How Much Sales Revenue Did You Lose Today? 10 Reasons Why Your Sales Team are Failing

1. Pitching to the wrong people – do they know who makes the buying decisions, what the buying process is, who refers, who recommends, who signs off and who has the final decision? If so – why are they still pitching to anyone who picks up the telephone?

2. They leave the sales meeting without asking for the business – know the next step before you leave or waste time writing up a proposal that will never get opened

3. They don’t know the budget of the buyer – ask the question. And also ask if they are talking to the person that will also sign the order.

4. Pipeline management is undisciplined – wasting time on the wrong prospects – not all business is created equal – know when to chuck the time wasters and tyre kickers out of the sales funnel

5. Aiming to hit target and not aiming to smash the sales target – subtle difference but leads to massive sales failure

6. Failing to work the numbers strategically – entering the sales month knowing they only have 50% of what they need to close in their sales pipeline for the following month, yet not doing any cold prospecting

7. Chasing bad business – prospects that can’t afford your prices, are more trouble than they are worth, who cost more to service than they bring in

8. Not charging high enough rates

9. Being scared of rejection, ask the question, information allows the sales person to be in charge of the sales process

10. Starting price negotiations too early, a delay in response doesn’t automatically mean the price is too high….

Learn how you can banish these huge sales mistakes and 100’s more from your sales team by joining us on Being Brilliant at the Sales Basics – 121 sales coaching, 2 days sales training, ongoing telephone support and attend the course as a refresher again, any time you like. Being Brilliant at the Sales Basics – Sheffield March 12th and 13th – contact us directly for more details.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited 

carol@mortonkyle.com

0779 002 1885

2014 – Feast or Famine?

Join is on our Sales and Business Development Boot Camp for Business Owner Managers and you can enjoy the feast and banish the famine.

If the last few years taught us anything, they taught us the absolute truth in that

Turnover is Vanity, Profit is Sanity, But Cash is King

What will 2014 teach you?

  • How to engage with your ideal prospects in such a way that they want to do business with you?
  • How to tweak just a few key areas of your business to dramatically increase your results?
  • How to build solid prospect pipelines that convert to profitable sales opportunities?

The key reasons why Business Owner Managers don’t get the sales results they want, need or deserve:

  • Poor pricing strategies – buying the business – over promising
  • Ineffectual business process means working hard but not working smart
  • Lack of focus and being able to distinguish between the urgent and important
  • Inability to convey the real business differentiators to prospective buyers

Most Business Owner Managers know what they need to do – unfortunately no-one gets paid to know stuff, they get paid for what they do.

Join us on the next Sales and Business Development Boot Camp and I will make sure you don’t make these mistakes, and you know what – you even get a money back guarantee. Can’t say fairer than that. I have faith in you.

For more details and to see if you qualify – contact:

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885

4 Places Left – Sales and Business Development Boot Camp – Sheffield

When you join my Sales and Business Development Boot Camp (starting in Sheffield in March) you find out how I have worked with my clients to:

  • Increase leads generated by over 30% in less than 2 weeks
  • Increase their prices by a multiple of 4 AND increased close rates at the same time
  • Used price increases to strategically redefine the client’s business so that they attracted high value clients, bigger names, spending more
  • Create accurate and robust sales pipelines

And, my promise is that I will recreate this success with you and your business, to find out more click here to find out how you can change 2014 before it’s too late. Plus, you get a full money back guarantee if you don’t get the results you work for.

Only 4 places left – the Boot Camp closes at 3 pm on Friday 28th February.

Almost every Business Owner Manager I have the pleasure of meeting knows exactly why their clients should use their products and services; and given an audience and a chance to have a chat, I am totally sure that many Business Owner Managers could sign up every person they sat in front of or interacted with.

The art of sales and business development is not a black art. Sales and business development is part art, part science and the key skills inherent in business growth can be taught, practised and mastered.

Speaking with many Business Owners and Managers, there are a few key issues prevent their passion translating into clients and then into pounds, namely:

  • Systematic and regular exposure and proximity to prospective potential clients
  • Clear focus on pricing and creating unique value in the competitor arena
  • Time to do what they perceive is a huge task – when really it’s a series of small tweaks
  • Ridding themselves of confusion about how to structure their proposition to their ideal prospect list
  • Clarity of the message and how it’s translated

So – how to create a workable business growth plan, how to skill up sufficiently to execute the plan and how to make time to make sure the plan works and the business grows are the key foundations of the Sales and Business Development Boot Camp for Business Owner Managers – there are three slots left.

See here for more details 

If you want to make sure you make the next three months a success, start welcoming clients to your business and gain clarity about how you approach your ideal prospect and client list then contact us for more details.

We are so confident that this program will get you where you want to be that we are offering a full money back refund if you don’t get the results we plan to.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885

Being Brilliant at the Sales Basics

Being Brilliant at the Sales Basics

Sheffield 12th/13th March 2014

Course Details

Designed for sales staff who want to:

  • Increase order values
  • Improve margins
  • Sell on value not discounted prices
  • Shorten sales cycles
  • Increase sales conversion rates
  • Handle objections
  • Create value based relationships with sales prospects based on demonstrable ROI
  • Create solid sales pipelines
  • Build accurate sales forecasts

Further detail on this course can be found by clicking here

For more details – use the form below to request an agenda, alternatively contact Carol on 0779 002 1885 or email carol@mortonkyle.com

Fee:

£1,395 per attendee plus VAT (1 Aug 2013)

  • Including lunch and workbooks on both days
  • Psychometric test
  • Pre course attendance evaluation
  • Two one to one follow up sessions post attendance
  • Unlimited telephone support
  • The opportunity to attend the course again as a refresher at no extra cost
  • 30 day full refund – money back guarantee

Testimonials from past attendees:

Senior Manager/Divisional Head – Business Advisory Organisation

Carol got to know Medilink well and her understanding of the company allowed her to provide our team with excellent training and advice.
Her application of business expertise, twinned with in depth research yielded a tailored training package for the business

Director – Civil Engineering Firm

“The sales training with Morton Kyle has been one of the most useful courses we have done. Having no experience of sales previously, we left the training with the confidence as well as the tools with which to become effective sales people. Our success rate improved after the training and enabled the company to move forward in a way that wouldn’t have otherwise been possible.”