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Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses

There are lots of ways of increasing sales results, you could:

  • Focus on bigger deals
  • Increase, or decrease prices
  • Sort out your incoming sales funnel and sales lead generation
  • Only chase good quality business with your clearly defined perfect prospect profile and decision maker
  • Soup up your case studies and testimonials so everyone gets more social proof
  • Fine tune your sales processes
  • Split the business development function from the sales closing function
  • Ask your sales manger to spend more time coaching in situ as salespeople connect with potential customers

And all of these would work… they’re all part of the 100% Club – the go to list of how to increase sales results.

Also on that list is…

B2B Sales Training to Increase Sales Results…

But that’s not the only way.

Whatever your sales and marketing efforts, whatever your business development strategy, effective sales, great B2B sales will invariably come down to how you intersect with the decision maker to get them to make a purchasing decision. But there are a myriad of other sales stimulating activities you can do before you get to the sales training stage.

If you do everything else in the sales process, but you cant get the decision maker to make a purchasing decision, well that’s a NO SALE!

Hers’s 10 ways to make sure that doesn’t happen to you.

10 Way of  Increasing Sales Results

Ensure your sales process deals with the decision maker and the relevant influencers. However, never take your eye of the main buyer. Loosing contact with the person who makes the purchase decision can catch a lot of sales people napping. Never forget whose signature you want.

Increase your conversion rate by ensuring you spend time with viable buyers. Check this out if you want to know if you are dealing with a viable buyer or a tyre kicker – Engaging with the Perfect Prospect.

Also – read this if you want to know How To Qualify A Perfect Prospect

Too many sales people are happy just to be busy, but not especially effective sales people. I’m not saying lazy sales people sort of have the right idea, but how about you ask yourself this question every morning – what’s the fastest way, least stress, low risk way to get my sales pipeline full of high quality, viable  prospects who are able to make a purchase decision? Once you have the answer – do that! Being an effective sales person is key in an industry that judges you by results delivered and not hours worked.

Get a super clear picture of what your potential customer looks like. The sooner you realise what your ideal decision makers look like, and that you can increase sales results by killing your compulsion to try and convert every potential decision maker, the richer you will be, because it’s one of the fastest ways you can use for increasing sales results.

Then: if you’re really serious about increasing sales results and improving sales conversions

Work your referral networks. Draw up a list of 10 people per week, happy customers who have benefited from you an your expertise, then ask them for one or more of the following: an introduction to a named contact, a referral, a testimonial, a shout out on social media, a case study or a linked in introduction…that’s 10 new pieces of sales and marketing activity from people who love you, and as you know, social proof rocks

Purchase decisions can take ages to make, so when you do get the prospect to that stage, then don’t let them off the hook. Just ask for the business and don’t stop asking until you get what you need. Think that’s too pushy? Look at it this way. At this point you’ve just rolled a huge snowball up Everest, so why would you let it go now? A good buyer, a good decision maker will know what you’ve invested, he’ll work with you if he sees you working for the order so don’t fade away.

Talk to your sales and marketing and business development teams all the time. Especially if you’ve found a trend that’s swaying decision makers at the moment, or perhaps some competitors have a nice hook you’d also like to use. Sometimes the sales and marketing teams are working in isolation and inspiration from the sales team at the front line can really boost their creative juices. Get them creating compelling call to action sales and marketing material, and those first class landing pages.

Next:Sales Strategy

Understand your sales processes and work it hard. Whilst you’re doing that, look at where most of your sales stick in the sales process and get some help. I know lost of people ho are great at the first half of the sales process, but can’t progress to a close. Some would die rather than ask for the business. Likewise I know some sales people who are dropping opportunities because the deal doesn’t progress fast enough and they have no nurturing skills. Everyone needs help sometimes. It’s a valuable insight to know where your own strengths sit. If you need some help – check this out – it show you what sales metrics to watch if you want to increase sales results

Once you know what your sticking point is, what sales skills you need to improve, then take action. Either grab your manager for some training. You could even check out some self development videos. I love YouTube. Perfect for getting something sorted and a new skill gained really quickly. It  is learning on the go and you’d be surprised at how quickly you can pick up new sales skills. In fact, better still, get the whole sales team involved in the learning and sharing.

