Sales Funnel Creation

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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

 

 

 

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

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

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

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

Sales Appointment Setting 

Sales appointment setting is where the magic starts – lots of high quality  and well qualified sales appointments means there is a steady stream of sales opportunities to convert into orders and invoices.

A full diary means plenty of opportunities, and is a key leading factor in predicting sales success.

A half empty sales diary is just that little bit more stressful. In fact, I’d take it as a flashing red light that something needs to change.

But, consistently filling the sales diary full of high quality, well qualified sales opportunities on a regular basis is a major challenge for many sales teams.

Some sales teams can fill the diary ok, but the quality is so-so.

Often sales teams suffer from high cancellation rates.

And some sales people just struggle to hit the that critical mass of quantity of appointments they really need for a great sales pipeline.

So, whatever kind of sales appointment setting nightmare you’re suffering from, help is here, because in just 1 day I can show you how to really boost the quality and quantity of sales appointments in your sales diary.

Because – the truth is – a hot sales diary means a productive sales pipeline….means more invoices!

High Performance Sales Appointment Setting – Creating High Quality Sales Opportunities

As an appointment setter/business generator in any organisation it all starts with you.

You open the door, you qualify the prospect, you assess their potential value, you tailor your activity to give a healthy mix of long term prospects and short term wins, you push over walls and barriers to set up the opportunities.

This  sales appointment course is ideal for you if you are looking for ways to increase your effectiveness by adopting simple methodologies that will yield an increased conversion rate of quality opportunities and fewer cancellations.

Disocver how you can get more from your contacts, reaching higher level decision maker contacts, with potentially higher level requirements, using enhanced telephone profiling and needs driven questioning.

Using these developed sales appointment setting skills you’ll effectively and efficiently boost your pipeline with good quality prospects. Delivering better quality appointments and more of them.

What’s Covered?

You’ll develop your thinking around:

  • The Profile of a Perfect Prospect
  • The Psychology of Buying
  • Pre-Call Preparation to Lower Defences
  • Creating Confidence, Credibility and Curiosity
  • What Are You Selling?
  • What Are They Buying?
  • Getting to Yes
  • How to Qualify the Prospect in Call
  • Becoming an Industry Consultant
  • 6 Stages of Qualification
  • 6 Key Objection Handling Techniques
  • Trial Closing and Testing Commitment
  • Minimising Cancellations

Sales Appointment Setting – Course Outcomes

At the end of the course you can go back to your desk focused, motivated and with the skill set to book high quality appointments whenever you want.

You’ll be able to:

  • Negotiate gatekeepers professionally.
  • Present yourself as an industry consultant and not ‘just the appointment setter’.
  • Engage in a well constructed conversation rather than a sales pitch.
  • Quickly establish the needs of the buyer.
  • Fine tune your sales message depending on the buyers needs.
  • Test their commitment to addressing their needs.
  • Use trial closes to build commitment.
  • Identify and create buying signals to validate commitment on key criteria.
  • Gain referrals, even when no appointment is made.
  • Successfully remove or minimise any objections.
  • Use the weaknesses of the competition to capitalise on your company strengths.
  • Minimise no shows.
  • Fill the pipeline with good quality sales opportunities.
Sales Appointment Setting Training – Course Duration

Fully bespoke to your business, your current hurdles and your current objections.

This is the fastest way to improve your sales appointment setting and see an increase in the high quality sales opportunities dropping into the sales pipeline.

Sales Appointment Setting – Fees

This program is delivered on an in house, totally bespoke basis – call to check availability and rates.

You can also check this out – Discover How to Generate High Quality Sales Appointments and to Fill Your Sales Diary.  It’s a very quick read guide to accelerate your sales appointment setting and improve both the quality and quantity of those all important sales leads.

Carol 

0779 002 1885 

carol@mortonkyle.com

P.S. to receive sales improvement and business development insights into your inbox every week which is perfect for sales training sessions, sales coaching and daily sales team briefs, then register here for your free subscription to the Advanced Business Achiever

AND…if you’re looking for an in house Sales Training and Sales Improvement course, then check out TurboCharged Sales

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.

