B2B Sales Qualification

Why You Shouldn’t Wear a Wedding Dress on a First Date…

And I Now Pronounce You Seller and Buyer!

You’d be surprised how many sales people do the business equivalent of just this….and they wonder why the sales prospect flies away at the first possible chance…

You see, it’s easy to get into the habit of treating sales prospects as sales prospects.

What?

Yep, sales people treat sales prospects as prospects….prospects to be closed.

Closed super fast.

Closed at a decent margin.

These same sales people go into the sales conversations all guns blazing, looking to pre-screen, qualify, BANT, shove in the sales funnel, chase through the pipeline, corner to get a decision, file the paper work and gone.

Wow…whirlwind.

It’s the business equivalent of showing up for a first date wearing a wedding dress…who does that? (anymore!!)

But this is business you might say…

Sure, it’s business, but your prospect is a person first and a prospect second.

There is a relationship building phase before there is a selling phase.

Knowing, liking, trusting still matters.

Rapport still matters.

Expert advisor, person of value, respected partner all take time.

How to Avoid THAT Feeling!

You know THAT feeling…all going well and then the prospect falls off the face of the earth, emails ignored, phone calls straight to voice mail, always in meetings…

Makes you wonder what you did wrong…

Maybe it’s not them, it’s you…or whatever

Maybe they actually want to speak to you, they’re just tooooooo busy…

They you realise, to coin a phrase, they’re just not into you anymore.

So, What Did You Learn?

Maybe qualification is important, but identifying the value of the prospect in such a tick box manner is not such a good start if you’re wanting to foster a good working relationship…

Understanding the person and what they need is critical, firstly so you can assess how much you can help them, but secondly so you can sign post them to another solution if you can’t provide what they need…

That, perhaps, all qualigication actually IS important, but rarely in a ‘screen in’ and ‘screen out’ way but more in an information gathering scenario…

That even a no to a BANT question is not a killer, consider this…

B – So they have no budget – could you work with them on a strong business case, could you demonstrate so much quantifiable ROI that they couldn’t secure budget for such a no brainer sales proposition?

A – so they are not the final decision maker – could they introduce you to that decision maker? Are they and influencer, a referrer, a user, the budget holder, the compliance lead?

N – so they have no need – this can be a tough one, and relies on you building an first class relationship because they need to trust you before you can undergo any form of educational problem solving sales presentation…but having no need is not a barrier to making a sale, as long as you know your solution can provide overwhelming value and a great ROI.

T – so they don’t want to buy now, the time is not right. This is probably the easiest to influence an is certainty not a show stopper. It relies on you being a good sales person and creating some urgency via a no-brainer sales discussion and showing the prospect the cost of doing nothing.

Summary

So you see – qualify out too fast – are you really a sales person or just a chancer sitting in a bar in a wedding dress?

And you’re burning through sales leads, opportunities that could convert at a decent rate if you are able to demonstrate huge value, big ROI and a compelling reason to source budget with urgency…i.e. working sales leads that could convert if you only did your job! (as opposed to cherry picking the low hanging fruit and calling yourself a sales pro)

Instead qualify and treat the prospect as an equal sourcing the best solution for himself and his business with the least risk and the highest value proposition, where all information is simply a guide to the next stage in the escalating relationship where you both seek the best outcome…both!

If you’d like to discuss this in more detail – call or email 0779 002 1885 or carol@mortonkyle.com

You can also sign up for our weekly Advanced Business Achiever – free weekly sales and business development tips to help you boost sales performance in your business. Ideas for weekly mini sales training sessions or daily sales huddles. Just hit the link to get your copy.

Happy Selling

Carol

www.mortonkyle.com

p.s. We cover every stage of the qualification process and how to conduct in so as not to alienate the prospect, as well as looking at how to build trusted expert advisor status with prospects in on The Sales Improvement Workshop, join us.

p.p.s. if you’re looking for a B2B sales program to embed in your own business, a sales development program that supports continuous sales improvement and covers how to build your perfect prospect profile and capitalise on your ideal customer profile – check our TurboCharged Sales

 

 

 

Sales Training – Telesales, Field Sales, Direct Sales, Lead Generation, Appointment Setters

NEW SHEFFIELD DATE RELEASED

The fastest, most efficient and effective way to refocus the minds, activities and intentions of the sales team.