Register now for your weekly free and practical sales insights into how to increase sales results, improve business development efforts and fill your sales pipeline full of high quality sales prospects. Just hit the link Advanced Business Achiever

When you’ve done all of that and you need B2B Sales Training, then we’d be delighted to help.

Fixed Price Sales Training

Sales Improvement Workshop

Online TurboCharged Sales 

Or if you want to discuss how we could design a tailored sales improvement solution for your business – contact us on carol@mortonkyle.com or call 0779 002 1885

Close More Sales Ι The Perfect Sales Package For Hitting Sales Targets

Close More Sales Ι The Perfect Sales Package For Hitting Sales Targets

Everyone wants too know how to close more sales…

The Perfect Sales Package to Close More Sales

There are 3 critical elements in the Perfect Sales Package:

Prospect.

Pitch.

Presentation.

2 out of 3 won’t cut it. No chance.

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

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

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

Where Do Most Sales Processes Fail?

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

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

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

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

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

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

But What About the Sales Pitch?

Yeah, that can trip you up to.

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

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

And the Sales Presentation

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

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

Stop it!

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

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

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

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

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

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

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

Sales Improvement – 6 Ways to Amp Your Sales Results on Zero Budget

Sales Improvement – 6 Ways to Amp Your Sales Results on Zero Budget

What is not having a system that delivers predictable sales results costing your business?

Every firm is seeking continuous sales improvement. They would like to achieve that on zero budget. Every firm seeks predictability and stability.

It’s the Holy Grail because once you’ve cracked that formula for your sales lead generation and closing, then you can simply plug and play and collect the cash. Simply put your sales process delivers great sales results consistently. Primarily due, to a large degree, to you removing many of the failing and costly variables in the sales process variables.

The result? Predictable sales growth, high level of sales stability, fewer peaks and troughs. Plus higher levels of confidence in the future…exciting times? You bet!

And it won’t cost you, because you’ve probably already got all the resources you need…it’s the application of those resources that’s causing the gap.

It why so many firms miss out on implementing the key elements of a predictable sales system!

It’s costing them, and maybe you, fortunes, every single day. Business is sitting on the table or even worse dropping into competitors laps way too easily…and what’s even worse is that margins are being compromised on sales that are landed.

Predictable Sales Results and Continuous Sales Improvement

I’ve completed two quite intense sales audits this month and something struck me as quite odd.

Whilst writing their respective and separate 30 day improvement plans, I saw more than a few common elements between the two firms problems. The common elements existed even though the sales teams operated in different industries, selling different products, each firm operated at different price points and are selling in to different decision maker levels.

What was even stranger was the key common elements existed even though one firm was doing ok, but had plateaued, whilst the other sales function was in a real long term sales dry patch.

Despite all of this the root causes were essentially the same.

The question is; are they the same for your business too?

So What Does That Mean?

Very few firms go from soaring success to total sales nose dive over night. Maybe occasionally if there is some disaster or unplanned legislative changes, so I can can accept that depressed sales performance is a spectrum that can slowly morph from a plateau to a dip to a dive to insolvency…

However, this doesn’t distract from the fact that there are critical success factors. It is the absence of these critical sales success factors that sets of the chain of events that see sales results start to slip and then dive…

Predictable Sales Results – Is Your Sales Function In Danger?

When you look at this list below, just remember that any sales function can address these issues immediately. Remember that providing your take quick action you’ll see some sales improvements.

I hope the list gives you food for thought, and also a cause to take action if you’re seeking predictable sales results and the huge benefits associated with such predictability.