We Want Fully Qualified Sales Data!

We Want Fully Qualified Sales Data!

We Want Fully Qualified Sales Data!

‘If I’d had fully qualified sales data I’d have hit my sales target!!’

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?

Is Fully Qualified Sales Data Really Available For My Sales Team?

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?

It’s THAT Easy to Get Fully Qualified Sales Data?

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.

How Much Does Fully Qualified Sales Data Really Cost?

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

What Next?

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.

And…

If you need help closing those deals once the hot data hits you sales team. Check out our fixed cost sales training packages 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs  | Funded Learning

Sales Training For Colleges | Apprentice Scheme Providers | Work Programs | Funded Learning

SALES TRAINING FOR COLLEGES

Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training

Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines

Sales Training For Colleges: Aims:

Highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.

  • What Does Sales Success Look Like?
  • Identifying Ideal Prospect Targets
  • Dealing with Sales Prevention Staff
  • What Are You Selling?
  • Why Should The Buyer Listen To You?
  • Psychology Of Buying – The Buyers Perspective
  • What Is The Buyer Looking For?
  • Sales Call Structure – The Holistic View To Consultative Selling
  • The Objection Free Pitch – Selling The Solutions
  • Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
  • Responding To Different Resistances To Change
  • Creating Urgency In The Sales Process
  • Checking and Reinforcing Commitment To Buy
  • Understanding The Money Question
  • Cross Selling And Up Selling
  • Active Listening Skills
  • Testing The Pitch
  • Create And Use The Buying Signals
  • Summarising Your Understanding
  • Selling Their Motivations Back To Them
  • Handling Prospect/Customer Questions
  • Trial Closes
  • Gaining In Principal Decision To Commit
  • Selling The Price
  • Asking For The Order
  • Price Negotiation
  • Using Influence and Persuasion Skills
  • Building Referral Networks
  • Using The Sales Pipeline Model
  • Gaining Success With Different Buyer Types
  • Creating Certainty In The Sales Cycle/Forecast
  • Self Motivation/Goal Setting
  • Creating Winning Sales Proposals
  • Getting The Purchase Order Signed

Sales Training for Colleges: Course Outcomes

Having attended this program you will be able to:

  • Quickly establish common ground with key influencers and decision makers
  • Have a compelling, persuasive and logical sales presentation
  • Conduct a commercial sales based conversation with any targeted prospect
  • Quickly establish if there are any commercial opportunities, when, budget, process
  • Move from sales person to trusted industry expert
  • Build rapport and gain the confidence of the key buyer(s)
  • Structure logical and relevant questions
  • Work with the buyer(s) to establish and explore the scope of their current service provider
  • Identify points of weaknesses in their current provision
  • Guide the buyers(s) thinking towards blue sky solutions
  • Explore the cost and impact of the current weaknesses and gaps
  • Structure relevant solution(s)
  • Challenge the buyers thinking
  • Use influencing skills to trial close
  • Deal with the budget question without causing a negative impact
  • Sell your propositions based on the value delivered
  • Speak knowledgeably about the life value of the product or service, not just the cost
  • Explore costs and value as part of the same conversation
  • Fluently establish the costs of remaining with the current provider
  • Sell the price
  • Handle objections
  • Deal professionally with incumbent relationships
  • Ask for the business
  • Gain an in principal decision to buy before you leave
  • Create urgency in the sales process
  • Build networks
  • Seek referrals from all prospects/customers
  • Build, maintain and account manage a sales pipeline
  • Create certainty in your sales forecast
  • Design and deliver sales proposals that will make it easy for the buyer to say yes

Sales Training for Colleges: Duration

This is a 1 day program delivered on site at your offices.

Price on application

0114 236 3658 or carol@mortonkyle.com

p.s. Check out Free Sales Improvement Guides by Morton Kyle Limited

p.p.s You can receive sales and business development insights into your inbox weekly – subscribe for our sales e-guide The Advanced Business Achiever here

Sales Detox

Sales Detox

When Did Sales Get So Complicated?

Simple sales plan? Really?

