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Engaging the Perfect Prospect is the First Stage in Making a Profitable and Fast Sale

Engaging the Perfect Prospect is the First Stage in Making a Profitable and Fast Sale

Engaging the perfect prospect right at the beginning of the sales process is one of the most fundamentally overlooked elements of a successful sales process which concludes in an order.

I see too many new business development efforts, lead generation research and sales forecasts fall part because of poor initial sales qualification. This means 4 key things:

None of which are good if you’re looking for predictable sales results

Engaging the Perfect Prospect – Prospect Qualification is Key

To get some insight into why – check out Why Sales BANT is Not Enough and understand what good, ongoing, results orientated sales qualification looks like.

Because here’s the truth, when you get to the point of closing a well qualified prospect, it’s easy. The whole process is easy.

Selling to Your Prospect Shouldn’t Be Hard Work…

And if it is you really need to ask yourself why that is.

Now this may seem controversial, and maybe it applies to some business sectors more than others, but as someone who has been a sales person (and still is) and someone who has managed/coached/trained/developed thousands of sales people, then I believe that it’s not your job, or best use of your time to convert every single prospect you interact with.

Let me give you an example.

You’ve done your research, identified the key decision maker, understood their business, challenges, issues, pain and the implications of those.

Not wanting to be unprofessional, you’ve assessed the value they could derive from speaking with you.

You’ve dug around and feel there is key leverage there, definitely enough to warrant a good conversation.

In a nutshell, you’ve done your due diligence and now your ready to start engaging the ‘perfect prospect’ for your product…you know what value you bring to the table and are keen to understand the perfect prospect in more detail so see if the fit is as good as you think.

Now…

The Perfect Prospect is….Anything But Perfect.

In fact, your perfect prospect is closed minded, obstructive, blind to evidence, deaf to logic and totally head in the sand.

Now, you could say that’s his choice. And, you’d be right.

But in the paraphrased words of West Wing president Jed Barlett…

Let Him Stand There in his Wrongness and be Wrong!

Because…You are not the idiot converter!

And, let’s face it, that degree of resistance is futile to fight against. You’d likely kill your spirit in trying.

Move on.

Avoid the world of pain associated with trying to convert the closed minded, those lacking vision, those without curiosity and those nursing an ego that will serve them as them as only egos can!

Because, your chances of getting a sales are dramatically reduced from the start, and the effort is rarely worth it.

Great prospects aren’t tough to do business with. They aren’t a walk in the park. But it won’t be a fight, or a battle of wills, a fight between egos.

Your perfect prospect doesn’t want to make your life a nightmare.

A perfect prospect wants to work with you. Engaging the perfect prospect might be challenging but it will always be productive.

There will be advancement during the conversations. Engaging the perfect prospect means will ask their tough questions, but they’ll also answer your tough questions.

There will be huge value in your discussions.

Mutual respect, and a win for both sides…

I Hereby Give You Permission

To walk away, no, to RUN away from the prospects who don’t see your value.

Invest in those prospects who value you, who value what you bring to the table.

Work with your perfect prospect and only your perfect prospect…because that’s where the rewards are. That’s where you’ll get a more than ample ROI on your sales efforts. You’ll save your time, your sanity and maybe your career.

Next Time You Think About Engaging with the Non Perfect Prospect….

Think about this. We all live in a Darwinian ecosystem. Just as spikes are a plant’s defense mechanism, then maybe a closed mind, ego and poor listening skills act in just the same way…

Wither way, you’re worth more!

Happy Selling

Carol

carol@mortonkye.com

0779 002 1885

P.S. To receive free (and spam free!) weekly Sales and Business Development hints and tips directly into your inbox, register here for your free subscription to The Advanced Business Achiever.

If you’re looking for helping in finding and engaging the perfect prospect for your business then we have a range of training solutions to suit you, call for a chat 0779 002 1885

Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales Coaching via Skype – Sales Leaders & Business Owner Managers

Sales coaching via Skype is designed to fit in with your busy life, your demanding and every changing business priorities, as well as the fundamental need to generate high revenue, consistent sales results and profits.

To support you in a achieving your business goals you can now access sales and business development support on a flexible basis, when you need.

Coaching is not for the faint of heart, it’s not for dreamers and wannabees.

Plan, Do, Check, Act. That’s where we’ll both live. Launching new initiatives fast. Unpicking old ways of working. Addressing sales prevention issues dead straight on.

