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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.

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

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

 

 

 

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

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?

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