How many of these easy to fix sales improvement options are available to your sales function, and what could your sales results be if you looked at implementing just a few over the next month?

Don’t try to do all of these at once.

You’ll get on everyone’s nerves and be the sales dictator that no-one signed up for. Just pick two or three and see what happens:

  1. Look at your sales management information at least half daily…personally I like hourly because that way there can be no slippage…but half day might work for you. This does two things. Firstly, you get an opportunity to praise high activity/high results success. You get to ask questions and unblock any issues with the rest of the team. Without a decent level of activity, everything else is meaningless. Get on top of activity and stay there. Which does not mean managing the team by numbers – any monkey can do that – look at their conversion rates, look at the meaningful outcomes, look at who is closing, advancing sales and who is simply going through the motions.
  2. Don’t confuse talk time or client facing time with selling time, review the selling process. Are sales execs qualifying hard enough? Closing soon enough? Educating, questioning, advancing the sale fast enough? Are they having an easy chat and picking the low hanging fruit?
  3. Get embedded in the team – the fastest way for any manager to change the sales performance of the team is to start a high intensity side by side sales coaching program. Don’t think you can do 3 or 4 hrs per day sat coaching the team? Of course you can! get your mobile device so you can work any where and simply plug in. Nothing better than someone listening in to really get a sales person to up the game, and you get the chance for immediate 1:1 feedback. Win!
What Next?

The top three issues should bump your sales results considerably…but there are three more I want to share with you:

  1. Pay attention who the sales execs are pitching to…the number of sales execs that pitch to gate keepers in the hope they will put them through is a shocker (but they need the talk time right? of course, that’s why side by side coaching is so important). It’s also important that your sales execs don’t try to be Idiot Converters
  2. Have a performance improvement plan for everyone, (I call it a sales coaching plan) and just as the doctor leaves your notes at the end of the bed during a hospital stay, fill in the daily report card on what needs to improve daily due to your coaching and guess what? You’ll see fairly rapid sales skills improvement, and the inevitable knock on affect of more sales, better quality sales…in less time.
  3. Don’t treat your performers and your non-performers the same…I’m not explaining this further, you’ll know what I mean by this
So Will You Get Predictable Sales Results?

You’ll be well on your way.

Building a business development, lead generation and sales closing system that delivers predictable sales results is not just 6 bullet point.

The points above are 6 key reasons why firms DON’T get semi predictable sales results, and are in a sales slump/dive.

Don’t ignore the obvious.

The market is no tougher for you than anyone else.

The buyers are no more exasperating with you than your competitors

The economy is not penalising you, it’s impacting all.

Don’t listen to it.

Take control of what you can control (click here if you’re totally out of control or heading that way…) and you’re well on your way to predictable sales results…

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

P.S. Want to receive a regular feed of sales improvement and business development tips? Then simply claim your weekly free (and span free!) subscription to The Advanced Business Achiever. It’s great for sales meetings, in house sales training, daily coaching and daily huddles…

P.P.S. If you’re looking for a way to create your own internal sales and business development system to predictable sales results…you can find that here TurboCharged Sales 

And if you want to book your very own Sales Audit – hit the link here for more details. Or give me a call for a confidential chat 0779 002 1885

So, lots of ways to get predictable sales results…let me know how you get on

Why an Accurate Sales Forecast is the Key to Monthly Sales Success and Predictable Sales Growth

Why an Accurate Sales Forecast is the Key to Monthly Sales Success and Predictable Sales Growth

Any accurate sales forecast is a guaranteed gift towards your bank balance, your sanity, and your stress levels!

A truly accurate sales monthly forecast means you know where you’re going, and how you’ll get there. Easy sailing…

So why do so many sales people and business owners fail to use the monthly sale forecast to their advantage?

Accurate Sales Monthly Forecast – Urban Myth or Unicorn?

Most sales leaders I know like the idea of an accurate sales forecast, but genuinely doubt their team’s ability to deliver it.