The Sales Improvement Workshop – Sheffield Sales Training

Discover:

  • How to fill your sales pipeline with high quality, fully qualified sales prospects
  • How to get more positive results from your sales efforts
  • How to ensure your prospect is receptive to your pitch BEFORE you pick up the telephone
  • How to create clear blue sky between you and your competitors
  • How to shorten the sales cycle
  • How to have an objection free sales pitch – zero resistance sales pitch
  • How to work out your sales recipe – the key to getting more positive sales results!!
  • How to boost motivation and sales focus

50 MAKE OR BREAK CRITICAL SALES FACTORS

All good sales stuff – which means you get a REAL sales upgrade because the whole purpose of the day is to look at over 50 MAKE OR BREAK elements of the sales process, THAT YOU CONTROL, BUT PROBABLY DON’T USE TO THE MAX!

If you are aware of THESE CRUCIAL MAKE OR BREAK SALES SUCCESS FACTORS, you’ll know how they make selling and closing so much easier…but if they’re ignored, those same CRITICAL SALES SUCCESS FACTORS can trap you in a cycle of sales hell…meaning you’re closing NOTHING.

avoid the common sales pitfalls of

  • Extended sales cycles
  • A sales pipeline full of questionable potential prospects
  • Unstructured sales pitches
  • Objection laden sales pitches
  • Competitors crawling all over your deals
  • Dropping your prices to secure the deal
  • Offering more than everyone else and still losing business to lesser competitors

Just join us – details here  – and you can enter a draw for 6 weeks sales coaching

Improved sales results are waiting for you – The Sales Improvement Workshop – Sheffield 

Any questions – of if you want to book an in-house course – 0779 002 1885 or carol@mortonkyle.com

The Sales Improvement Workshop – Sheffield

Sheffield Sales Training Skills Course - Lead Generation, Telesales, Direct Sales, Field Sales, Appointment Setters

Sales Training for Telesales, Direct Sales, Lead Generators and Field Sales

Sales Training Sheffield

10 WAYS TO INCREASE THE RATE OF NEW PROSPECTS ENTERING YOUR SALES FUNNEL

 

How to build your sales funnel quickly and with quality prospects

  1. Prep your call list outside of core selling time
  2. Research your key targets
  3. Have a VERY specific reason for making contact, and be able to communicate that reason directly, succinctly and without confusion
  4. Name drop mutual contacts
  5. Getting a referral from the mutual contract is even better
  6. Be brief – get straight to the reason for the call
  7. Ask permission to engage – don’t bowl in and hit them over the head with a sales pitch
  8. Have 3 very short questions that let both you and the prospect identify if it’s worth continuing the call
  9. Book in either a time to have a more extended sales conversation or to meet
  10. Add the contact via all their social media feeds and set up a Google alerts for this contact and their company

Firms often forget that telesales – selling, appointment setting, lead generation is about three things:

  1. Being absolutely crystal clear about your target prospect
  2. Being totally committed to the solution you can provide for the prospect
  3. Using the initial contact to qualify, gain credibility and start the sales process

Doing this means the sales team, telesales team, lead generators or appointment setters:

  1. Won’t spend hours chasing prospects who will never convert
  2. Will quickly, efficiently and cleanly separate the viable prospects from the time wasters
  3. Increase their VALUABLE talk time
  4. Increase their speed of introducing new sales prospects to the sales funnel

Now what could be easier than that?

You could do this

Bet You Don’t Read This….

How to earn a higher sales bonus

You’ll skim past this link because:

You’re so successful, you don’t need any more clients…

You don’t want or need to earn any more bonus right now…

You don’t think this program will make you any better at selling than you already are…

You don’t think it will make you any richer…

Or any more successful

Or maybe, you know you don’t have the discipline to consistently work at something for 21 days, no matter what the financial and professional rewards are…

That’s ok.

