Why Balance Risk, Price and Value in Your Next Sales Demo

How to Balance Risk, Price and Value in Your Next Sales Demo

How to Balance Risk, Price and Value in Your Next Sales Demo

Price, Risk, Value….are you balancing all three for your buyers?

Being unable to unpack and demonstrate risk and value will mean you’ll most likely need to drop your price….primarily to balance what the buyer will perceive as higher than actual risk and lower than imagined value.

It doesn’t have to be that way…

You and I always imagine things are worse than they actually are.

Your buyers will do the same when reviewing your solutions and products…

Don’t let the buyer write your sales demo for you.

Make sure you address their worse fears.

Do that and the price comes a distant third on their list of needs to be satisfied.

For more information – hit the link – Show me how to balance risk, price and value in my next sales demo

http://www.mortonkyle.com

10 Ways to Make Your Sales Numbers

Sales and Business Development Training Sheffield

Sales and Business Development Training Sheffield

 

 

 

 

 

 

 

  1. Know your Sales Recipe – from how many cold leads to meetings; meetings to quotes; quotes to close. Without this formula you really are working in the dark
  2. Write down where your last 10 pieces of GREAT business came from – now rinse and repeat. You’ll probably be very surprised at where the great business does come from.
  3. Know who you want to do business with and why – stick to that profile only. Fish in too many weak ponds and you’ll end up with a mess of mediocre prospects and questionable business
  4. Stop chasing BAD business…qualify hard at the start in line with the perfect prospect profile…ditch the rest. Success flows where attention goes!
  5. Make sure you know the decision makers buying process and their selection criteria – save yourself doing tonnes of work for a buyer who’s keeping you around to bounce ideas off
  6. Visit your sales forecast religiously every day – who do you need to check in with, who’s got the sign off meeting today, who’s making the short list today – The Recency Effect…the subtle art of being there without the buyer feeling they’re being stalked!
  7. Be ruthless in managing your sales pipeline – kick out the stationary prospects, re-qualify them and either re-enter them or put them on a sales database to reactivate/keep warm by some other method.
  8. Maximise your client/prospect face time and talk time…if you can’t manage your time you can’t manage anything. Don’t be lulled into thinking you don’t need to sell because you’re on social media and people will find you…that’s the icing on the cake and is nowhere near replacing the cake any time soon (unfortunately)…so get talking!
  9. Admin is something you do outside of core sales time…yeah, suck it up buttercup, winners don’t do their expenses and write proposals when they could be filling the sales pipeline
  10. Have fun, get excited, total immersion in your industry, your buyers industry, be the most knowledgeable person in your industry, be the go to expert, get creative, start mixing things up a bit, get out there, loud and proud…What? You don’t want to do that? Then maybe you need to find a product/company/service you can get that excited about…sales is a transfer of energy, a transfer of confidence, a transfer of faith…if you don’t have it, don’t expect to be able to pass it on…

Happy Selling

If you’re looking for a sales shot – a chance to get refocused on what’s important in helping you smash your sales target, and what the key success activities are in sales – join me…

Hit the link to find out more and book your spot….Show Me.

Plus – join us and enter a draw to win 6 weeks free sales coaching, and if you want to bring 3 people on the course, you’ll only pay for 2!

 

Sales Training – Sheffield

Sales Training Sheffield

Sales Training Sheffield

NEW DATE RELEASED: The Sales Improvement Workshop – Sheffield

Hit the link to reserve your seat – I’ll be there – save me a seat

Nothing wounds me more than seeing sales people not being rewarded for the hard work they put in.

But the sad news is, sales people don’t get rewarded based on effort.

They get rewarded based on results!

If you’re in sales you learn that early on…results are the only thing that matter.

That’s why The Sales Improvement Workshop is designed to get sales people operating so that 90% of what they do and where they spend their sales time has a BIG and POSITIVE impact on sales results.