And, by the end of the month, they’re just glad to have either a great sales month or a chance to do better next time!

But the truth is. you and I have all seen great sales monthly forecasts fall apart. We’ve seen them fall apart probably on more than one occasion. Often just one week before month end! That happens.

So, you might suspect that when you drop a prospect in the sales forecast that it’s a best guess…because that’s what lots of sales people do.

And that’s where it starts to go wrong. An accurate sales forecast is not a best guess.

It’s a document of record.

I guarantee if you start to think about it as such, you’ll find a huge difference in terms of you being able to predict your sales success. This means you’ll find it easier to hit your target and predict your sales growth…and take control of your earnings.

What Does an Accurate Sales Monthly Forecast Look Like?

Confirmed Order Details w Decision Maker Uncovered Specific Needs Solution Agreed Prices Agreed Budget Available Date to Sign Off Agreed Delivery Date Agreed Contract Sent Purchase Order Received Invoice Date Order Value
Acme Limited  √  √  √                
Jelly Bobble Inc  √  √  √  √  √  √    √      
APV Ltd  √  √  √  √  √  √  √        
dtx SA  √  √  √  √              

I like this format because it focuses the sales persons mind, and also, it’s easy to see the solidity of the deal at a glance.

I’m not only advocating this template as a formal document. I’ve seen it used very successfully as part of self management. It’s a great self reality check for how solid a deal is for both the sales person, the sales manager and the sales leadership function, but that’s not the most powerful part of this template.

By far the most valuable element is that it forces you, as the sales person, to ask those sales based questions that can often just pass the sales person by.

But, you see, it’s these very questions that make the difference between a sales forecast and an accurate sales forecast.

And that means the difference between solid stable growth, predictable sales performance and a stress free sales environment and a hand to mouth, peaks and troughs sales sea saw…so, which would you rather have?

Building an Accurate Sales Monthly Forecast = Asking Structured Questions

You might want to check out some of the recent BANT articles I’ve written here about how to qualify prospects.

Why Sales BANT is Not Enough and Has Anyone Seen My Buyer? 

These articles will give you a broader understanding of the value of asking those qualifying critical questions.

After all, and accurate sales monthly forecast is all based on how well you know the prospect. Based on how well you know the deal and how you’ve used your skill and sales questioning to ring fence the risks and deliver a sales order. A good accurate, stable sales monthly forecast means you’ve qualified the sales prospect well.

Good Quality Questions Create Accurate Sales Forecasts

Here are some of the key questions you might consider in qualifying your sales prospect and ensuring your sales plan comes good at the end of the month.

It’s important to look at the format, the detail and the accountability you are conferring to your prospect to work with you, honestly, openly and with a high level of transparency.

So following the template above, when you’re thinking about creating your accurate sales forecast it’s perfectly acceptable to ask and re confirm the following, through all the stages in the sales process:

  • You’re the person who will make the final decision on this? Who else needs to sign off on that decision? Who holds the budget for this purchase?  What part do they play in deciding who to buy from?
  • We agree that the costs associated with doing nothing provide a clear and definitive ROI using our solution/product/service?
  • That if, as discussed we provide you with the solution/product/service as discussed at $£X then you are happy to buy from my organisation?
  • And that budget is available now? /And that budget for this purchase will be signed off by dd/mm, so you can get delivery by dd/mm then we can agree I can go ahead and raise a contract so you can send me a purchase order by dd/mm…?
Accurate Sales Forecast – Why is this Important?

It’s important because you as the sales person gets to see where the variable or undecided factors are.

Otherwise you are a sales person operating in the dark. The sales person trying to read the mind of your sales prospect. There’s no certainty in that situation, for you or them.

Using these questions and the template above you know exactly how solid a prospect is. You’ll know what detail you need to chase down to convert a prospect to an order, also the sales prospect knows what they need to do if they want to buy your service.

