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

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

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

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

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

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

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

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

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

Predictable Sales Results and Continuous Sales Improvement

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

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

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

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

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

So What Does That Mean?

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

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

Predictable Sales Results – Is Your Sales Function In Danger?

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

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

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

Don’t try to do all of these at once.

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

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

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

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

You’ll be well on your way.

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

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

Don’t ignore the obvious.

The market is no tougher for you than anyone else.

The buyers are no more exasperating with you than your competitors

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

Don’t listen to it.

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

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

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

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

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

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

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

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

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

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

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

An Accurate Sales Monthly Forecast – Urban Myth or Unicorn?

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

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

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

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

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

It’s a document of record.

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

What Does an Accurate Sales Monthly Forecast Look Like?

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

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

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

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

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

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

Building an Accurate Sales Monthly Forecast = Asking Structured Questions

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

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

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

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

Good Quality Questions Create Accurate Sales Forecasts

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

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

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

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

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

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

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

What Else Contributes to Inaccurate/Accurate Sales Forecasts?

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

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

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

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

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

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

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

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

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

 

 

 

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…make the prospect so committed to buying from you that chasing the quote is never an issue.

See…but you knew that all along…

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

And, it could be so easily avoided.

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

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

And you know what?

A serious buyer is expecting you to ask those questions!

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

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

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

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

I will leave that to your conscience.

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

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

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

Sales 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
  • Where your buyer has budget that is available, or needs to be signed off by another
  • That the buyer has a need that is associated with a painful problem
  • 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 buy 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 buyer 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…

 

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…

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Higher Sales Performers use Sales ROI – Do You?

Higher Sales Performers use Sales ROI – Do You?

If You’re Not Using Sales ROI….

When Sales ROI is such a powerful sales tool…then you are a fool! I wish there was an easier way to say this, but well there isn’t and if you’re offended then great. Hopefully you’ll be offended enough to do something about it.

If not, well…

What is Sales ROI?

Great question. Forget about all the hot leads you wish for, the warm prospects, the incoming calls and the warm word of mouth referrals – unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could, you’re sales cycle will be longer than it needs to be, your margin will most definitely be lower than it should be AND you’ll waste so much time, forget about reaching sales targets early, if at all.

Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!

Selling £1 Notes For 10 Pence

When I first started in sales, I quickly found out that some people just don’t want what you’re selling, on that day, in that way, in that colour, with those terms blah, blah, blah…you know that type of buyer.

Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal…you notice I said ok and not great.

So, I decided I wanted to avoid those sales prospects as often as I could.

I wanted to find serious prospects ASAP, because those guys I could convert, fast, with a high margin and with a total win-win solution…they respected the value I bought to the table and I understood what they needed…happy days.

All I needed to do was to realistically prove that buy buying my service/product they would earn more money than they would ever spend with me.

The faster I got that sum out the way, the faster the close.

And guess what…as an added bonus, hardly anyone queried my prices.

Sales ROI can do that.

56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.

Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.

It ticks the logical box, it gives evidence to support their emotional decisions.

Why wouldn’t the buy?

You know, that is EXACTLY what my buyers used to say too!

Why Doesn’t Every Sales Person Use Sales ROI?

I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)

Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…

But let me tell you this.

The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.

Discover Your Sales ROI

Come along to any of our sales training course – all through the UK – in house and open – just fill out your details and email me carol@mortonkyle.com or call 0779 002 1885…let’s have a chat.

Happy Selling

Carol

p.s. You can check out our online sales program TurboCharged Sales, or come along to one of our monthly Sales Improvement Sessions where we show you exactly how Sales ROI works for you…

p.p.s. Hop over here and collect your free subscription – Hot Sales and Business Development Tips – straight to your inbox weekly – perfect for feeding weekly team meetings, daily huddles and coaching sessions – it’s free and spam free too

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 Barlett…

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 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…

Wither 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 – Filling Your Sales Diary in Just 240 Minutes!

High Quality Sales Appointments – Filling Your Sales Diary in Just 240 Minutes!

Sales Appointment Setting 

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

A half empty sales diary is just that little bit more stressful.

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. Some sales teams suffer from high cancellation rates. And some sales people just struggle to hit the quality or 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 4 hrs 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 mix 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 and fewer cancellations.

You will see 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?

In just 240 minutes we’ll cover

  • 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

240 minutes!

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 – at £495* per half day, up to 8 attendees.

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

  • plus VAT, and mileage/expenses at cost
Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training

Funded sales training is now available across the extending Sheffield/South Yorkshire region.

Depending on your business size you can receive funding of up to 70% towards your sales, business development and business growth objectives.

This can involve working with your sales team, your team leaders, your board or your customer facing functions.

If you’re looking to enhance your business performance, build your sales skills, boost sales capabilities or simply refresh the sales skills of your team, then contact us now for a confidential chat – carol@mortonkyle.com or 0779 002 1885

 

Funded Sales Training: What’s Covered?

This is a long list and by no means exhaustive:

1 Day Sales Improvement Training for Telesales – Closing more sales, faster, with higher profits. Discover how to build a solid sales pipeline of fully qualified leads, structure the sales call and close. Suitable for B2B sales people at all levels.

1 Day Sales Improvement Training for External Sales Teams – Closing more sales, faster, with higher profits. Inc: building a sales pipeline of fully qualified leads and creating a compelling value proposition. Suitable for B2B sales at all levels.

2 Day Sales Improvement Training for External Sales Teams – Covering the whole sales cycle from cold call to close. Inc: qualifying, gate keeper calls, appointment setting, preparation, face to face selling, trial closes/closing, objection handling, pricing.

