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

 

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

How Much Money Have You Lost Today by Prospecting Poor Quality Leads?

Too much!!!!

  • Plus – how much money could you have made if you had dumped all the rubbish records in your sales database – got rid of all the time wasters?
  • How would you feel about replacing all the bad prospect records, and instead, feeding your sales team with red hot, qualified prospects?
  • And having those prospect pools updated daily?

Too good to be true? Not at all.

Too expensive? No!

No-one in business will have escaped hearing the line – ‘50% of my advertising works, I just don’t know which 50%’.

Well the same could be said of sales.

An unknown percentage of your sales database contains all the sales revenues you need to make this year a huge success. The remainder will just drain your budget, waste your time and act as red herrings in your pursuit of sales success.

So – if you want to find out what records in your sales database are worth pursing and what records need to be ditched – call me now.

Just in case you were wondering – you can find out this information in about 2 hrs. Conclusively – who to delete and who to sell to.

What would that information mean to your sales team and how you do business? What impact would that have on your bottom line?

Speak soon

Carol Griffiths – 0779 002 1885

carol@mortonkyle.com

Morton Kyle Limited

http://www.mortonkyle.com

Fastest Way to Increase Close Rates – Increase Prices

A brief case study :  My client company had a sales team selling a product X, their only product. Massively undersold in terms of business proposition, sectors, ability to demonstrate value and benefit, plus no use of ROI comparisons during the presentations.

Having addressed all of the above – the average order value is now 4 x what it was for identical product X. Plus the close rate is double what it was.

And the price and the rates are increasing steadily, and will continue to do so.

Pure Luck? Not a chance.

Biggest influences in bringing about the positive change:

  • Changing market direction – decision maker level, sector, sales criteria
  • Creating and demonstrating value at all stages of the sales process – heavy ROI biased
  • Reporting – revising and updating the reporting for meaningful management information

The challenges for this organisation were huge. But, if they can do it – so can you.

Key Lessons:

  • The price charged has to be commensurate with the value delivered
  • Too low a price cheapens the product/service
  • Too low a price ruins any chance of creating urgency
  • Pricing it to close on the day is stupid (harsh but true)
  • Thinking that a delay in response from the buyer is a reason to start a price negotiation prematurely is also wrong
  • The higher up the company organisational chart your decision maker is – the more valuable their time is, the more valuable any solution that saves them time is – your charging should reflect this
  • The price should be a hot button to the buyer – and that’s fine because you will have already demonstrated value
  • Your price should be a differentiator – a positive differentiator
  • Your price should allow you another opportunity to demonstrate value.

To find out more about how you can get results like this in your organisation, call us for a chat

Carol Griffiths (Director and Lead Consultant) 0779 002 1885, carol@mortonkyle.com

Morton Kyle Limited

 

 

 

 

How Much Sales Revenue Did You Lose Today? 10 Reasons Why Your Sales Team are Failing

1. Pitching to the wrong people – do they know who makes the buying decisions, what the buying process is, who refers, who recommends, who signs off and who has the final decision? If so – why are they still pitching to anyone who picks up the telephone?

2. They leave the sales meeting without asking for the business – know the next step before you leave or waste time writing up a proposal that will never get opened

3. They don’t know the budget of the buyer – ask the question. And also ask if they are talking to the person that will also sign the order.

4. Pipeline management is undisciplined – wasting time on the wrong prospects – not all business is created equal – know when to chuck the time wasters and tyre kickers out of the sales funnel

5. Aiming to hit target and not aiming to smash the sales target – subtle difference but leads to massive sales failure

6. Failing to work the numbers strategically – entering the sales month knowing they only have 50% of what they need to close in their sales pipeline for the following month, yet not doing any cold prospecting

7. Chasing bad business – prospects that can’t afford your prices, are more trouble than they are worth, who cost more to service than they bring in

8. Not charging high enough rates

9. Being scared of rejection, ask the question, information allows the sales person to be in charge of the sales process

10. Starting price negotiations too early, a delay in response doesn’t automatically mean the price is too high….

Learn how you can banish these huge sales mistakes and 100’s more from your sales team by joining us on Being Brilliant at the Sales Basics – 121 sales coaching, 2 days sales training, ongoing telephone support and attend the course as a refresher again, any time you like. Being Brilliant at the Sales Basics – Sheffield March 12th and 13th – contact us directly for more details.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited 

carol@mortonkyle.com

0779 002 1885

2014 – Feast or Famine?

Join is on our Sales and Business Development Boot Camp for Business Owner Managers and you can enjoy the feast and banish the famine.

If the last few years taught us anything, they taught us the absolute truth in that

Turnover is Vanity, Profit is Sanity, But Cash is King

What will 2014 teach you?

  • How to engage with your ideal prospects in such a way that they want to do business with you?
  • How to tweak just a few key areas of your business to dramatically increase your results?
  • How to build solid prospect pipelines that convert to profitable sales opportunities?

The key reasons why Business Owner Managers don’t get the sales results they want, need or deserve:

  • Poor pricing strategies – buying the business – over promising
  • Ineffectual business process means working hard but not working smart
  • Lack of focus and being able to distinguish between the urgent and important
  • Inability to convey the real business differentiators to prospective buyers

Most Business Owner Managers know what they need to do – unfortunately no-one gets paid to know stuff, they get paid for what they do.

Join us on the next Sales and Business Development Boot Camp and I will make sure you don’t make these mistakes, and you know what – you even get a money back guarantee. Can’t say fairer than that. I have faith in you.

For more details and to see if you qualify – contact:

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885