What Else Contributes to Inaccurate/Accurate Sales Monthly Forecasts?

Think about these factors and reflect on the impact they could be having on your sales forecasting ability…

  1. Qualifying is not a one time event. Qualify and re-qualify as often as you need but especially when there are changes taking place. Be that shifts in time scales, new people entering the discussion, shifts in agenda etc
  2. Don’t rely on your sales CRM to forecast for you. In the main I’ve found sales CRM sales pipeline generation and management the cause of much distress and false hope. Use it, but have the reality check on high alert.
  3. Use your judgement. If a deal wobbles a few times, starts to drag, the prospect avoids your calls, then read the signs and re-assess, no real prospect is so busy they can’t stay in touch one way or another.
  4. Honestly is critical in your sales forecast. If you insist on fabricating, padding or listening to your ego, then you’ll find people losing faith in your pretty quickly. Your judgement is flawed and your word’s not to be trusted. That’s not a rep you want.
  5. You need to get smart about new business development. That way you’re not tempted to hang on to dead deals, and chasing prospects who’ve died on you.
  6. Accountability – state your numbers, commit your focus and own it. No shirking. Don’t be that sales guy!
  7. If things are going pear-shaped – go talk to someone. Don’t put your head in the sand…get a 2nd view and draw up an action plan. Don’t panic, or start discounting or give up…
Accurate Sales Forecast – Now Consider This

Dropping a prospect out of your sales pipeline is acceptable. It’s much better to do that than cloud a picture where you need absolute and razor sharp clarity.

You’ll find the clarity especially when it comes to working out your Sales Recipe

How to Generate an Accurate Sales Forecast
Gaining clarity in this area and generating an accurate sales forecast is the key to turbo charging your sales results and your sales bonus

If you can get clarity in this one area, you’ll find your ability to fully turbo charge your sales efforts, your sales results, and therefore your sales bonus!

So, in summary, an accurate sales forecast is neither an urban myth or a unicorn, but it is magical in terms of what it can mean for your business, your bonus and your sanity.

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

P.S. Easy read sales and business development training tips directly into your inbox once per week. It’s all spam free. Great for you in house training, your sales coaching, daily sales huddles and business development drives. Register for your free subscription here – The Advanced Business Achiever

And if you’re looking for a way to quickly increase the chances of getting a great sales result at the end of the month – well this program takes just 21 days – try it – TurboCharged Sales 

If you need help with your monthly sales forecast and creating an accurate sales forecast, then check out The Sales Improvement Workshop

Anyone Seen My Buyer?

Anyone Seen My Buyer?

Chasing Sales Quotes

Chasing sales quotes…how much times does that waste? But you have to do it because it’s the last thing you need to do before you get the order.

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

I hate it. I hate it when a sales person tells me they’ve sent the quote and will chase tomorrow, I hate it because at that point I know and the sales person knows that the buyer might just go AWOL. It happens.

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

But, sometimes that’s just not possible.

So the buyer has a chance to disappear!

All you hard work hanging there…

It’s Not Always Bad News…

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

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

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

The skill – to save time, sanity, money is to get the buyer to bail early on.

The earlier the better.

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

How to Avoid Having to Chase Sales Quotes

It’s simple.

Your job is to ensure the prospect so committed to buying from you that chasing the quote is never an issue.

See…but you knew that all along…

So how about this, and listen up because this is a key area where sales people create their own living hell.

And, you can avoid this pitfall so easily.

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

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

And you know what?

A serious buyer is expecting you to ask those questions!

Sales people who don’t BANT, or they BANT weakly, which means just checking the prospect has a pulse! (for more details on BANT hit this link – More About BANT).

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

Some sales people see that as bad news (I don’t, I just see it as free resource to invest in worthy prospects) but I know sales people who think ‘Nightmare’.

Look at it this way, what would happen if a sales person ended up rejecting a chunk of their sales prospects because they weren’t worthy of time/effort investment?