1 Day – How to Make High Quality Sales Appointments/How to Fill the Sales Diary with High Quality Sales Appointments – Discover how to engage the perfect prospect, generate high quality, fully qualified sales appointments, maximize the call/close rate and ensure zero cancellations. Making sales easy.

I Day Sales Improvement Workshop (designed for anyone in sales) – Great for the whole sales function to attend. Lead generation and external sales to enhance the sales skills and build common understanding around generating high quality business leads that close.

1 Day Sales Strategy Training – Tools and Techniques to Boost Sales Growth – Perfect for Sales Team Leaders/Managers and anyone in a Sales Coaching/Mentoring/Performance Improvement role. Designed to unlock sales potential and create additional revenue/profit.

1 Day Sales Training for Professional Services and Fee Earners – For Fee Earners needing to generate work via networking, referral, cross function, lead generation to generate new clients. Also looking at  how to have those conversations with existing clients to increase average client spend/cross selling.

Funded Sales Training is also available for:

1 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement – Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team including a full performance management/improvement suite of skills and insights.

2 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement. Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team. Including a full performance management/improvement suite of skills and insights.

1 Day – How to Find Your Perfect Client and Fill Your Sales Funnel – ideal for sales team that want to streamline their sales process but don’t know where to start. This process maximises sales ROI, sales conversion. It can lead to the creation of a robust and high converting sales funnel.

1 Day – Sales Strategy and Planning – a day to refocus on your business sales strategy, how your day to day sales activities are impacting on your sales results, and how those sales results could be improved.

 

Bespoke Funded Sales Training and Sales Improvement Solutions

The list above is not an exhaustive list and each course/workshop is designed to meet key pre-agreed objectives.

So, if you’re looking for additional insight into how to boost the sales results, business development effectiveness and potency of your sales function, then we’ll be able to design a sales improvement program specifically to address your needs.

Furthermore, if you’re looking to how your sales process actually works, versus how it could work. Seeking higher levels of efficiency in the sales function then you can also access our Fast Action Sales InsightIt‘s an in depth sales audit designed to give you rapid action solutions to boost sales. Hit the link to check out the full details.

Interested in Funded Sales Training and Sales Improvement Solutions

Contact me on carol@mortonkyle.com or 0779 002 1885

Also, you can get sales and business development insights directly into your inbox weekly. Perfect for sales training/sales huddle/sales coaching sessions. You can access all the information you need via The Advanced Business Achiever

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

On Demand Sales Solutions – When You Need Sales Fast!

On Demand Sales Solutions – When You Need Sales Fast!

On demand sales improvement solutions means you get just the sales support you need…exactly when you need it.

The best time to plant a tree is 100 years ago, the next best time is now!

And it’s the same with making sure you get consistently on target sales results really.

Poor sales results this month probably mean the wheels feel off some time ago – could be weeks, could be months, that would all depend upon the length of your sales cycles.

So, what do you do when you really need to amp you sales results and you don’t have 100 years to put great foundations in place, or even a few weeks to open up a new marketing funnel.

You look for your on demand sales solutions…

On Demand Sales Solutions

  1. Outsource your sales lead generation and business development – you’ll get a fast, high quality injection of fully qualified sales leads. This can be especially useful if you’re looking to fill your sales diary or simply have someone wade through your cold sales leads to see who is open to a more detailed conversation. For more details check out www.antmarketing.com
  2. Discover who is on your website, what they are interested in and at what stage they’re at in the buying process. Yes – that’s totally possible at the click of a button. You’ll get the name, job title, company name and telephone number. What could be hotter prospect than someone who is on your website NOW? Ask these guys for a demo and be prepared to see who is on your website today www.canddi.com
  3. You know the number one way to cause sales results to spike? No, it’s not reducing price. In fact that’s the last thing you should do. Instead, try sales coaching. Just the very act of listening in is like fairy dust. Plus, get the sales forecast out and coach the sales guys to a sales close on individual prospects. You can check out Sales Coaching Via Skype here – fast, on demand sales coaching for when you really need to get those sales in.

What else can you do to increase sales on demand?

  1. Look at what’s going on in between the ears of the sales people…sometimes it’s a mental shift that’s required…whether that’s reminding them that they’ve all hit target before and can do again, maybe it’s giving them the opportunity to negotiate within limits or maybe it’s simply not adding to their pressure.
  2. Definitely call past customers – either to resell, up sell or get referrals. Mot only is this a great ‘feel good’ exercise, it’s also a great way to boost the sales pipeline with warm leads.
  3. Get on the sales activities yourself. Whether that’s on the phone, in the field, on the webinar. You can lead from the front. Remember, we either all win or all lose. Get yourself in the middle of it. Fast.
  4. Don’t blame. These things happen. The job of a good sales leader is to spot them before they become a disaster, amd to avoid them before they happen.

On demand sales is not about what you do in a sales dip, it’s about what you do to prevent the sales dip from ever happening!

For when you have the luxury of a little more time…

In an ideal world, you’d be able to spot the sales dips before they cost you and whilst you’ve still got time to do something about it…that’s the holy grail, predictable and stable sales performance.

And, it is achievable.

It just takes some planning. Planning and a sales and business development system designed to deliver what your business needs.

TurboCharged Sales is an on demand sales program. The ultimate rinse and repeat sales improvement solution. Specifically designed for ambitious firms who want to build their own sales and business development system.

Get your copy here.

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

P.S. If you’re looking for something more, to really uncover the real sales story in your business, then talk to us about a bespoke Sales Audit

You can also uncover 6 Way to Amp Your Sales Results on Zero Budget

On demand sales maybe something you can’t always avoid…but often you can.