It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…

it’s just wow…

Nearly 20 years ago I read quite a bit of this stuff. Yes, STUFF!

I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right? So I dutifully got stuck in…

Some of it worked, most didn’t. I learned a lot…how to test new approaches. Elements needed revising. Some ditching totally…but the new insights pushed me on so it was all worth while.

Now…could I do the same if I was an ambitious sales person? Not a chance.

There’s just too much information. Swamped in it. And that’s coming from someone who can scan and speed read with the best!

Too Much to Concentrate On?

Absolutely too much to concentrate on.

But should it really be that complicated?

Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re a lone sales person looking to get a higher level of sales output (MORE BONUS), or you’re a sales leader building a sales function that delivers (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).

So, after all this time, I think there are three strands at the crux of this:

  1. There is no ONE universal simple sales plan…once we get over that it’s easy to stop seeking the unicorn
  2. The only simple sales plan is the one that works for you
  3. You need to build it…and keep building it

Does that make you feel any better? Any more motivated?

Better, maybe not.

Motivated, then I hope so.

Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!

Make the Most Important Thing THE Most Important Thing!

And that’s the crux of it.

But toachieve that you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.

Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is

Once you have that total and absolute clarity then you can start the improvement process AND see results. Quickly.

As an individual sales person, that relies on you knowing your sales recipe, and how that relates to your results and ultimately your bonus.

As a sales leader, it still relates to your sales recipe – but this time it’s reflected in the activities of your whole sales team.

To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use

The Simple Sales Plan

Once you’ve developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.

Now doesn’t that sound better than the alternative?

Happy Selling

Carol

p.s. If you’re looking for a massive step up and embedding this in your business you can check out Sales Insight or you can hit the phone/email on 0779 002 1885 or carol@mortonkyle.com

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels…

Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business.

Anything else is just risky, costly, as well as unpredictable.

Is that what you want?

So…

How Would You Describe the Health of your Sales Funnel?

Spot on…it’s my guiding business tool?

Getting there – still some lingering prospects in there but they’ll be sorted soon?

It works on paper but it’s not producing the sales results I want?

The metrics are there but I don’t know what to do about improving them?

What sales funnel?

Or any variation of the above!

Why Should I Even Bother Building Highly Qualified Sales Funnels?

This is something I typically hear from people, sales leaders, business owners who have never known the absolute joy and certainty of having a smooth-running sales funnel, producing, managing and closing highly qualified sales leads, as often as they need, with the margin they need, at the frequency they need.

And that’s ok.

Trust me when I tell you I’ve seen all sorts of sales funnels. The great news is once you’ve got a working sales funnel…it’s like having your own ATM machine where you hit and it pumps out cash.

There’s a degree of certainty about the results it produces, what part your sales function needs to play, you can tell the marketing team what they need to produce in detail, account management becomes a breeze and the money keeps rolling in.

As long as you don’t get lazy, complacent and comfortable…you’ll only have to set your sales funnel up once then refine it until it becomes the highly qualified sales funnel you and your business needs.

Building Highly Qualified Sales Funnels – What Does That Mean?

Well, first of all, lets look at what a Sales Funnel is.

A sales funnel houses your sales process.

At the top of your sales funnel you have a wide entry – this is where the sales prospect is first identified as a potential target, worthy of engagement and spend, so it might be a list purchased against strict criteria, it might be twitter followers, LinkedIn contacts….

This follows though, post a level of suitable marketing activity, then the prospect acknowledges they have ‘seen’ you.

A prospect at this stage has migrated from the marketing stage of the sales funnel to a more directed stage in the funnel, it may be someone who has downloaded your white paper or your lead magnet. It might be someone who’s contacted you for further information, asked for details or spoken with you proactively via some form of social media.

The key to all this is the vital work QUALIFIED Sales Funnel. If you want to get your prospects in to this stage of your sales funnel and you want to watch what they do and how they interact with your business then check this out

Anyway, back to the structure…Rubbish in the top…rubbish quality or no business out the other end…you look busy BUT nothing’s happening.

