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By admin

Do you work with salespeople or sales leaders?

Do you work with salespeople or sales leaders?

1- Sales pitch or value proposition

In the last 10 years the business world has changed considerably, and the working life of a sales professional has changed right along with it. Customers have become more cautious and consequently their buying decisions have become more complex.Customers don’t want to be sold anymore; they want to be advised to quantify the value of their purchase. Cold calling is likely not working anymore nor the sales pitch.  There is no point in trying to sell without understanding the customers wants first.  Customers need to receive specific compelling information that drives them towards an informed decision.  Our customer wants to hear information directed to the problem they want to solve.  Poor listening skills result in not understanding the problem at hand.  Mastering the sales process is important to shorten the sales cycle and listening carefully is essential to understand the impact of the pain on the organization’s front and back offices.
What does the sales leaders need to achieve before they even call the prospect?

2- Pre-approach preparation

Do your research and prepare a target list, segment your potential clients per size, personae… and build a list of 100 companies to start with.  Make sure the selection of companies is in line with your organization’s strategy and offering. Companies selections might be diverse; Small to midsize or only companies in the IT sector etc. It will be beneficial to look into companies’ figures; Are they growing? Have they had flat sales for the last 12 months? Identifying such information will increase sales leaders’ chances to hit hot leads.  Be strategic about your list, be passionate about your list.  Give yourself a sense of direction.
Prepare a script and frequent asked questions: what challenges are targeted companies having? Build a list of questions that will qualify your prospects and identify the pain. Make sure your can build your competitive edge and stand out from the competition. Selling to Business to Business will involve identifying your decisions making unit that will be involved in the decision of buying. Identify their personality and communicate accordingly to facilitate your selling process.
What does the customer hope to achieve by the time they finished their call with you?

3- Connecting and empathizing consistently

Social selling is now an integral part of sales leaders’ daily activities. Prospecting, checking companies and people’s social profile to take a good decision. Master the skill of connecting on social medias to network before any conversation.
Connecting with prospects or hot leads should always start with a humble, genuine, honest approach and a happy tonality. Simple rules to start a conversation and build the relationship even over the phone.

4- Answering questions and challenges

Ask relevant questions when you pick up the phone and connect with prospects. Ask tough, difficult questions like: what are the challenges your company is facing in today’s market? Why you are failing from hitting your numbers?
You need to love the process of developing relationships with clients and prospects. Create a daily schedule, business habits, build a network, follow your numbers to be sure that your target is achieved.

5- Take put offs positively

Keep the conversation going, stay on your client’s mind. This is the most important step, even if you get a ‘no’. It all comes down to how much the sales leader wants to close that account.
Nurturing prospects – even after a ‘no’ – is important. Sales leaders should keep reaching out on a monthly basis with an article, podcast, etc… Step out of the comfort zone and find different ways to connect with someone you want to do business with.  Keep the relationships alive and be always on the top of their mind.  When prospects are ready, they will contact you.  Don’t go and try hit and then split.

Sales leaders, should ask themselves daily what were the failures in the last 2 weeks?  What were the successes?

Discover a 12 weeks program to build your sales team capabilities and make sure they hit their numbers.

 

By admin

The #1 mistake you make in sales

The #1 mistake you make in sales

A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as its price was within my budget.

As I got on the call, it didn’t take long until I found myself led through a demo. When the demo ended, I’d gotten off the phone thinking the product wasn’t for us and I should keep looking.

WHAT JUST HAPPENED ? We started the call with “YES” and some how ended up at “MAYBE”.

The sales person committed the #1 sales mistake: They pitched their solution without knowing exactly what my needs were and without showing me the value of the solution he was proposing.

Before you pitch your solution, benefits and features – you must figure out the exact problem you’re solving in the first place. You need to ask about your clients’ pain points first and what their expectations are with your product. There are two benefit of this;

It will give an edge to present a solution which exactly matches their needs which can help you to hide the features that are irrelevant for them.
It gives you an idea how important it is for them; this will help you sell the product at a good cost.
Have you ever faced such a situation where you start selling without knowing what customers want?

Have you ever been in a demo where someone starts selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?

By admin

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

So far, I have posted a lot of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still get a “MAYBE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advises that one needs to adjust their conversation to guide the prospect to come to a decision. This can be tricky as salespeople can become very pushy. So the big question is: how do we guide the conversation while still making the prospect feel like they’re in control?

There is a very simple solution for this: set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re both on the same page and moving forward together toward one of three outcomes:

  1. Yes
  2. No
  3. Figuring out the next steps – Future meeting date & agenda

By following the above process, you are avoiding a limbo stage. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meeting and make it your own, you will start seeing positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process, we are here to help!

By admin

What happens to a prospect when they go dark and getting to the real objection.

When I first started selling, I often experienced the following scenario.

I’d have a meeting thinking I totally nailed it, only for the prospect to go dark after my attempts to follow up.

What the heck was I doing wrong? Well there were a few things, I’d made a classic error: I’d fail to uncover the secret objection my prospect still had at the end of our conversation.

Unless you directly ask, it’s easy for a prospect not to reveal their actual objections to buying. Not only is it too hard for a prospect to pin down the objection on their own, but there’s a stigma associated with rejection, and they don’t want to feel like a bad person by doing it to you.

Also, although the prospect realised both a pain and solution, they were still stuck with an existing process and habit which is hard to break.

On my side, there was still a lot of work to do if I wanted to consistently move these deals forward. The way you can motivate someone to make a change is to continue to play investigator. A few questions I like to use are:

  • Do you want to change this? (sounds simple, but no one asks this)
  • Where would making a change like this sit on your priority list? (get specific, are you in their top three or bottom three? you can learn a lot here. maybe you can solve other priorities and they don’t know it yet)
  • How committed are you to changing this in the next ______? (this gives you a sense of timeline to close/implement assuming you’re on their priority list)

These questions sound basic, but surprisingly very few have a habit of explicitly asking them.

What is your strategy to face this situation? Leave your thoughts and comments below!

By admin

Have you faced this situation in a sales call?

 

Have you faced this situation in a sales call? 

Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experience this scenario every other day.

Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in details, but if it happens, here’s a quick fix.

Let’s say you’re selling an amazing product to a prospect over the phone:

PROSPECT: “We need a new system and are evaluating options. Can you show me a demo?”

YOU: “Happy to do a demo. I want to make sure I show you the right parts of our system so do you mind if I ask you a few questions first so we can make the best use of our time?”

PROSPECT: “Sure.” (Most of the time)

Instead of getting straight into the demo, frame your first questions in a way that shows you’re trying to help them get the most for their time (which you will be) and they’ll appreciate it. Also make sure to note down every response and write down corresponding product solution points with your prospect’s responses.

I call this process “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair this with to close deals faster and more consistently.

Have you or someone on your team started selling the solution before you’ve ‘earned the right to pitch’? 

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What happens to a prospect when they go dark and getting to the real objection.