The Sales Improvement Workshop is suitable for new and experienced sales people, Telesales, Field Sales, Lead Generators and Appointment Setters, Direct Sales and Sales Leaders, Sales Coaches, Sales Trainers and Owner/Managers

During The Sales Improvement Workshop, you’ll discover how to:

  • Quickly engage with cold prospects so that you get that all important first meeting, so no more empty sales diaries!
  • Fill the sales pipeline with high quality sales prospects that are ready to convert
  • Maintain consistently high billing
  • Work strategically to improve your sales performance
  • Build curiosity and high level engagement with your prospect
  • Learn the fundamentals of Sales Influence and Persuasion
  • Create a high level of value for the prospect
  • Turn red hot leads into raving customers
  • Diminish the impact of the competition
  • Minimise the need to discount, maximising your prices and your profits
  • Structure your sales presentation so people want to buy from you
  • Build a predictable sales and business development pipeline to give you the sales results you want when you want them

The Sales Improvement Workshop is designed to realign your thinking towards results.

You’ll get great clarity on where you should spend your time and what you should spend your time doing, as well as giving you 100’s of insights that will help you get better results, higher conversions, higher profits and bigger commission cheques.

Fast paced, highly interactive, skills and insights you can use immediately as well as a day where you think about your sales performance, your sales goals and the easiest and simplest way for you to achieve them.

Plus – FREE GIFTeach attendee enters a draw on the day for a chance to win 6 weeks free sales coaching

Plus – if you’ve not got at least a few great insights on the day – you can get a full money back refund. No questions asked.

So: what are you waiting for – hit the link and reserve your seat – The Sales Improvement Workshop

 

5 Epic Sales Fails – Are You Guilty?

  1. Not researching your leads properly before you call themFAIL – hit and run selling will never get you the result you want.With such easy access to lots of valuable information feeds – there is no excuse for not researching your prospects before you make the telephone call or visit
  2. Having a generic sales pitchFAIL – you should have and be able to articulate at least 5 reasons why the decision maker should grant you an audience – either over the phone or face to face, then have the communication skills sufficient to complete a full needs analysis. Rock the prospects world or stay in bed!
  3. You haven’t worked your numbers FAIL – you know what your target is, yet you are hoping for a 100% conversion in your sales pipeline. If only your sales conversion was that good!
  4. Two ears, one mouth, remember?  FAIL You haven’t realised that good sales people ask questions, great sales people listen.
  5. Prescription Before Diagnosis? FAIL How’s that working for you? Pitching before you know the prospects needs and wants, before you have diagnosed fully you are writing out the prescription! Please question and challenge to understand before you pitch….that way you have half a chance of retaining some credibility

To find out the easiest, simplest and most effective way to smash your sales targets – join us in Sheffield for The Sales Improvement Workshop – sky-rocket your sales performance by finding out what works AND doing it.

Remember – 100% Money Back Guarantee

For more information contact us:

Carol@mortonkyle.com

0779 002 1885

www.mortonkyle.com

BEWARE – 10 Ways Your Sales Team Make Your Competitors Stronger.

Really, who do your sales team work for?

Yes – that’s the question I want you to answer because from some of the sales teams I meet I know for a fact that even though their salary is paid by one company, their sales efforts are definitely benefiting their competitors.

So, let’s see if this applies to you and your sales team.

Your sales team could be making it much easier for your competitors to win business from you if they are doing any of the following:

  1. Doing a great educational and highly informative pitch with the prospect, giving them all the information and wisdom they need, yet failing to ask for the appointment or the sale.
  2. Pitching to the gate-keeper.
  3. Not asking what the next stage is in the sales process.
  4. Failing to follow-up on pitches – over 80% of sales are made between contacts 7 and 12, so for all those sales people on your team that give up too soon – high-five for the competitors!
  5. Quoting too cheaply. Yes, if it seems too good to be true it probably is, so the prospect goes to get competitor quotes
  6. Quoting too much. Ditto above. (If you want to know just how to quote to win the business join us on The Sales Improvement Workshop in Sheffield for some great sales training and a step by step process to smash your sales targets – click here for more details)
  7. Not knowing the buying process. Hence panicking when the prospect doesn’t return calls or respond to emails promptly….such that the sales person decides that this is the prospects way of saying no, hence the sales person terminates all contact with the prospect….and in walks the competitor to pick up the deal…
  8. Starting the price negotiations too early, typically in response to the prospect not responding to the proposal as promptly as the sales person would like – the sales person thinks that the prospect would close faster if the price was lower, and the prospect now realises that the sales person is desperate for the order and so starts shopping around for the best deal based on price.
  9. Failing to ask who else is involved in the buying decision before it gets to sign off.
  10. Being scared to ask the prospect who else they are looking at and why- therefore leaving the competitors unchallenged.