This is why having strict go/no-go criteria about what level and type of prospect enters the top of the sales funnel is key. Too broad is as bad as too skinny. Likewise you’ll need some go/no go criteria at every stage if you want your sales funnel to stay healthy and producing

So, potential prospect enters at the top and as the sales process progresses, with very tight go/no-go criteria at each stage, so the funnel gets more selective regarding the quality of the prospects it lets through.

There is a go/no go set of criteria here at the top of this page – you’re version might look different.

What Building Highly Qualified Sales Funnels Means for Your Business

Each one of these stages in the sales funnel has a metric. For example:

How many prospects passed from one level to the next? Higher than expected? Lower?

Why did you reject? What are the remedial actions at this stage that could convert a dead prospect to a live prospect again?

Knowing your metrics at each stage and your conversion options at this stage has many huge benefits:

Lost business is minimised – this can save you fortunes, and keep your competitors running hard

You are able to act in a timely manner to any deal that’s falling off the expected path

For more insights into what metrics to use – you can start by downloading – 7 Sales Metrics To Measure, Manage and Monitor

Sales Forecasting Using Highly Qualified Sales Funnels

You can identify weeks, months, maybe even years (depending on the sales cycle duration) what your sales figures will be…which means you can make corrective action to boost sales when you still have the time.

You will be able to continuously monitor the quality, profit, value of the business you’re chasing

No deal falls through the net

In fact, a strategic and robust highly qualified sales funnel answers all the management information questions you need to run your sales function like clockwork…of course you need a motivated sales team who honestly report activity and a sales methodology that’s robust enough to train sales teams to ask the tough questions, and this is where having the go/no-go gates really pays dividends.

Types of Sales Funnels

Building high quality sales funnels is not always a one off…in some instances you’ll need a sales funnel for different products and services because the sales process for those products and services is different.

This is where it’s worth considering how you are selling each of your products and services – some sales funnels maybe based on different sales methods – some of your products/services may respond better to Challenger sales methods, some will be SPIN based, some more strategically focused and often sales funnels need to be tailored to encompass various methodologies at different stages.

Note: this is reflected in the sales structure of the pitch, the reporting metrics and the no/no-go gates.

The Single Most Common Flaw with Building High Quality Sales Funnels Today…

Is this; firms forget that even though it’s called a sales funnel. It’s actually a Sales and Marketing Funnel!

If you start building your high quality sales funnels at the point where the sales process formally starts, you’re actually starting it half way through the process…and missing a vital, key stage in the sales funnel.

Other common flaws are:

  • Over filling the sales funnel
  • Not being quick enough to cut away or spend time re-qualifying prospects that have stalled
  • Using discounting to attempt to flush solid sales prospects through the sales funnel at a faster rate
  • Not focusing enough on filling the top of the sales funnel
  • Putting any sales prospect in there, rather than focusing on high quality

If you’re looking to at how you should be building highly qualified sales funnels in your business, you can call for a confidential chat 0779 002 1885

Alternatively, if you are looking for some insight into how your current sales funnel could be improved to further improve the sales results of you business, you can book your Sales Audit and get the results back within 10 days. Find out more here – Sales Insight and Fast Action Pack

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

p.s. One of the other real benefits of a highly qualified sales funnel is that it makes recruitment of sales people and onboarding a breeze…call me to find out more

How to Close Profitable Sales

How to Close Profitable Sales

How to Close Profitable Sales – What Do You Need To Know?

Discover how to close profitable sales and it saves time, turnover, profit, reputation, resources and sanity.

Get it wrong and welcome to inaccurate sales forecasts, deals left wide open for the competitors to walk into and pick up, profit drains, instability and poor ability for forecast.

Knowing how to close profitable sales could be the difference between a high stress low margin sales environment and a solid, stable sales machine.

How to Close Profitable Sales?

Golden Rule: Always be prepared to leave a deal on the table.

Any exceptions to this? Not that I can think of.

Let the deal mature. Keep in contact, keep it warm, but hold the line.

Just because the buyer hasn’t snapped your hand off on receipt of the proposal, just because they haven’t got back to you when they said then would, and just because they haven’t responded to your email….

Just hold fire.

None of this means the deal is dead.

