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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.

Sales Skills Training Course | Sheffield

Sales Skills Training Course | Sheffield

Sales Skills Training Course – Join us now – just one day to boost the sales results in your business. You’ll learn how to increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin.

Hit the link – The Sales Improvement Workshop

This is the only sales skills training course to define the relationship between key sales skills, daily sales activities and their relationship with success.

There are 10 key reasons why sales don’t close.

This sales skills training course addresses every single one of those reasons, so you get to close more sales, more often and with greater margins.

There are daily sale activities that boost sales and sales activities that stifle sales.

Find out how to do more of the former and less of the latter.

And, if you’ve ever wondered what it takes to become a high performance sales person, now is your chance to discover if you’ve really got what it takes.

Sales Skills Training Course – All for just £97 per person (+vat)

This is the fastest way to reset your sales skills, review your sales ambitions and refocus your attention of what it takes to be a sales closer, because if you don’t do it now, then when will you?

Sales Skills Training Course

Ask any business leader about the relationship between the sales activities and sales results.

Ask about the business development skills of the sales team and the sales results of the business.

They’ll all tell you there is a very direct,  important and ultimately business success defining relationship between daily sales activities, the level of skills and motivation of the business development effort and the turnover and margin achieved in the sales team.

You’ll not find a single sales leader able to disagree, because they all know. Some activities and skills sets yield positive sales results, some suck sales out of the business.

The key is knowing which is which!

You’d be surprised.

Here’s another thing they’ll tell you: that 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 today, because if you don’t sign up, then you better hope your competitor don’t sign up either – The Sales Improvement Workshop

Just 1 Day – The Sales Skills Training Course to Improve Your Sales Skills and Sales Results, Sales Motivation and Drive.

Spend just one day attending the Morton Kyle Limited Sales Improvement Workshop and discover everything your need to DO to make sure sales targets are smashed.  See how to get sales conversion rate climbing, where you’re no longer having to discount to get the order signed because you don’t need to.

Just like you won’t need to waste your time with unprofessional buyers who mess you about, because you’ll be too busy. Too busy serving the needs to people who see just how much value you bring to their organisations.

This is the sales skills training course to radically reprogram how you think about selling. Discover how YOU sell best and ultimately, how much you’ll earn for your self, and your business.

If you’ve ever wanted 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.

Discover if you’re got more to give in your sales career.

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 Sales Improvement Workshop

Sales Skills Training Course

Don’t wait. It gets filled quickly.

Here’s how you sign up to reserve your seat now, because if you don’t do it now, when will you do it? The Sales Improvement Workshop

To run this course for your sales team internally as a closed bespoke/inhouse course – hit the link – Fixed Price Sales Training 

To discuss a bespoke sales skills training course, sales improvement and business development course for your sales team email carol@mortonkyle.com or call 0779 002 1885

Happy Selling.

Carol.

carol@mortonkyle.com 0779 002 1885

p.s Are you 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. Need 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.

This sales skills training course is designed to up skill existing sales professionals. It will bring structure and discipline to new sales reps. For all levels of sales teams it will boost motivation and confidence.

The Sales Improvement Workshop is the sales skills training course to clarify the relationship between daily sales activities and sales success.