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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

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

 

Sales transformation has come to be a new frontier in the era of rampant technical and technological shift. This is due to the ever-evolving sales environment, as well as changing communication preferences.

To bring about sales transformation in this day and age requires more than just a good pitch. There are certain measures that need to be taken, in keeping with the times. But it is doable.

The Sales Transformation Trinity

 

the 3 most vital requirements for effective sales transformation

1)    Using Analytics and Insight to Capture Customer Attention

A majority of customers hold insight and value received through the sales experience, as more valuable than all other aspects such as product, brand, and price-value ratio. Commercial insight is slowly proving to be the Holy Grail for sales professionals, with thought leadership taking the backseat when it comes to conversion and buying action.

This not only alludes to the information which customers are bound to find thought-provoking or interesting, but this insight will compel a customer to change anywhere from a few to all of their working and purchasing practices.

2)    Develop Expert Sellers and Strategically Superior Managers

Training sellers and bringing managers up to speed will continue, especially when the sales environment changes almost every week. These positions need to be engineered with the times and talent needs to be developed steadily.

Companies which focus on their front-line sales professionals will find it difficult to keep up with the plethora of challenges in the near future. To achieve this, a comprehensive training schedule – one which includes the managers as well as sellers – will need to be formulated.

Remember, it’s about tailoring the strategy to the ideal customer, teaching him/her something brand new, and taking effective control of the entire sales process.

3)    Align Customer Buying Processes with Internal Enablement

Sales professionals can’t be expected to remember how each customers buys, which is why it is beneficial to keep buying behaviors aligned with the skills of the sales team. This will make sales transformation the primary concern within the day-to-day sales routine of sales professionals.

Additionally, it will allow the customers to align their purchasing activities with each other, which will aid with better sales performance. Due to increasing population and more people connecting with each other, the amount of opinions and buying practices are more diverse than ever. This is why the more the customers are aligned with the content strategy, demand generation and internal enablement, the more the sales professionals will succeed with set goals.

Conclusion

The right sales ecosystem – one which features spontaneous strategic optimization – consistent managerial and seller training, as well as commercial analytics, are the key to success for sales .

Customers are brighter and more integral to the internal sales process than ever before. If a company can channel that involvement, modify it, and take advantage, it will prove advantageous throughout the year and beyond.

 

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’? 

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