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.

 

 

 

Most Popular Free Download Last Week…2,176

Build Great Sales Pitches and Result Generating Sales Proposals

Upgrade your Sales Business Development Skills and Processes to Create Hungry Sales Prospects

Most popular download last week – 2,175 downloads…get your copy now…

How to Price Like a Pro!

Most firms will spend a lot of time thinking and talking about price.

Fewer firms will spend time thinking and talking about price and positioning.

Even fewer will think about using price as a key positive differentiator.

That’s why you should!

This guide will tell you how.

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 End of the Month…Not the World…

How to feed the sales funnel and do sales forecasts, sales training Sheffield

How to Sell – Sales Training Sheffield, Business Development Training Sheffield

Ok, so the sales target was a tad elusive this month. It’s not ideal, so before it’s too late and you get into major panic mode, here’s a few things you’ll want to do.

When you get the urge to do these things I want you to stop….

Stop in the name of all that’s holy, and just have a firm word with yourself.

Here we go:

You’ll want to offer a discount to sales prospects further along in your sales pipeline to get them to bring their order forward.

STOP – you may be able to do this on a rare few prospects, but think carefully. You’re effectively robbing yourself of good profit…which should be reason enough.

EVEN WORSE – you’re educating your prospects to buy from you at month end because you will discount if you need to hit target.

IF THAT WERE NOT ENOUGH – you’ve just pillaged next months sales pipeline so you’re going to hell….

You’ve just committed the first step in the three-step sales program called ‘Race to the Bottom’

The other two stages?

Well you did ask:

You’ll start to tell yourself lies.

Such lies.

Lies about how it was the market, the competition, the economy, your industry, your car, the moon, your birth sign, your first primary school teacher…

You’ll blame everything and everybody other than the person who puts your socks on in the morning.

Yes, you!

No flagellation required here…but as in any stepped program, it’s a stage you’ll go though, and get over.

But you must have a cold hard look at the reality of the situation and examine exactly why you missed target.

Next? If you insist…

You’ll start to make grand plans ….or maybe not….

And whether you do or not depends on how well you’ve been able to get over telling yourself lies…

So these grand plans…such grand plans.

The same size of plans you make when you think about getting to Everest base camp, cycling Lands End to John O’Groats or getting up before the alarm goes off to go to the gym…

Yes, those kind of plans.

You’ll get happy and glowy on the euphoria…you have a plan, how can you fail?

It looks great on paper…chest out, confident stride, I know you’re telling yourself you can do this. Go You!

Hello, hate to pitter patter on your parade and all that, but how different is this to the plan you had last month?

Or, you could fall into the other camp…

You’ll suck it up, all the grief from the sales manager, the sales team and anyone else that’s subsidised your existence this month and you’ll have faith and believe that you were just unlucky.

It was just luck, and it’ll all be different next month.

So make plans or don’t make plans…you can’t control this stuff can you?

So the The Race to the Bottom in three quick stages…

Or you could so this 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

 

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

 

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 

 

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

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