I will leave that to your conscience.

In a nutshell…if your prospect is going AWOL after you’ve done the hard work, then the buyer was never really a buyer.

You made a bad prospect call and you’ve wasted your time.

Oh, and your sales pipeline is falling apart around your ears (sound familiar?)

Sales Winner Don’t Waste Time Chasing Sales Quotes

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

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

Sales Winners read the signs and move on.

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

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

Closing a sale happens all through the sales process – from the first interaction and in every interaction.

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

Have you?

Do you?

Chasing Sales Quotes and Winning

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

  • That your buyer is the sign off guy and not the influencer/referrer
  • Your Buyer will line up the budget he needs to buy from you
  • The buyer is suffering from a problem, and therefore has a big need
  • That the buyers need is sufficiently painful for him to invest money in having you provide a solid solution
  • Where they need to sort a solution
  • That they have an ideal time frame for solving the problem, and satisfying the need
  • When they have shared the decision making process with you
  • So that you understand the stakeholders involved, their agendas, the potential competitors, and any external factors that could disrupt the buying process
  • Where you understand the criteria your solution will be judged against…and by whom
  • That you understand what event could disrupt the buying/decision making process

Here’s a sobering thought…if your buyer is not prepared to share this information with you, then you’ve got yourself a tyre kicker. You deserve everything you get if you pursue the sale…

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

Disappearing Buyers Go AWOL For a Reason

Don’t let the reason your buyer goes AWOL when you’re chasing the quote be because they used your proposal to batter down the quote from their incumbent. Or they used you to yank their current supplier back into line, just wanted to pick your brain. Or maybe the buyer wanted to pass your quote to a competitor. Maybe even worse, just thought it might be interesting for you to pull together all the info they needed to inform the board regarding what solutions are out there…

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

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

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

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

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

Why Sales BANT is Not Enough

Why Sales BANT is Not Enough

What is Sales BANT?

BANT is covered in almost every article on how to close good quality sales, appointments, demonstrations, meetings.

For those that haven’t come across it before here’s the basic premise – the person you’re engaging in the sales process needs to be qualified against the following profile

Budget – are they the budget holder? Is the budget available for this purchase providing the solution satisfied the need?

Authority – does this person have the authority to make the decision to buy? r are they a referrer, or person of influence?

Need – is there a need for what you are selling? Has this need been sufficiently quantified as being big enough to justify an investment

Timing – has the timing been agreed? Providing the solution is suitable to satisfy the need, has the sign date been agreed?

A typical BANT usage might be something like this…

Ok, Mr Buyer, just so I get some insight into how we’ll proceed can I just ask you, have you already got budget signed off for this purchase or does it need to go to the board? (Budget)

Great, and will it be your decision alone as to buy from me, or will you be making broader recommendations to the board? (Authoity)

Ok, understand, we’ve agreed that our solution can deliver what you need in terms of X, Y, Z, we agreed those are the critical and crucial criteria for you going ahead, and that our solution will alleviate the issues we’ve identified in X, Y, Z? (Need)

Excellent, and further to (the next action) you’ll be able to send the purchase order number across so we can get delivery for the week after next. (Timing)

Excellent thank you.

Obviously, this is a top line BANT summary. I encourage sales professionals to use BANT all though the sales process.

We cover it in more detail in all of our sales training courses and sales coaching programs. You can contact me for more details on carol@mortonkyle.complus it’s a subject we regularly reference in The Advanced Business Achiever – just hit the link for your free copy

Magnify the Power of Sales BANT

BANT is only part of the story. It’s an important part. However, on it’s own the power of BANT is very restricted, it’s a shout into the wilderness. It’s one hand clapping.