Action gets results…so if you’re tired of the way things are, here’s your chance to change things!

Sales Coaching via Skype – How Does It Work?

You’ll get sales and business development support that is practical, focused, direct and relevant.

You get to discuss your plans, challenges and goals with a supportive sales and business development expert.

You’ll have an impartial and no nonsense sounding board.

You are held accountable to deliver.

Can you handle that?

Because not everyone can.

 

Sales Coaching via Skype – What’s Your Commitment?

Your commitment is to fully outline your targets for the coming 3, 6, 9, 12 months.

Committing to delivering on your sales and business development plans, because whether you are a sales professional, sales manager, sales team leader, field sales or a business owner manager, being able to deliver profitable sales results is the final benchmark.

Working together, we’ll ensure that your plans become a reality.

You’ll be held to the highest level of accountability with the highest level of support.

BUT – Sales coaching only works if you do!

If you can grasp that, then anything is possible.

AND, if you can’t then then is no point in even considering any form of sales coaching at all.

 

Sales Coaching via Skype – What Is It?

Committing to show up, because that’s the easy bit!

Operating with a spirit of honesty, being up front.

With a positive spirit and a mind that is open to possibilities.

To try initiatives, to push boundaries, to challenge the status quo, to address the barriers to poor performance.

 

Sales Coaching via Skype – Book Your Get to Know Session

Discover what you are really capable of! Starting today, now.

The best way to discover if we can work together is to book your no-obligation 30 minute consult.

Register your interest by emailing carol@mortonkyle.com or calling 0779 002 1885, and we will be in contact to arrange a mutually convenient time.

Training Needs Analysis for Sales People – When, Why and How.

Training Needs Analysis for Sales People – When, Why and How.

Training Needs Analysis for Sales People

Training Needs Analysis is so much more than you might think.

Many successful sales teams will undertake a Sales Training Needs Analysis maybe once a year. Some maybe only when they think about buying sales training in….sometimes never.

But anyone looking for Continuous Sales Improvements uses Sales Training Needs Analysis in another way, and here’s why.

Sales results are impacted by many things. Many factors you have control over and a few are at the whim and will of prospects, competitors, fashion trends, and a myriad of other number of random factors

Two of the key areas where you do get to really influence sales results is, firstly, the level of Sales Activity in your team, and secondly, the level of Sales Skills within the team.

Both can be controlled. But they can only be controlled if they are measured.

Few sales firms today get by without the Sales KPIs or Sales Metrics (If you want to see what sort of sales metrics were recommend then check this out – The 7 Sales Metrics You Must Measure, Manage and Monitor)

But measuring Sales Skills is a whole different board game and one that, by it’s very nature, is measured less frequently, and it tends to be measured more subjectively. Yet the wins in having an ongoing Sales Training Needs Analysis are plenty.

When to Conduct Training Needs Analysis

Every day!

I know, how scary is that? Well not as scary as you might think, and here is why.

Imagine your activity levels are optimised within the sales team. The target data is as good as you can get (good but not perfect). The only real controllable variable is the sales skills and the attitude of the sales person/people.

Assuming it’s a good environment, staff are motivated and the sales process is proven to deliver then the real variable is sales skills.

That being the case – there is a direct relationship between sales skills and sales results. It seems obvious. It is.

BUT many firms buy into the idea that sales results, or rather, lack of sales results, has more to do with the myriad of uncontrollable factors as opposed to the level of sales skills and sales competency.

I want you to get rid of that idea now.

Measuring key sales metrics every day is your ONGOING Sales Training Needs Analysis.

Why Ongoing Training Needs Analysis is a Good Idea.

To really impact the sales results and rapidly improve sales performance there is one single document that you need.

A Sales Leakage Report. All the information you will ever need, and all on one page, to rapidly and continually improve every aspect of your sales results and your sales performance.

Your Sales Leakage Report is contained in your Sales Insight, the Morton Kyle Fast Action Sales Audit.

Think about your DAILY Sales Leakage Report as giving you immediate feedback.  Day by day, hour by hour insight into the specific skills development actions you need to undertake in order to directly and positively impact sales.

In fact, every single day you get a red light in the key areas of development where you need to concentrate your sales coaching and mentoring. No more wasted time. Maximise sales results in the shortest possible time.