Today’s not the day for you.

Not yet.

If, on the other hand, you skimmed past it because:

You think it’s just another sales training course

You’d like to upgrade your skill sets yet you’re too busy to sit in a room for 8 hrs

You know that you know what you know, but you can’t work out what it is that you don’t know…and what difference it makes

Then simply hit the link here…TurboCharged Sales and start the next step in your sales career.

TurboCharged Sales is the ultimate rinse and repeat sales improvement program, designed for busy, ambitious B2B sales professionals who want to realise their full sales potential, and enjoy the financial rewards of their focussed sales efforts.

 

 

 

Fixed Price Sales and Business Development Training

Fixed Price Sales Training - Fixed Price Business Development Training Sheffield

Sales Training – Business Development Training

Fixed price sales and business development training is available in the following areas and surrounding regions: Sheffield, Leeds, Doncaster, Barnsley, Rotherham, Wakefield, Harrogate, Derby, Nottingham and Stockport.

You can train up to 12 sales people for a fixed cost of £950 per day.*

Limited Availability, so book your date ASAP….and get next month off to a great sales start.

The B2B sales and business training covers all of the key elements associated with:

  • Filling the Sales Diary
  • Keeping the Sales Funnel Flowing
  • Efficient and Effective Sales Presentations
  • Smart Sales Closing
  • Increasing Sales Conversions
  • Boosting Prices
  • Minimising Objections
  • Creating Ongoing Sales and Business Development Leads
  • Generating Cross Sales, Up Sales and Referrals …every time
  • Building a Strong Sales Pipeline – Quality and Quantity

Prior to the course, we explore your key sales issues,

These could be anything from losing business to competitors, relying to heavily on discounts, lack of loyalty with your customers or any other sales and business development issue, or combination of issues.

If it’s affecting your sales results, your profitability and your business performance then we obviously need to do something about it.

The course is:

  • High Impact
  • Practical
  • Full to bursting with proven sales improvement techniques you can use IMMEDIATELY
  • Focussed on getting the highest possible ROI back into your business as fast as possible
  • Maximising conversion rates, profits, market wins and time

To discuss your specific sales issues – email carol@mortonkyle.com or call 0779 002 1885

www.mortonkyle.com

*expenses will be charged for locations based > 30 miles from S1

It’s the Anti-Coach!

Sales Training Sheffield - Sales Coaching

Sales Training Sheffield – Business Development Sheffield

It’s Not Who You Think…

Here’s how you’ll know if someone else has more influence over your sales team than you do…

How many times have you heard the following from someone in your sales team?

”We can have this order but we have to beat their existing supplier….can we do anything?”

”The competitor has just dropped their prices on this, the customer says we need to do the same if we want their business…can we match it?”

”They want a discount on their first order with us, just a trial rate, just to try us out…can we do it?”

Just how many times, and how often, have you heard this from your sales team?

Sales Coaching Rocks!

It totally does.

Want to see a spike in sales – get away from the desk and spend time with the team.

Productivity and efficiency spikes? Get your sales leaders sat next to the mid-term players and see them move up the ranks.

20% uplift straight away.

20% ++ in some instances, and even better, it costs nothing.

So why am I even bothering to write about this?

Sales Coaching = Influence.

When we coach, you and I, we’re building up influence.

We’re transferring strong sales mental software that you and I have configured, with no bugs.

The more you and I coach our team, the more we influence.

The more we influence, the strong the mental software we install.

Stop coaching and all sorts of bugs creep in.

Because here’s what happens when we don’t coach our sales team…

Someone else does…and those people don’t have YOUR business best interests at heart.

Who?

Your Customers…

Your sales team spends a lot of time with your customers.

Your sales team may spend more time with your customers than they do with you.

They want to please your customers.

Your sales team, because of how they are wired, will derive great pleasure from doing this.

They’ll even take flak from you, the business leader, if the customer is happy.

