In the meantime, if you have any questions, contact email@example.com or 0779 002 1885
In the meantime, if you have any questions, contact firstname.lastname@example.org or 0779 002 1885
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…
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.
It’s simple…make 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, it could be so easily avoided.
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 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.
This process of continual qualification relies on you knowing the following very early on in the sales 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
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 buyer process, make sure it’s not all one sided and you’ll never need to chase a sales quote ever again.
0779 002 1885
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…
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 email@example.com, plus it’s a subject we regularly reference in The Advanced Business Achiever – just hit the link for your free copy
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)
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?)
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!)
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?
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.
0779 002 1885
P.S. If you want to get sales and business development insights into your inbox weekly. Stuff like this to help you with your sales pitch, maybe sales coaching, daily sales huddle or sales meetings. Sign up here for The Advanced Business Achiever – totally free (and SPAM free). Give it a try, you’ll definitely get some benefit. It’s a nice little fast read digest of hints and tips to help improve sales results and sales performance…
P.P.S. Check out more Free Sales Improvement Guides here – free and instant downloads
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…
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!
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!
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.
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 firstname.lastname@example.org or call 0779 002 1885…let’s have a chat.
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
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.
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.
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.
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 email@example.com
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
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:
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.
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 firstname.lastname@example.org for a confidential chat.
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!
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.
Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.
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
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
email@example.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 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:
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.
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.
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.
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.
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.
firstname.lastname@example.org 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
Join us now – just one day to boost the sales results in your business, increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin – just hit the link – The Business Development Workshop – Sheffield
Ask any business leader about the relationship between the business development skills of the sales team and the sales results of the business.
You’ll not find a single sales leader able to disagree. They’ll all tell you there is a very direct, very important and ultimately business success defining relationship between the strength and level of skills of the business development effort, turnover and margin.
Here’s another thing they’ll tell you…if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.
You’re probably the same?
All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.
All that sales potential, just waiting to be set free.
What would that look like for you? For your business? Your industry reputation?
Find out here – start your journey – The Business Development Workshop – Sheffield
Spend just one day attending the Morton Kyle Limited Sales Workshop and discover everything your need to DO to make sure sales targets are smashed, sales conversion rate goes through the roof and you’re no longer having to discount to get the order signed.
If you really want to find out how much you could really bill if you fully realised your sales potential then this is the sales and business development training course for you.
You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…
Here’s your chance – reserve your seat now – The Business Development Workshop – Sheffield
Don’t wait! This course is run monthly. It gets filled quickly.
And for a short time we’re running the following promotion
Here’s how you sign up to reserve your seat now – The Business Development Workshop – Sheffield
If you want to run this course for your sales team internally as a closed course – hit the link – Fixed Price Sales Training
If you want to discuss a bespoke sales improvement and business development course for your sales team, then email email@example.com or call 0779 002 1885
firstname.lastname@example.org 0779 002 1885
p.s looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever
p.p.s. If you’re looking for a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales – the 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.
We Want Fully Qualified Sales Data!
Well if this isn’t the battle cry of every sales team I’ve ever worked with then I don’t know what is.
It’s sales review time, whether that’s weekly, monthly or perhaps even daily in some instances and you, as sales leader, get the ream of typical excuses.
How often do you hear that it’s not the sales persons fault the numbers aren’t great….?
That they could have hit target if only….they had enough good quality sales data, more leads, fuller sales pipeline, marketing had been more supportive…blah, blah, blah
You’ve heard them all haven’t you?
But you don’t have to any more, because this is one problem you really can solve.
And that matters. A lot.
You and I know it’s rarely just a lack of fully qualified sales data that hurts the sales figures.
There is often a dash of sub standard activity, some lack of focus, maybe a bit of boredom and often a good spoonful of being out sold…
So when you do come across a problem – like the lack of fully qualified sales data and sales leads – and the solution then shouldn’t you take a look?
Yes. Available for you today.
Hot leads? Yes
Data that shows you who is interested, what they are interested in, and their contact details.
Leads qualified to such a level that you know exactly what your pitch should be when you pick up the phone…
So, let me ask you, would that increase your sales conversion or not?
Discover more here and see for yourself just how easy it is to switch on this source of fully qualified sales data…
And if you think there is anything else out there that gives you a fraction of this much detail, then think again.
I know, with this kind of sales intelligence your sales team will hit sales targets faster. Faster and with higher conversions, and your ROI will be huge.
Just check it out. Ask for a demo to see how you can get the fully qualified sales data your sales team are looking for.
No where near what you think! I guarantee.
Just check it out – here’s the link – show me how to make my sales team happy
Be prepared to be impressed.
I’ve used this system. Seen other sales teams use this system. I’ve seen how powerful it can be in supporting proactive and professional B2B sales functions.
I don’t recommend services or products lightly, but I’m recommending that this is a must for any business seeking a strong competitive edge in their market place, especially where speed is key.
You’ll also see huge benefits if you’re operating in a long sales cycle, a tender process or even the dreaded beauty parades that buyers like to run…
Information and insight give you competitive edge with the right people, when it matters, where it matters.
If you need help closing those deals once the hot data hits you sales team. Check out our fixed cost sales training packages
0779 002 1885