If you’ve ever thought that Continuous Sales Improvement wasn’t possible within your business. Think again!

Ongoing daily Training Needs Analysis is the fastest way to target growth.

How Ongoing Training Needs Analysis Works

You, as the sales leader, manager, coach only spend time on key areas of sales performance improvement.

You’ll get continuous alerts to the worst skill set within the sales team. This is broken down by individual, so you are acting with laser precision when you deliver coaching/mentoring/training.

Which means turnaround is fast.

The sales team don’t feel over managed.

The rate of development of the sales team and the individual sales people is rapid.

You create an environment of self regulating and self managed sales professionals.

You have scalability within your sales function…

And, it’s well within the scope of any sales leader to spend some time everyday coaching. Especially with lazer focus to address what will bring in the easiest wins fastest.

To discuss the Sales Insight Audit or any aspect of your sales performance, contact me for a discreet chat on 0779 002 1885 or carol@mortonkyle.com

Happy Selling

Carol

P.S. Get your free subscription to The Advanced Business Achiever here, it’s a weekly (non-spam) insights into how to create more sales, faster and with higher margins.

P.P.S. Hit the link to instantly download your Free Sales Training Needs Analysis Template

The Top 10 Rules Rich Cold Callers Know…

The Top 10 Rules Rich Cold Callers Know…

Cold Callers:

In a world that’s awash with information, then B2B Cold Callers have no excuse for mindless dials. Yet still I’m getting cold calls. 5-6 a day.

Whilst I’ll fight the urge, for the moment anyway, to name and shame those firms spewing money down the drain because of their cold calling strategy, I do wish they’d wake up to sales 2.0.

Whether you’re a manager running a team of cold callers or a cold caller yourself, consider the following and let me know how you get on:

The Top 10 Rules Rich Cold Callers Know…and you should too!

  1. Don’t be a like all the other Cold Callers. In fact, don’t be a Cold Caller at all.
  2. Research your prospects before you call them. Research their industry, their profile, their remit and their peers in their firm and their peers outside their firm. Rich Cold Callers will do this research outside of core selling time. Or as I call it BET (Bonus Earning Time)
  3. Don’t try to sell via email. Spammy emails that take 5 scrolls of the screen to digest will get past scroll 2 before being ditched. Rich Cold Callers work their network to generate referrals, introductions, common purpose and word of mouth references, and written endorsements.
  4. Don’t use generic sales pitches. Rich Cold Callers add value. They add huge amounts of value to any sales interaction. Proper value. Industry insight. This means they grab and hold the prospects attention faster and for longer…this is where poor Cold Callers make their biggest mistake.
  5. Ask difficult questions. Rich Cold Callers want to know they are dealing at the the right person, at the right level, at the right time, with the power to make things happen.

  6. Qualify fast. Rich Cold Callers don’t waste time. They don’t waste time with the uninterested, the blinkered, the comfortable or those without vision. They spend time with prospects where there is mutual respect and value to be exchanged.
  7. Don’t stalk the uninterested prospect. Rich Cold Callers will spend a lot of time engaging with highly qualified sales prospects who can buy. Poor Cold Callers will talk to anyone, about anything.
  8. Display, radiate, exude high energy. Rich Cold Callers play, all in.
  9. Welcome rejection. Rich Cold Callers know the fastest way to get to yes is to get the first no out of the way. They work hard to get the objections out in the open and to explode any rejection…so they can get on with the real job of selling
  10. Work a sales system of prospecting, nurturing, progressing prospects though a well documented sales process, maintaining a tight sales funnel and sales pipeline. They’re not afraid to ditch dead prospects and they don’t treat all business leads equally.

It’s Up to You…

Being a Cold Caller can be the worst job in the world, the endless rejection, the Groundhog feeling. But, guess what? If that’s what you expect, that’s what you get…

It can also be the best and most rewarding job in the world…if you’re GREAT at it.

That’s where you have the choice. It’s a choice.

What’s Your Decision?

Be like all the others, or be a pro! Make the job your own. Get good at it.

Out Smart others doing the same…it’s not tough.

If you’re in Sheffield and you’re looking to up your cold calling play – check this out.

Based outside of South Yorkshire – check this out

If you’re based outside of the UK – check this out

Or if you want a chat to discuss your sales performance and what’s stopping you getting the sales results you need – call 0779 002 1885 or email carol@mortonkyle.com for a confidential chat.

