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

 

Being Brilliant at the Sales Basics

Being Brilliant at the Sales Basics

Sheffield 12th/13th March 2014

Course Details

Designed for sales staff who want to:

  • Increase order values
  • Improve margins
  • Sell on value not discounted prices
  • Shorten sales cycles
  • Increase sales conversion rates
  • Handle objections
  • Create value based relationships with sales prospects based on demonstrable ROI
  • Create solid sales pipelines
  • Build accurate sales forecasts

Further detail on this course can be found by clicking here

For more details – use the form below to request an agenda, alternatively contact Carol on 0779 002 1885 or email carol@mortonkyle.com

Fee:

£1,395 per attendee plus VAT (1 Aug 2013)

  • Including lunch and workbooks on both days
  • Psychometric test
  • Pre course attendance evaluation
  • Two one to one follow up sessions post attendance
  • Unlimited telephone support
  • The opportunity to attend the course again as a refresher at no extra cost
  • 30 day full refund – money back guarantee

Testimonials from past attendees:

Senior Manager/Divisional Head – Business Advisory Organisation

Carol got to know Medilink well and her understanding of the company allowed her to provide our team with excellent training and advice.
Her application of business expertise, twinned with in depth research yielded a tailored training package for the business

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.”