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

Do You Remember How To Sell?

Sales Training Sheffield

Habit Beats Knowledge

 

 

 

 

 

 

 

 

 

I spent most of last month doing sales audits…which is great.

Firstly, because I love sales audits and secondly, because clients get some really profitable, quick and easy wins.

But that aside, I’m always more than a little conscious that some of the time I’m having to bite my tongue.

I’m keeping my lips firmly sealed because I don’t want to be accused of being TOO salesy, too aggressive, too over the top, just, well, too much.

But this is my blog so I can pretty much post what I want…so here goes…the question I have to hold back on tooooo many occasions is this

Do you remember how to sell?

Shocking right?

I’m sat in the middle of sales teams, full sales metrics in front of me and I’m wondering why the sales manager, the sales director and the CEO need me to tell them what’s happening and what needs to happen.

Here’s what I’ve noticed over the last 12 yrs of doing sales audits:

What I think is obvious is not obvious to many of the sales guys that clock in every day…

BUT the most important thing I’ve realised is that HABIT will trump KNOWLEDGE every single time.

Every time.

Without fail.

And that’s where the rot sets in.

People get into the habit of doing what they like doing, what they feel like doing, what they can get away with doing, what they enjoy doing, what keeps them busy, what keeps them off the manager’s radar…

Sometimes the sales team or the business don’t need new knowledge, new skills or even new insights…that’s not appropriate in many cases…instead, it’s better I help them build better, more valuable, more rewarding and more results orientated habits.

Maybe we all need to take a look at some of our habits on a more regular basis…

Happy Selling

Carol

P.S. If you want to adopt a great habit for yourself, you can hit this link and start today…Start your FREE subscription to the Advanced Business Achiever

P.P.S. and if you feel you need a thorough sales refresher to refine, reprogram and reboot some of your best sales efforts and habits- hit this link – The Sales Improvement Workshop – Just £97 per person, PLUS, you enter a draw for 6 weeks 121 sales coaching…winner drawn on the day.

For further information on what I do – www.mortonkyle.com or email carol@mortonkyle.com or call 0779 002 1885

PLUS – If you want to discuss any aspect of your business and it’s sales performance – just hit this link to register your interest in Funded Sales and Business Development Support

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

 

Are You Really Leaving That Much of YOUR MONEY on the Buyer’s Table?

Surely not?

Tell me you’re not still discounting to win business?

And you’re not still price matching, charging what your competitor’s charge?

Tell me you’re not…please?

Look at it this way – whilst you’re directly competing with the rest of the providers in your market, your profits, your prices and your turnover will be capped.

Totally 100% capped.

Totally out of your control.

If you want to escape that profitless prison you can…easy as.

You make the decision to be profitably different.

So different that the prospects and the buyers see such value in what you offer that you cease to have ANY competitors.

Your choice:

Check this out for more information, just hit the link here to find out how to STOP LEAVING YOUR MONEY on the buyer’s table.

If you want to see how this worked for three companies – all working in price driven, highly competitive, discount based industries – check this link below and see how they did it…

How they increased prices, profits, AND close rates…just by changing how they thought about the buyer, how they thought about their industry, their business and their place in the buyer’s mind.

Here’s the link – How Have Other Businesses Achieved Bigger Better Sales Results

If they can do it, you can too – just hit the link above.

Happy Selling!

P.S. And if you’re looking for regular sales and business development insights straight to your inbox – here’s a gift for you – just hit the link below:

FREE GIFT 

 

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

Only 4 Places Left – Don’t Miss This Chance to Build Your Business.

Success brings its own momentum.

This is never truer than in a sales environment – you start seeing  some great results as you make small changes in your business. and after a few days you can’t wait to see what else can happen.

We all know that it’s easier to find 100 things that will each give a 1% improvement in the business than it is to find 1 thing that makes 100% difference, but my aim in working with you is to find those  3 or 4 things that if you do them consistently will give you a major launch pad to help you propel your business into high level growth.

The Sales and Business Development Boot Camp for Business Owner Managers is not a pedestrian stroll through ‘how to increase your sales’.

Not at all. It’s a launch pad, rocket-propelled to get you into the frame of mind to change how you sell, how you position, how you propose and how you price your product or service to your ideal prospect base.

Combining 121 coaching, agreeing outcomes and milestones, accompanied sales presentations, practical strategy, pricing, creating compelling sales propositions and building solid sales pipelines – all contacted in the Sales and Business Development Boot Camp for Business Owner Managers

And you are help accountable for some pretty tough targets.

Think you are up to it?

Want to change your business fortunes in the next three months?

If you need some more details just click here to find out how you can get one of the 3 remaining spaces.

Call for a confidential chat, not all businesses or business owner managers will benefit from this program, so we need to find out if you and your business can gain benefit from joining…and remember – a full money back guarantee if you don’t get the results you deserve.

Contact me on 0779 002 1885 or carol@mortonkyle.com before 3 pm on Friday 28th February 2014.

Here’s what some of my past clients have had to say about working with us:

Director – National Recruitment Company

We hired Carol to effectively remove an impasse to growth in The Interim Register. The business had reached a ceiling in terms of sales and we needed an expert third-party opinion to help us look at the business from a new angle to regain momentum. Carol’s core ideas formed the basis of subsequent restructuring which has been a great success. I would definitely recommend Carol!

CEO – BPO

Carol is the most dynamic and energetic Consultant I have ever worked with.
She has helped me re-shape our entire sales process which resulted in a 50% leap in profits!
Carol has the flair and imagination to add measurable value to any business.
I look forward to working with her until the day she retires!

Director – Consultancy Firm

Before I met Carol, my business was doing well but it was based on referrals from my network. My business is quite specialist in approach and offering, and some of the referrals I was receiving were not really the ideal size of clients I wanted to work with.

I have some great clients, but I wanted to work with some larger and specific organisations. I spent a day with Carol, and then benefitted from some crucial follow-up coaching from her and now I am confident directly approaching the businesses I want to help, and it is working!

Director – BPO

I’ve worked with Carol in three different areas – I’ve been a client, worked with her as a colleague and been delivered training from her. As a client I bought what she was selling; as a colleague I enjoyed her professionalism; as a trainee I learnt some good stuff from her. She is committed, focussed, tenacious and driven to succeed. She is also very straightforward and doesn’t waste words – you will know where you stand with her and her with you – important if time is money!

Director – Print Company

Carol has worked alongside me for six months and is still ongoing. If you want to increase your company sales, move processes forward and bring a new lease of life into your company, you need to employ Carol at Morton Kyle.

Director – Consultancy Firm

She is a pleasure to work with as she is always direct, focused and has the ability to see the big picture, whilst still delivering at the tactical level which is a significant benefit when achieving complex business goals. She is a recognised problem solver and respected by peers, management and board members alike. I would strongly recommend her as an asset to any organization.

Director – Insolvency Practitioners

Carol has worked with our company for a number of years, assisting us in our company growth.

Her role has covered many aspects of our business and sales development, and she consistently delivers more than is asked of her.
She is:
An exceptional listener – she has guided my thinking through the challenges I and my business face on an ongoing basis
Proactive in opening doors and spotting commercial opportunities on our behalf
Direct and to the point when delivering what needs to be done
Great sales focus – 1 days work led to three business opportunities, one of which allowed us to expand our business considerably
Helps us to distinguish between the urgent and the important
Valuable sounding board on sales, marketing, staff targeting, presentations and general business approaches
Achieves a great deal in a very short space of time
Always looks for the easy wins

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.”

Carol Griffiths – Director and Lead Consultant.

Morton Kyle Limited