Happy Selling

Carol

p.s. Think about it like this, why have a trudging, mediocre cold calling function, when out performing the market is so achievable?

p.p.s. And, if you really want to totally avoid cold calling the check these guys out – www.canddi.com can show you who is on your website, when and what they are looking at – hit the link to take a look, you can also book a live demo.

Don’t be a cold caller!

 

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 Coaching for Ambitious B2B Sales Professionals

Business Development Coaching for Ambitious B2B Sales Professionals

Business Development Coaching for Ambitious B2B Sales Professionals

Business Development coaching is powerful, strategic and one of the fastest ways to bring about a positive change.

Sales professionals will engage in coaching either for themselves or the team for many reasons, but here are some of the most common:

  • The sales results are typically ok, but there are a number of specific areas where sales results are not as good as they good be, this might be a high level of discounting to get the order signed off, poor cross sell/up sell practices, poor questioning techniques…
  • Where the sales person is struggling with some of the mindset frameworks around the art of selling. For example, maybe feeling phased by competitors, not able to challenge the buyers thinking, shying away from asking the tough questions, depressed activity levels and engaging at sub decision maker level…
  • In preparation for a specific meeting, tender, sales presentation…
  • Promotion to a higher level role, typically from sales person to sales team leader or sales manager

Whatever the reason, and the above indicates just a few, business development coaching and sales coaching works because it addresses a very specific issue, it’s results orientated, there is a high level of focus on a specific area. Accountability is high and there is a very specific proven set of interventions used.

No wasted effort. No wasted time. Direct and focused.

Coaching is the SINGLE Most Effective Way to Boost Sales Performance

Time and time again, I’ve proved that sales and business development coaching is the single most effective way to improve performance.

Whether that’s side by side telephone coaching, field based sales coaching, talking through a strategy, role play, or any combination of the above, because there is no doubt that two heads are definitely better than one.

Plus: you’d be surprised how much of our working lives we spend in auto pilot. Unconcious competence is great for short cutting some of the more mundane tasks. Freeing up time to concentrate on bigger challenges. BUT, unconcious competence is NOT so great when it means treating every single sales call or sales pitch as the same thing.

Then unconcious competenece can be a sales killer.

In a coaching environemnt we blast through the barriers that are stopping your getting the sales results you want, need and deserve.

You’ll become aware of those habits and practices that are losing you sales and costing you sales bonus, customers, margin and credibility.

Fast.

Contract Free Business Development Coaching

I don’t agree with long contracts.

Let you and I discuss what needs to change, what issues you need to address and what results you need to get and by when.

Once we’re achieved those goals – and my aim is to get you the results you want ASAP – then we can shake hands and say ‘job well done’

No contracts – just an agreement to work hard, work smart and work fast to make the changes YOU want.

Can’t say fairer than that.

Total Accountability

Any you will be totally accountable. No place to run. All out of  excuses. No place to hide.

You won’t want to shy away from the challenge.

I won’t let you.

I want to see you win. Fast.

Because you’ll be getting immediate, real time feedback. This means you’ll know exactly where you need to focus your attention and efforts.

Your Business Development Coaching Tester Session

Book your free 1 hr taster session. If we get on (and that’s really important) then we cane structure a coaching program to get you the sales and business development results you need.

What are you waiting for…you have nothing to lose. Email or call now to book your taster session.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. Regular sales and business development insights into your inbox every week? Perfect for sales meetings, sales training, saily sales briefings…hit the link The Advanced Business Achiever

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 

 

 

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

The Relationship Between Risk, Value and Price – Know the Implications

The Relationship Between Risk, Value and Price – Know the Implications

Risk, Value and Price

Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex.

That’s a fact.

The relationship between risk, value and price in the eyes of the sales person is not always as well defined as it might be. In fact it is often confused and assumptive.

That’s an observation…based on extensive research.

For a win-win sale to be made there needs to be clear line of sight in the buyer’s mind in terms of the financial outlay versus the value received from the purchase.

This is closely related to the risks involved in both making that purchase and NOT making that purchase.

For the sales person, that’s a lot of things to uncover, explore, define and incorporate as part of the sales process.

That’s why the quality of the sales persons and their ability to openly explore  risk, value and price with the buyer needs to be razor sharp.