Making the competitor stronger shouldn’t be high on the list of aims for any professional sales person, but it can often happen. Some of the key reasons are:

  • Lack of skill
  • Poor management of the sales pipeline and sales funnel
  • Too many poorly qualified prospects in the sales pipeline
  • Poor prospect qualification
  • Ineffective questioning skills
  • Poor insight in to the decision maker’s buying process

All of these are avoidable, join us on our next Sales Improvement Workshop a must for new and experienced sales staff who want to accelerate their sales performance, increase sales turnover and sales revenue and out smart the competition every single time.

Click here for more details.

Happy Selling

Carol

carol@mortonkyle.com

www.mortonkyle.com

0779 002 1885

Why Don’t My Sales Team Care If We Hit Sales Targets?

If a sales team is consistently failing to perform then there is something fundamentally wrong.

No-one want to miss a single sales target and some months will always be tougher than others, but consistent failure is not normal, not sustainable and is a clear indicator that something radically needs to change in the business.

Directors Perspective

Your sales team may not care if they hit the sales targets because it’s highly likely that their manager may not care either!

Or it could be that there are no positive or negative consequences or actions taken if the target is hit, or not, whatever the case may be.

From a Director or Business Owner Perspective – Check out the Sales Management team and their skills, intent, motivation style, reward mechanisms, general demeanour around the office and use of management information before you fire the sales team. The culture of success (or failure) comes from the top…always.

You may also want to look at how closely the goals and ambitions of your sales management team are aligned with the goals of the board. Do you think that you are all working to the same goals and agendas or do you know this for a fact…what do their actions tell you?

What’s the ‘them and us’ culture in the firm? One big happy family or layers of management?

You may also want to think about what you are asking the sales team to do, the market they are in, associated pricing and market conditions. competitor performance and the specific challenges the sales team can’t seem to overcome in the market.

Sales Manager Perspective

As Sales Manager you may want to ask your self these questions then think what you should do about it:

  • Are all of your team failing to hit target/care or just a few of them?
  • Are there consistent performers and consistent non-performers?
  • What are the consequences of performance in your team?
  • What are the consequences of non-performance in your team?
  • How are your sales team rewarded for their hard work and success?
  • How many of your team are on formal performance management programs?
  • How much time per week do you spend sat side by side with your sales people in observing, monitoring, coaching, mentoring?
  • How much time do you spend training your sales team?
  • What daily performance information do you give to your sales team?
  • What happens in your daily management meetings?
  • How often do you ask for updates in sales forecasts?
  • What is the daily sales contact times target for your team (sales talk time)?
  • What is the best and worse sales conversion rate in the team and why?
  • What is the best and worst margin in the team and why?
  • What sort of data are you giving your team to sell to?
  • How robust is the prospect qualification process used by the sales team?

Sometimes, an under performing sales team has reached the point of no return and turn around would be costly and a big drain on time.

Sometimes to start again is, unfortunately, the only option.

Before you do – think about what you would do differently in how you manage them…whether you are the Business Owner or the Sales Manager

For more information or a confidential chat about Sales Turn Around, Sales Improvement and Practical Sales Training then call Carol at Morton Kyle Limited on 0779 002 1885 or email carol@mortonkyle.com

We run a number of open and bespoke Sales Training Courses – all with a full money back guarantee, contact us for details or use the links below:

Sales and Business Development Boot Camp for Business Owner Managers

The Sales Improvement Workshop

Happy Selling

Carol

www.mortonkyle.com

Are You a Sales Stalker…Do You Call to ‘Just Touch Base’?

