Tag: Sales Skills

Sales Training Sheffield

10 WAYS TO INCREASE THE RATE OF NEW PROSPECTS ENTERING YOUR SALES FUNNEL

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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

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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.

It’s the Anti-Coach!

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Sales Training Sheffield - Sales Coaching

Sales Training Sheffield – Business Development Sheffield

It’s Not Who You Think…

Here’s how you’ll know if someone else has more influence over your sales team than you do…

How many times have you heard the following from someone in your sales team?

”We can have this order but we have to beat their existing supplier….can we do anything?”

”The competitor has just dropped their prices on this, the customer says we need to do the same if we want their business…can we match it?”

”They want a discount on their first order with us, just a trial rate, just to try us out…can we do it?”

Just how many times, and how often, have you heard this from your sales team?

Sales Coaching Rocks!

It totally does.

Want to see a spike in sales – get away from the desk and spend time with the team.

Productivity and efficiency spikes? Get your sales leaders sat next to the mid-term players and see them move up the ranks.

20% uplift straight away.

20% ++ in some instances, and even better, it costs nothing.

So why am I even bothering to write about this?

Sales Coaching = Influence.

When we coach, you and I, we’re building up influence.

We’re transferring strong sales mental software that you and I have configured, with no bugs.

The more you and I coach our team, the more we influence.

The more we influence, the strong the mental software we install.

Stop coaching and all sorts of bugs creep in.

Because here’s what happens when we don’t coach our sales team…

Someone else does…and those people don’t have YOUR business best interests at heart.

Who?

Your Customers…

Your sales team spends a lot of time with your customers.

Your sales team may spend more time with your customers than they do with you.

They want to please your customers.

Your sales team, because of how they are wired, will derive great pleasure from doing this.

They’ll even take flak from you, the business leader, if the customer is happy.

Your customers have a huge sway and influence over your sales team.

Your customers will let your sales team know what pleases them and how to get their business and leave it for the sales person to battle with the business.

Your customers might even suggest strategies the sales person could use to get the sales manager to say yes…..

After all, haven’t we all had the sales person walk into our office with a deal that’s far better for the customer than it is for the business?

That just means your customer has been a better coach to your sales person than you and I have….

This way danger lurks….

Your Competitors…

Yes….your competitors are coaching your sales team every single day…

Not one single business card has been exchanged, nor telephone call, email or Skype….nothing.

Your customers are the fastest and most intelligent conduit for your competitors to coach your sales team…

How often have you heard the phrase…

‘Competitor X has just slashed their prices by 10%, so customer B wants to know if we can do the same or should he place his order with Competitor X’

What do you do?

Yet again, your customer and your competitor are coaching your sales team….back door coaching.

Robbing you of sales and margin that are rightly yours.

Again, if that’s a stronger coaching force than you or I then we can hang swinging…and deserve to.

Your Prospects…

Your prospects are great negotiators.

After all, your sales team are probably sat in front of the prospect because they want to kick and incumbent out?

What’s that tell the prospect?

Well, a savvy prospect knows there is a deal to be done.

A savvy prospect will test how much the sales person wants the business.

Typically they’ll test how much they want the business by claiming (and this is a rookie hole to fall into) that they love their current supplier and would only move if the price was much less…it’s all about the cheapest after all.

So, your sales person walks through the door to the sales office with a signed order that costs you.

Your savvy prospect has coached and sold your sales person their prospect reality…

Savvy prospect!

We’ve all had sales people do this to us.

You and I know the drill.

But instead of wondering what the hell’s going on with the sales team…I’ll tell you.

We’re not spending enough time with them.

We’re not telling them the business reality.

We’re not installing great sales software.

We’re letting the bugs in.

You and I are letting other people coach our sales team…

And that’s a really easy fix.

Sales coaching is about influence.

If you’re not influencing your sales team there will be a void and they’ll look for something/someone else to fill that void.

That something or someone could be the rest of the sales team, that can be good and bad, but usually bad.

It could be anyone of the three dark forces above…and that’s really bad.

It could be their friends and family who don’t really understand what they do… that’s usually bad too…you’ll know if you’ve ever had a meeting with a sales rep who wants a salary hike because their partner thinks they’re worth more than you’re paying them…very bad.

Or you…and that’s usually good.

Get coaching!

If you’re looking for fresh sales and business development insights to help you drive your sales team and improve sales performance – check this out – totally free and NO SPAM – The Advanced Business Achiever 

Also – take a look at this

www.mortonkyle.com

Sales Training – Sheffield

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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 GIFT – each 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