Some sales people do better than others.

Refusing to Explore the Risk, Value and Price Relationship Costs Sales

Some sales people will ignore the exploration to a large degree, hoping that the features and benefits will sell their solution easily enough.

This breed of sales person won’t exists for much longer. They create little value, they treat their product/service like a commodity and invite the buyer to do the same.

Often this leads to a no sale or low margin sale…and no-one really wins.

Some sales people will conduct a low level discovery around the issues associated with risk and value, maybe erring more on the value side than they ought. Quite often they’ll lose sales because they are simply selling the ‘positives’

According to Cialdini, an expert on influence and persuasion, people will invariably do more to escape pain then they’ll do to seek pleasure…and so now you can see why just selling the positives will stifle your sales conversion rates.

What’s the Buyer Really Thinking About?

A typical buyer, hearing a typical sales pitch will, primarily, rarely be focused on all the good things your solution will deliver. That’s a given. A tick box exercise completed before your appointment was dropped in his diary.

Instead, your typical buyer’s mind will be reaming through the endless list of risks involved. That’s the list the ambitious sales person concerns themselves with, because that’s the list that needs taking to pieces.

These risks will typically revolve around what happens if he takes your solution and pays your price.

BUT, there is a much bigger area of risk that buyers often pay scant attention to, even though they acknowledge it exists.

Some sales people, in their efforts to keep away from anything overly contentious, will avoid this MUCH BIGGER area of risk completely, and therefore deprive themselves of one of the most powerful sales tools, that, if only they could capture and use this, would almost certainly lead them to close more sales.

YET, still they stay away. Head in the sand. Ruled by fear.

So? How Can Uncovering this Unexplored Area Help You Get the Sale?

It is exploring this much bigger area of risk where the sales person can be of greatest value to the buyer. And in doing so can also positively and ethically help the buyer arrive at the most suitable solution.

The key element that is the missing link for many under performing and mediocre sales people is simple. It’s the discussion around the ‘cost of doing nothing’. The cost of not buying. The risk, value and price of NOT buying from you.

Whilst it’s crucial to remember that demonstrating value is the minimum entry level focus of the sales exchange, the sales person will rarely achieve the sales they could without consideration and balanced exploration of value against price and risk, both in the areas of ‘buying’ and ‘not buying’

What many forget, to their loss, is that there are two opportunities in a well defined sales process to explore pain.

Two opportunities to explore risk. Two opportunities to understand the buyer’s perspective on both.

Using both risk laden opportunities to their fullest extent, helps you and the buyer to shorten the sales cycle. Helps create raving fans. Helps you protect/defend your margins in instances where there is price resistance.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex. Unraveling it for the buyer has a high level ROI. It’s more than worth the effort.

The relationship between risk, value and price in the eyes of the sales is often ill defined. It is often lacking clarity and focus. That alone is costing business, orders, margin and market share.

It needn’t be that way.

Discover how you can gain razor sharp focus in exploring risk, value and price during sales exchanges, because it’ll make the biggest difference to your sales conversion rate, your sales pipeline and your sales acquisition costs.

Just hit the link – Tell Me More

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

p.s. You can check out Free Sales Improvement Guides from Morton Kyle Limited here.

p.p.s Subscribe to our weekly sales improvement and business development guide here – The Advanced Business Achiever

TurboCharged Sales Results

TurboCharged Sales Results

TurboCharged Sales is now available…

TurboCharged Sales Results.

Sales results can be anything from desperate to stratospheric.

I know which one I prefer. You too?

But for occasions when that doesn’t happen I need a sales tool kit that delivers boosted results fast.

Really fast.

TurboCharged fast!

That’s what the TurboCharged Sales Results program is all about.

It’s for ALL Target Carrying, Driven and Ambitious Sales People – Telesales, Field Sales, Direct Sales, New Business, Lead Generations, Appointment Setters and Account Developers, MD’s, CEO’s

It’s also for: Sales Trainers, Sales Auditors, Sales Coaches, Sales Performance Managers, Business Development Trainers…

In fact it’s for anyone who is either target carrying or supporting target carrying sales professionals.

How Does TurboCharged Sales Work?

Simple!

Everyday for 21 days you get a step by step guide to building your sales pipeline, creating value based sales proposals and closing quality business.

It’s that simple.

Bite size sales training so you get to practice as you learn.