Avoid falling into the trap many sales people will happily dive head first into given the first sign of coolness from the Buyer.

You see, a regular jobbing sales person will get scared.

At the first sign of coolness from the prospect, they’ll simply assume the deal is being made with a competitor and they’re missing out.

It’s not always the case.

In fact, it’s often NOT the case.

Not Every Sale is a Good Sale!

A sale at any cost is just a race to the bottom.

And, typically the first reaction to a ‘cooler’ buyer is to start panicing, and try to cut a deal.

Any deal.

The first thing to get a hair cut is the price…margins get stripped out in exchange for a speedy signature on the dotted line.

WOW…savvy Buyer who uses that trick…stall a few days and watch the price crumble…first lesson in Purchasing School.

But what if the Buyer then accepts your lower price and STILL drags his heels?

You’ll knock the price back up to the higher, original level?

Good luck with that…please write and let me know how you get on.

The truth is – panic, negotiate and you’ll drop credibility and the business loses profit…and you’ve got to work hard to replace what you originally had, or could have had.

Congratulations, welcome to the Hamster Wheel….start running!

Lesson? You know the lesson….hold the line.

Want to Improve Your Profitable Close Rate?

Get a great deal to the table, lock it in and leave it there.

Here’s how.

Of course, make sure you keep in contact with the Buyer, make sure the Buyer has everything needed to make their decision in your favour.

But, the cast iron opportunity to REALLY protect yourself from this panic driven desperation, that costs you your reputation, credibility, pipeline, margin, commission and self respect, is to look at what’s happening during the sales process and how you interact with the buyer.

Closing Well Means Nothing If Your Sales Pitch Stinks!

Think about this…because it matters a lot if you want to discover how to close profitable sales

During your sales demonstration, you will have been careful to build a strong relationship with the Buyer, to do this you’ll have:

  • Checked and double checked you’re dealing with the decision maker because your time, expertise and insights are too precious to waste.
  • Checked budget and budget availability because you don’t want to spend time with the wrong person or zero budget prospects
  • Mapped the decision making process with the decision maker because that’s how you keep track of where you both are.
  • Uncovered the buying criteria because you need to know their expectations and buying pathways.
  • Uncovered the date the decision will be made by, based on when the product/solution need to be in place, because this will help you track the deal though your sales funnel and sales pipeline
  • Gained the prospect’s trust and asked detailed questions around implications associated with the purchase because you need to understand motivators and pain points.
  • Explored the extent of their relationships with your competitors and potential substitute solutions, or work arounds, because this tells you how much they need/don’t need your product/service
  • Investigated possible hurdles too because you need to explore these thoroughly and early on in the sales pitch
  • Coaxed out explicit and implicit objections and dealt with them because you NEVER want to have these bite you right before signatures are due.
  • Been able to provide some kind of financial indicator, maybe not an absolute figure, but a range; and in doing so you’ll have been able to assess, respond to and justify your costing in a totally transparent way because a robust ROI is one of the biggest closing techniques you’ll have access to.

You’ll have done all that won’t you?

If you haven’t then check this out….How to Sell.

As a result you’ll also have formed a relationship of value, integrity and openness, for both of you.

These are the very basics. Miss any of these elements out at your peril.

With all that done, have some faith.

Will all that in place how to close profitable sales just becomes a question of timing, not skill.

What Else Can You Do To Close the Sale and Get the Order?

Hold the line….BUT keep this in mind:

The In Principle Decision

 The order’s not in until the signature is on the dotted line, but that doesn’t stop you asking for an in principle decision, such that your buyer gives you a ‘yes’ pending agreeing a date to get the actual order signed and back to you.

Own It!

It doesn’t stop you being highly assumptive.

I see a million sales a year drop through the cracks because the sales person is way too reticent in claiming ownership of the order and letting the prospect know that they have claimed responsibility for the order and getting it to order completion.

Own it! Push it!

Make it Easy for the Buyer to Say YES!

Your aim through this whole process is to make it as easy as possible for the buyer to say yes.

Take all the pain away, all the admin, all the responsibility to getting the order signed off, such that all the buyer is required to do is to email you a P.O.

