of Relevant Sales Activity

Activity = Failure/Success can be replaced by Relevant Activity = Failure/Success

What Does Relevant Sales Activity Look Like?

What’s your WEEKLY relevant activity schedule look like? For example…

How much time do you spend

  • talking with customers to get referrals?
  • with customers building relationships?
  • engaging with prospects?
  • with influencers in your industry?
  • encouraging dialogue and courting referrers?
  • nurturing relationships in your LinkedIn Groups, Facebook communities, Twitter sphere?
  • scouring LinkedIn and other such data sources to build comprehensive family trees of suitable organisations with relevant contacts?

Plus:

  • What efforts did you invest in working towards being recognised as a ‘go to expert’ in your industry?
  • How many educational posts did you put out this week?
  • Count the people in your personal/professional network your helped this week?
  • How much goodwill did you create via referrals/introductions across your network?
  • Did you spend enough time leveraging your personal network for your benefit and for the benefit of people who know you?

It’s not my job to point the finger and tell you what you should do or even what your Relevant Sales Activity should be, because I have no idea about you, your ambitions or how you currently work, instead I’d ask you to reflect on how you spend your time and how you could better spend your time to make sure you weight the odds in your favour in the Equal Odds Rule.

You have as much chance of winning as losing…you just have to be in the game.

To what extent are you really in the game?

Here’s the Truth about Relevant Sales Activity

Whether you believe the Equal Odds Rule or not, just think about it, there is an inevitable fact.

The more you are out there as a proactive sales person, the better you will get at your craft, the greater your skill, the better your professional profile, the higher your status, the better your sales skills will be.

You’ll get all of your ‘failures’ out of the way, by default, you’ll improve your chances of winning.

Work the Equal Odds Rule because you can’t lose.

You can take control of your own sales career now and focus on the absolute and critical sales success factors, and create your own relevant sales activity – just hit the link here – tell me more