Just 15 minutes per day and you get, after 21 days, a fully functioning sales machine.

A sales pipeline that you can turn the tap on to flood your sales forecast, or moderate as you need to give you the quality and quantity of sales you want when you want.

The good news – this is the ultimate rinse and repeat sales program. When you’ve finished you sinply start the cycle again….

This time you’ll see how you can achieve more, achieving better sales results, more profitable sales figures easier, quicker and with less effort.

If you’ve been looking for a SYSTEMISED way to generate high quality, high margin and high value sales as often as you want…then welcome to TurboCharged Sales.

You can use TurboCharged Sales in many way – as a self study sales pack, just 15 minutes per day, if you’re a busy sales professional out in the field.

If you’re a sales leader, MD, team leader, sales coach, sales trainer – use this to run your sales training, your sales meetings, your sales coaching sessions. You can even embed this sales system in your business.

Simply put, if you are in a target carrying position or supporting such a function – this is a systemised sales improvement program that works.

Why TurboCharged Sales?

Couple of reasons:

1. Time really is money when you work in sales so sitting in a training room for a whole day(or three) is not always feasible

2. Not everyone learns by sitting in a room – some people need more time to digest, to try, to test and to modify the learning to work for them

3. Sales Trainers and Coaches often work without a framework for continuously improving sales…now they don’t have to worry when sales results hit a plateau, just unpack TurboCharged Sales and strive for the next sales peak

4. TurboCharged Sales also provides an endless supply of relevant information and practical skills insights for feeding daily sales huddles, sales meetings, sales booster sessions and coaching sessions

BUT the main reason is that continuous sales improvement is a cycle of consistently filling the sales pipeline, taking the sales procpect through a well defined sales process and closing the business. It’s not complicated, it’s not easy…but it is simple.

Most sales people fail because they lack a sales and business development system, or if they do that a system they lack faith in working it consistently.

TurboCharged Sales addresses all of those problems…and many more

 

TurboCharged Sales Results…Really?

Yes, really!

And in just 15 minutes per day.

For 21 days.

Here’s how:

  1. Create 60 mins plus extra selling time every day – that’s more than 20 revenue generating hours per month
  2. Discover the three most important insights to consider when you want to SMASH your sales target
  3. Master the art of making every minute count
  4. Uncover the simple system that means you’ll never need to make a cold call ever again
  5. Incorporate sales clout into your business generation efforts
  6. Build a perpetual motion referral engine
  7. Gain a healthy, highly qualified steam of sales prospects itching to move through your sales pipeline and convert to orders
  8. When you’re short on time, target and leads…find out what to do to get back on track
  9. Learn how to use price to your advantage…every time
  10. Discover the only 6 things you need to know in order to influence anyone, especially your prospects
  11. Master the art of running great prospect meetings where what you win is SO much bigger than just the order
  12. Develop a sales pipeline that feeds your target even if you take 2 weeks off for your holidays
  13. Boost your average order value using three simple techniques
  14. Double your sales conversion rate by asking one low key question
PLUS TurboCharged Sales will also show you how to….
  1. Kill your competition, legally and with their permission, and let your prospect know you’re the only provider who can deliver
  2. Get your leg out of the blind auction – never compete on price again
  3. Gain expert status with the prospects and customers
  4. Take the stress out of selling…FOREVER
  5. Build a rock solid sales pipeline, sales address book AND sales reputation
  6. Understand what sales metrics to watch and what sales metrics make you rich
  7. Have your prospects saying ‘well, this is a no-brainer, where do I sign?’
  8. Write business winning sales proposals that convert quickly
  9. Build certainty into your sale process, presentation and pitch
  10. Forget about getting around the gate keeper….sail straight through
  11. Uncover the single most important fact about sales targets and why you should ignore them
Interested?

Here’s how you can get ahead – just hit the linkTELL ME MORE

TurboCharged Sales Results is a perfect program for you if you’re busy on the road, don’t have the time, money or inclination to sit in a room, and you want serious sales improvement over a relatively short time.

Check it out for yourself.

Full money back guarantee.

TurboCharged Sales Results – for when you want better sales results faster.

Subscribe for our weekly e-guide – The Advanced Business Achiever – free sales improvement and business development hints and tips for your business.

You can also check our the Morton Kyle Limited Free Sales Improvement Guides – free and instant downloads here