Make Friends with the Decision Making Family

Make sure you’ve got all the influencers, all the referrers, all the other decision makers lined up and in agreement with your solution.

Sure, this is hard work…it takes time.

It costs a lot, but it’s worth a lot.

Having done all of that here’s what you don’t do.

What You Don’t Do If You Want To Close Profitable Sales.

You Don’t Panic

Silence is NOT a coded message from the Buyer for you to think ‘Let’s call the prospect and halve the price’…unless that’s how YOU interpret and YOU react.

You’d be surprised how many sales people have that very strong connect in their head.

It’s deadly.

You Don’t Assume – ASK!

You’ve build a good relationship with the Buyer, you can ask some direct questions.

What’s the hold up?

Is there any other information you need from me?

Do I need to meet with anyone else to expedite this through for you?

Are you going to place your order with my business?

Has anything changed since we met?

Is there anyone else involved that I’m not aware of? 

How to Close Profitable Sales and NOT Panic

So, here are a few things you can do to ring fence the times when you may be left hanging, and to prevent radio silence from the prospect:

  • Put an expiry date on all of your proposals.
  • Make sure you get a firm ‘yes’, even in principle, before you leave the meeting.
  • You must ask for the business as part of your sales demonstration.
  • Don’t leave the meeting without closing. Closing with the promise to send an email proposal will make you a busy sales person, not a rich one.

Stop Working for Zero Reward

If you’re serious about closing profitable sales then this is an absolute must, which you can choose to ignore this at your peril.

How and when you set this up will either make you a busy admin gofer, or will make you a fortune.

You pick!

Let me ask you:

What’s the one question you could ask, once the Buyer has told you that you’ve got his business ‘in principle’ that would indicate to you what the buyer’s real intent is?

Just one question…

Do you know what it is?

Any idea?

It’s this:

That’s great Mr Buyer, I’m so glad we’ve got this opportunity to work together, now, do you have your diary for next week, I can come back in on Wednesday or Thursday to go through the paper work with you, explain the quote/conditions in full and answer any questions you have, and the you can place your order. Now, which one of those days is better for you?

That’s it.

One question.

Will save you a fortune in time, selling time and admin time, it will save you chasing quotes that won’t fall in your favour, it will prevent you forecasting a deal that’s never going to materialise… it will tell you if you’re dealing with a buyer who is actually willing to do business with you.

Just one questions – the guess work and the mystery falls away.

Panic gone.

You know!

If you ask for an opportunity to come back in to present your proposal and the Buyer says ‘no’ then you have a very strong idea of where his intentions are.

That’s very useful.

Truly, very valuable.

It’s an opportunity for you to re-pitch, to re-explore, to challenge and re-close , or to move on.

So, having asked and secured the opportunity to come back and present the proposal, you can be confident that the only reason you are being accepted back to present a proposal is that the Buyer is sufficiently engaged and excited by what you had to say the last time you met.

And that the Buyer is ready to do business with you.

The Emotional Dip

But still, here’s what will have happened since you last met with the Buyer:

  • As time has passed his excitement will not have increased – it will have diminished and it will have diminished rapidly and steeply.
  • Plus, he may have seen your competitors, spoken with nay-sayers within the business, come up with a whole different list of potential objection or questions.
  • He may have ruminated on some of your words, some positively, some negatively, but the end results is that his thinking may be lacking the clarity it had when you last met.

The Second Meeting to Sign the Order – It’s Still a Sales Pitch!

In going back with the written proposal you have a chance to remind him of what his issues are, what the cost of not addressing those issues is, why he needs to get serious about addressing the issues now and why he should select you.

This is not a duplicate visit of the first meeting.

This meeting is a chance to reinvigorate, regenerate, re-engineer and revitalise the Buyer and get a signature.

You must walk through the door believing, acting and talking as if you’ve already won the business.

This is a highly assumptive pitch meeting and NOT a fact check.