Are You A Sales Stalker?

Sales Statistics – How Many Times Should a Sales Person Chase a Prospect?

I saw this image posted on the Institute of Sales and Marketing Management (ISMM) Facebook page last week – and although I’ve seen these figures before, they never cease to amaze me.

However, I don’t doubt they are true.

So how are you going to make these stats work for you?

Rule number 1:  make sure that every single one of your chase calls or follow up calls does not consist of the old chestnut ‘are you any nearer to signing the contract yes?’. Yes, tough to believe, but you would be surprised how many people are guilty of this. Even worse, ‘just touching base’

We all know that nothing is guaranteed to get the sales person on the ‘blocked call’ list faster than that sort of dogged and unimaginative pursuit.

So – what do you do?

Let’s imagine that you have to take your sales prospect through 12 contacts – how might you structure those contacts? Here are random examples of how you can easily achieve your 12 contacts without too much efforts.

BUT before you go galloping off to get all of these activities scheduled with your outstanding prospects – let me throw a few warnings your way:

  • Not all prospects are worth chasing!
  • Not all prospects have sufficient value or margin to allow you to chase in a highly sophisticated or time consuming way – use your time cautiously.
  • Not all prospects are worth chasing equally.
  • No prospect that wants to do business with you will be waiting for you to call them – they will call you.

If your calls aren’t returned, emails not responded to, it doesn’t always mean the prospect doesn’t want to do business with you. It may well mean that they don’t want to do business with you NOW. Sometimes it means you have been binned, so, continuing to make contact (or trying to) will waste your time but can’t harm the relationship any further…and you never know.

So 14 Contact Points to adopt with your sales prospects that avoid the ‘have you signed the contract yet’ chaser.

  1. Be Social – Invite them to lunch – everyone needs to eat.
  2. Be of Value – Find out who they would like introductions to, their ideal referrers, their ideal prospects, ideal clients – and make the introduction. You can make the introduction via email or face to face.
  3. Flag – Send then a white paper/article/news story that will be of interest to them.
  4. Educate – Share your insights – as with any conversation – your thinking will evolve as the relationship progresses and you get more information. You might start your conversation off with something along the lines of ‘ I’ve been thinking about your plan to use our system/product to achieve a higher ROI, I’ve just seen it used in X company and they have an interesting take that you could use in your business to really accelerate results….can we have a chat about that, is now good or shall we slot a time in the diary?’
  5. Re-enforce your message – Send them a testimonial from a current client who has used your product/service – with a very brief overview of how they benefited – make it relevant
  6. Group Social – invite them to one of your business events, football, concert, races, early bar somewhere nice.
  7. Inclusion – Include them on the circulation list for the company newsletter
  8. Build Links with their network – Call then to ask for referrals, once they have referred you to colleagues and contacts, it will be tough for them to go and buy elsewhere
  9. Part of the family – Ask them to speak with some of your existing customers/clients
  10. Build Links with your network – take your MD, Head of Ops, Implementation, Customer Service Manager in to see them, just on a get to know basis, over a coffee, sandwich at lunch
  11. Inclusion – Invite them to one of your user/buyer focus groups
  12. Corporate Gift – USB/Pen/mouse pad/desk pad – all very cheap and they keep your name in front of them
  13. Hobbies – what hobbies do you share, find out and/share sites, newsletters
  14. And finally…don’t forget to call just to ‘Just to Touch Base’…if you really really have to!

If you want to be accelerate your sales performance, build a solid and stable sales pipeline, increase conversion rate, increase sales turnover and margins – call me

Alternatively – join us on our next Sales Improvement Workshop 

So confident am I that I can turn your sales performance on its head – you get a full money back guarantee – come on, join us and see what you can really achieve.

Carol – carol@mortonkyle.com – 0779 002 1885