Very simply, BANT tells you that you are in the right position(or not) and you’re talking to the right person (or not) and you have some steer on the buying/decision making process. This is really important when you’re chasing quotes, really important. Ask anyone who has been randomly chasing the prospect who disappears once the quote has been sent. Hit this link  Anyone Seen My Buyer? – if you want to have buyers chasing you to buy from you

So how do you really amp the power of BANT?

You do this…

You combine BANT with Sales ROI (for more details on Sales ROI just hit this link to discover how High Performing Sales people work Sales ROI)

How to Combine Sales BANT and Sales ROI

Concentrating just on the Needs section in BANT.

Need is the most powerful motivator for change. Whether that’s to amend behaviours, persuade someone to buy a product/service or simply make different choices…

Those decisions are all driven by need. The bigger the need, the faster, easier, more compliant the buyer will be during the buying process

So, if you can create a powerful enough need with your buyer, then you have a huge motivator to use with your buyer to help them select to take action. To take action fast. That makes a big difference, especially if you’re working in a highly competitive space (and who isn’t working in a competitive market?)

8 Key Ways to Increase the NEED Factor in BANT Using Sales ROI

  • Fully explore the current ‘pain’ points associated with the current solution
  • Explore what those pain points have cost the buyer in the past
  • Extrapolate, realistically, what those pain points could cost the buyer in the future if nothing changes (this is the cost of doing nothing)
  • Remember that the pain could be pain other than financial. It could be stress, loss of clients, brand damage, reputation, ill will among colleagues who have to pick up and solve the same problems again and again or failure to comply with authority etc
  • Once you’ve fully explored the past and future costs, add them together…that can be quite the motivator in itself!!
  • Next, look at some blue sky thinking. Note – you’d be totally weakening your NEED factor if you look at the blue sky scenario building before exploring the pain, since people will typically do more to escape pain than seek pleasure.
  • Knowing the Pain/Pleasure Principle, check out some what if questions…what would it mean to your business if you could do X? What would it mean if you never had to deal with that again? How would you feel if you could illuminate that issue all together? What would that mean to your bottom line? What would that mean to your work relations? Your client relations? Whatever is relevant…
  • Next, go back to the pain position and summarise the cost of doing nothing.

So, when you come to ask your Need based questions in BANT, they might sound something like this…

Ok, understand, we’ve agreed that our solution can deliver what you need in terms of increasing your brand reputation with your customers after some of the issues you’ve had before, will allow you to have total confidence in the promises you make to your customers, and will really improve the relationships in the warehouse and customer service teams since they won’t be taking as many complaint calls… we agreed those are the critical and crucial criteria for you going ahead, and that our solution will alleviate the issues we’ve identified in losing the X account at Xmillion per yr, losing part of the Y contract at Y million per yr and having the Z tender going back out to review? 

See how powerful that statement is now you’ve fully quantified the prospects position if they do nothing?

(As a separate aside, just consider how easy it is to chase a quote once you’ve identified this level of need!)

Why Does Using Sales ROI with BANT Help You?

Because using one without the other is just one hand clapping. You’re going through the motions but nothings really happening, compared to what could be happening!

If you’ve gone to the trouble of speaking with the key decision maker, then the next task is to motivate them to take action. BECAUSE motivated buyers take action, they take action quickly, and they see value (which helps you protect your margins)

Some people might call it persuasion, and that’s ok, but either way, think of it as making it easy for the prospect to say yes! Making it easy for the prospect to make a decision. Making it even easier for the prospect to make a fast decision (because that means your competitor can’t sneak in at that last minute!)

That way you’ll be creating a real no-brainer sales proposition…and let’s face it, who says no to the no-brainer proposition?

What’s Next?

Try it out.

You’ll wonder how you ever closed without it. You’ll also start to understand why some of your sales didn’t close when/how they should.

Happy Selling…enjoy!

Carol

0779 002 1885

carol@mortonkyle.com

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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

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 Bartlett…

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 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…

Either way, you’re worth more!

Happy Selling

Carol

carol@mortonkye.com

0779 002 1885

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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