This is about understanding how to close profitable sales because every Buyer contact is an opportunity to maximise your chances at getting the price you want and the order signed as fast as possible. To do that you must make every single Buyer interaction high value from the Buyer’s perspective. Otherwise you’re just one of the many push sales guys out there who have yet to discover how to close profitable sales with skill and mastery!

What to Tell the Buyer About the Second Meeting

When you book this meeting you must let the Buyer know that you will be returning to confirm the solution, answer any questions and get the order signed.

Get comfortable in using this language; in fact you should use this language.

Be absolutely clear with your language and your intent.

You’ve done all the hard work, this is not the time to be reticent and hang back.

This is the time to be confident.

After all, if the Buyer was going to reject you, he wouldn’t have given you all the information you need to generate a proposal.

Plus, being clear, succinct and direct when you book the second meeting, then everyone knows what is required of them at the next stage.

If you have the deal, the Buyer will easily agree to this request.

If you haven’t got the deal, and the Buyer, doesn’t want to tell you directly, then (if they are like many Buyers) they will decline or possibly accept then send you an email to cancel the second meeting. That’s how cowards behave.

The conversation might go something like this…

I’ll prepare the proposal based on my research to date and our conversations, specifically considering your challenges, timescales and budgets, so our next meeting can focus on moving forward, getting the order signed and what happens when we start supplying you. Is that ok with you?

Should it scare the buyer?

Not really.

What it should do is to focus the Buyer’s mind.

You need the Buyer to understand that you are there because you want to do business with him and are serious about working with his firm.

And that’s ok. He should be too.

What Could Possibly Go Wrong?

In learning how to close profitable sales, it’s only to be expected that the Buyer might well push back a little, because he can see what his decision should be, but that doesn’t stop him fighting against it which means he may well end the meeting by asking you to give him time to think.

Here’s what you do:

You ask the following:

  • What is it specifically you need to think about, I’d be happy to help you work it through….
  • Can you give me some insight into what you are thinking, your initial reaction, at this moment?
  • Is it you think that the business/board won’t support you on this?
  • How viable is this proposition?
  • Does it seem viable and reasonable to you?
  • What are the further concerns I need to address?
  • Ok– is next Tuesday or next Thursday better for you, I’ll come in, answer any questions and collect the signed paperwork…

Couple of things you may be thinking here:

Are You Being Pushy?

Maybe.

A little back bone at this stage means that you should know exactly where you stand before you leave the Buyer’s office.

You know whether to spend any time on the proposal because, after all, writing proposals can take up huge amounts of time.

But more importantly the Buyer knows what you expect of him!

You are not just going to let him off the hook…drift off into the sunset and chalk this one up to ‘nice chat’ or ‘maybe sometime’

Especially not after you’ve done a thorough sales investigation, mapped out solutions, shared your expertise and vast experience, presented additional insights he’d not considered as well as help him work through the reality of his challenges and pathways to success….

If you have done your sales investigation and needs matching correctly then you have a right to ask these questions.

If you haven’t done the sales investigation and needs matching correctly then you’re not in a position to ask these questions.

Don’t even try, because you’ll sound like the worst kind of shiny suited wide boy because that just won’t wash with the buyer.

So, How to Close Profitable Sales…

Just remember, hold the line because after you’ve invested all this time and uncovered a viable prospect, and because, it’s just what you must do to maintain credibility (and self respect).

Getting comfortable with being in charge of the sales process, which means getting comfortable with the sign off stage because that’s how you close profitable sales, since it takes practice and backbone, learn to hold the line because it’s worth it.

For ongoing weekly insights into how you can boost sales, drive business development and accelerate your sales growth just hit the link here because it’s the fastest way to work on improving your overall sales skills.

How to Close Profitable Sales is just one blog of our articles – check out more insights into building a solid and stable sales pipeline, accelerating sales growth and closing good quality business, quickly by hopping over to our blog http://www.mortonkylesalesimprovement.com use the search function to find whatever you’re looking for.

You can check out some of our additional Sales Improvement Reports here:

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

How to Fill the Diary with High Quality Sales Appointments

How to Recruit the Best Sales Talent into Your Business and Reduce the Costly Risks

How to Close Profitable Sales (c) Morton Kyle Limited