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 or challenger 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 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

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

 

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