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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.

Got Your Battle Rattle?

Sales Training Sheffield and Business Development Training Sheffield

Sales and Business Development Training Sheffield

In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.

I’ve yet to find a suitably equivalent term to apply to the sales arena…

Maybe you could suggest one…

In truth…I like Battle Rattle.

You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.

But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.

Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…

Thankfully, the stakes on the sales field are never so high.

Does that mean the commitment, focus and intent should be any less?

That’s a personal question and a very personal choice.

You might say the two worlds can’t be compared…I’d agree.

You might say they have more in common than we suspect…I’d agree with that too.

Whatever your view, you and I can agree that mindset is everything.

Think about this

Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.

Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.

I see this all the time.

In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.

I win most times.

For no other reason that success shines and failure lurks like a dark secret.

Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.

Too easy.

But the real bad news is, if I can see it…so can the prospects.

According to research by CSO Insights, 54% of sales people won’t hit their sales target.

Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.

All the training, skill and product knowledge in the world will only get them so far.

All the revised reward and bonus schemes may get them a tad further.

Short term performance improvement programs might also help.

But before you check out and invest in all that…check out their Battle Rattle too…

State of mind is everything.

 

If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…

Bespoke Sales and Business Development Courses

Sales Training in Sheffield – The Sales Improvement Workshop

You can also pick up this – TOTALLY FREE

www.mortonkyle.com

 

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

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