Archive for the ‘Sales Training Courses’ Category

The Only Reason Businesses Exist

April 19th, 2016 |no comments

Businesses exist to solve problems – no other reason.

If you sell legal services the problem you fix is ignorance of the law. If you sell lifting equipment the problem you solve is how to move heavy objects.

If you want to sell something to a business you need to help them solve problems. It could be the problems they solve (moving heavy objects) or problems they have in solving problems (they aren’t making their equipment fast enough to keep up with orders).

Whatever the business does, their problem is not that they don’t have your products. That’s your problem – not theirs.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here.

 


Why are you Making this Sales Call?

April 12th, 2016 |no comments

There are three reasons why a sales person makes a sales call.

  1. Intro – ‘Hi I’m the new guy looking after you.’
  2. Info – ‘Hi, this is the information you asked for.’
  3. Sell – ‘Hi, this is the widget you need. It costs $10.’

 

In reality most calls are a mixture of all three. After all, you’re not going to knock back a sale when just scouting for information.

So why do you need to know this?

So you know when the sales call is over.

People who outstay their welcome are rarely appreciated. If you’re leaving simply because the allotted 30 minutes is up, you wont be welcomed back.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


The Super Suit

April 5th, 2016 |no comments

In Swimming in the early 2000’s, swimmers were allowed to wear the Super Suit. These Super Suits gave swimmers the edge over their rivals. They were beating records by over a second when they jumped in the water.

After a few meets, FINA decided that the suit needed to be banned. It was the super suit that was winning – not the athlete.

The suits provided a fundamental shift in the thinking of swimming. It was no longer just about the action of the athlete in the water, their nutrition or exercise regime. Every athlete had this down pat and there were only small differences between swimmers.

The change came from different thinking – what the scientists were doing in the lab. This change in thinking provided the next evolution in the sport. Everything evolves and swimming is no different.

The role of the sales rep has evolved too. To stand out in the market place they need to evolve to the next level.

I’ve put a report together that shows you where the next evolution will come from. If you’d like a copy, just hit reply and let me know.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


What are you Selling?

March 29th, 2016 |no comments

There are only 5 currencies you can sell a business (or a person operating on behalf of a business). They are:

  • Money (savings)
  • Time (productivity)
  • Happiness
  • Health
  • Legacy

There is no official hierarchy to these, but I reckon time is the most important. It is the only one that cannot be replaced.

Do you include time in what you are selling?

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Do Your Customers Like Your Reps?

March 22nd, 2016 |no comments

Most customers see sales reps as a necessary evil. They endure them because they need to, not because they want to.

But of course they like your sales people…Don’t they?

The 5 signs that your customers don’t like your sales reps are:

  1. Customer will only see a rep on a set day. If your sales team bring value they will be welcome any day the can make it.
  2. Buyers don’t return call’s or e-mails.
  3. Customers cancel appointments, forget about them or are not prepared for them. (the less sever form of this is the buyer who gives them 10 minutes and sends them on their way).
  4. Your sales people are stuck seeing low level gatekeepers with no access to real decision makers.
  5. Appointment setting for next week takes forever – even when done by a professional appointment setter.

 

These are the symptoms that show your customers’ don’t want to see your reps.

Building relationships wont overcome this because the customer doesn’t want to have a relationship.

Start offering value and they will be welcomed.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Vale Rapport Building

March 15th, 2016 |no comments

The idea of building rapport on the first sales call is dead. It’s been dead for a long time. We all know it’s dead, but have been in denial about it.

It’s a little like a Weekend at Bernie’s. Everyone has been in denial about it being dead because it should be alive.

But think about it for a moment.

While rapport is essential, spending time building it on the first sales call is not.

If I call you to get an appointment, you hear what I have to say and we agree to meet, we have rapport.

If I turn up on time, sign in and you walk me to your office, we have rapport.

We are both there for a business discussion. I don’t need to ask how your cat is to build rapport.

We are both present for the same reason.

Once we have discussed business we can discuss your cat if we wish.

But up to that time you’re probably too busy to discuss your cat with a stranger.

When I come back for the second call it is a different thing.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Questioning the mortar – Sales Skills

March 8th, 2016 |no comments

Getting information from a buyer can be a tough process. Sometimes they deliberately put up a metaphorical brick wall to keep the seller out.

If you question the bricks (specifications, lead times etc) you get the same information your competition does. It is also very hard to get through to the real problems – after all bricks are very hard.

Question the mortar – the weakest part of the wall. Challenge assumptions, words used and hesitations to find out what is really going on.

I bet your opposition isn’t doing this. They don’t have these sales skills.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here


The Next Evolution of the Sales Rep – White Paper

March 7th, 2016 |no comments

Sales reps need to gather more information to better service the customers needs.
Without this they are just the same as every other supplier.

Sales reps have three problems that hold them back from having the sales
conversations they need to. These include:

• Inefficient use of time. Sales reps are reactive and need to guard their time so
they can see more customers.

• Not asking the right question. Sales reps like to give answers, but they need to
flip it and get the customer to give the answers to their questions.

• Price war – Buyers know most reps will negotiate on price because they have
not differentiated themselves in the sales process.

Buyers restrict their availability to reps based on the value they bring. If a buyer will
only see reps on a set day they don’t see them as bringing value. You cannot get
around this by building a relationship – you must bring value to the conversation.
The greater the value the greater the access and the sales that follow.

This paper explains how to identify if your sales team offers value to the end user
and what to do if they don’t. It offers a framework you can use to establish and
increase the value your sales team offers.

To view all content, please click to download and copy.

 


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