Your customers have a huge sway and influence over your sales team.

Your customers will let your sales team know what pleases them and how to get their business and leave it for the sales person to battle with the business.

Your customers might even suggest strategies the sales person could use to get the sales manager to say yes…..

After all, haven’t we all had the sales person walk into our office with a deal that’s far better for the customer than it is for the business?

That just means your customer has been a better coach to your sales person than you and I have….

This way danger lurks….

Your Competitors…

Yes….your competitors are coaching your sales team every single day…

Not one single business card has been exchanged, nor telephone call, email or Skype….nothing.

Your customers are the fastest and most intelligent conduit for your competitors to coach your sales team…

How often have you heard the phrase…

‘Competitor X has just slashed their prices by 10%, so customer B wants to know if we can do the same or should he place his order with Competitor X’

What do you do?

Yet again, your customer and your competitor are coaching your sales team….back door coaching.

Robbing you of sales and margin that are rightly yours.

Again, if that’s a stronger coaching force than you or I then we can hang swinging…and deserve to.

Your Prospects…

Your prospects are great negotiators.

After all, your sales team are probably sat in front of the prospect because they want to kick and incumbent out?

What’s that tell the prospect?

Well, a savvy prospect knows there is a deal to be done.

A savvy prospect will test how much the sales person wants the business.

Typically they’ll test how much they want the business by claiming (and this is a rookie hole to fall into) that they love their current supplier and would only move if the price was much less…it’s all about the cheapest after all.

So, your sales person walks through the door to the sales office with a signed order that costs you.

Your savvy prospect has coached and sold your sales person their prospect reality…

Savvy prospect!

We’ve all had sales people do this to us.

You and I know the drill.

But instead of wondering what the hell’s going on with the sales team…I’ll tell you.

We’re not spending enough time with them.

We’re not telling them the business reality.

We’re not installing great sales software.

We’re letting the bugs in.

You and I are letting other people coach our sales team…

And that’s a really easy fix.

Sales coaching is about influence.

If you’re not influencing your sales team there will be a void and they’ll look for something/someone else to fill that void.

That something or someone could be the rest of the sales team, that can be good and bad, but usually bad.

It could be anyone of the three dark forces above…and that’s really bad.

It could be their friends and family who don’t really understand what they do… that’s usually bad too…you’ll know if you’ve ever had a meeting with a sales rep who wants a salary hike because their partner thinks they’re worth more than you’re paying them…very bad.

Or you…and that’s usually good.

Get coaching!

If you’re looking for fresh sales and business development insights to help you drive your sales team and improve sales performance – check this out – totally free and NO SPAM – The Advanced Business Achiever 

Also – take a look at this

www.mortonkyle.com

Got Your Battle Rattle?

Sales Training Sheffield and Business Development Training Sheffield

Sales and Business Development Training Sheffield

In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.

I’ve yet to find a suitably equivalent term to apply to the sales arena…

Maybe you could suggest one…

In truth…I like Battle Rattle.

You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.

But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.

Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…

Thankfully, the stakes on the sales field are never so high.

Does that mean the commitment, focus and intent should be any less?

That’s a personal question and a very personal choice.

You might say the two worlds can’t be compared…I’d agree.

You might say they have more in common than we suspect…I’d agree with that too.

Whatever your view, you and I can agree that mindset is everything.

Think about this

Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.

Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.

I see this all the time.

In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.

I win most times.

For no other reason that success shines and failure lurks like a dark secret.

Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.

Too easy.

But the real bad news is, if I can see it…so can the prospects.

According to research by CSO Insights, 54% of sales people won’t hit their sales target.

Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.

All the training, skill and product knowledge in the world will only get them so far.

All the revised reward and bonus schemes may get them a tad further.

Short term performance improvement programs might also help.

But before you check out and invest in all that…check out their Battle Rattle too…

State of mind is everything.

 

If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…

Bespoke Sales and Business Development Courses

Sales Training in Sheffield – The Sales Improvement Workshop

You can also pick up this – TOTALLY FREE

www.mortonkyle.com