Dealing with a Very Specific Sales Objection
During sales training courses I am often asked about sales objections, and aside from the usual ones about budget and wrong time of year, the most common is “I need to talk to my colleague/business partner/MD/ Wife/Husband/ Friend/Dog” (delete as appropriate) and there is a technique I recommend that I would love to share with you here, that works so well. It also really doesn’t matter about the market either, whether you work in a shop, telesales, b2b whatever, this works like a charm. Continue reading Smashing Sales Objections – Dealing with a very specific one
How many of you watched Deborah Meaden retract her offer of investment this week on Dragon’s Den? What a truly great example of a Sales Person getting in the way of the buying process.
Continue reading Sales People – Do You Get in the Way of the Sales Process?
You have a sales team right? Made up of terrific people all very nice, relationship focused and brilliant at a building rapport. There is something missing though.
- They are reluctant to pick up the phone and hate cold calling.
- They hold off on calling larger organisations preferring instead to call smaller clients keeping to a transactional sale.
- They do not like asking for the business and basically cannot close a sale for shit.
- They spend a long time asking a ton of questions but do nothing with the information except ask more questions.
- They intrinsically believe that people buy people.
Continue reading Sales People Not Selling? – Blame the Parents!
The Write Stuff: Creating an Effective Proposal
In my role as a Trainer, I get to visit some cracking organisation and work with some amazing sales people, some are truly terrific at working on the rapport and asking great questions, whilst others are hungry for the close and look to sell solutions to problems at every turn. I love sales people, truly I do, and coming from a sales background and now selling my own services it is really one of the most rewarding roles. Continue reading Sales: The Write Stuff – Creating The Sales Proposal
Conversation or Interrogation – The Power of Questioning in Sales
I spend a lot of my time coaching sales people and it is no surprise to find that they know an incredible amount about their own markets and products. This knowledge for the most part is coming from trade press, in house information and research on the web, and not as one might think from the clients they are selling to. Continue reading Sales: Questioning Skills – Interrogation or Conversation?
Sales Training – ABC – A – Always, B – Be and C- Closing!‘
“More sales are made today because the client must have what they want, rather than the sales person selling them something better.” Anon
If there is one group of professional people in this world who are more misunderstood than any other, it has to be the sales person. With a history steeped in bad practice, ripping people off and hard sales tactics, the sales person is pissing into the wind before they have even started.
Continue reading Sales Training – ABC: ‘A’ – Always, ‘B’ – Be & ‘C’ – Closing
How do I become a better Sales Person?
The Sales Journey“We here at Factory Media chose Simon over a number of other trainers as his approach was relevant, unique and specifically tailored to the business. Initial feedback from the team included “the best sales training I have ever had” and within days of the sales training being delivered we noticed an uplift in quality of sales calls and more importantly an improvement on sales.” Chris Brown. Head of Sales. Factory Media
The Overall Message
The sales person is the most talented of business people. Persuasive, Tenacious and very creative the sales person has a natural rapport building ability that enables them to spot a goal, problem or need that they can apply their own specific product to therefore helping a customer make money.
Whether you are selling advertising space, retail products or tailored professional services such as personal training; this journey delivered by a true sales-professional can and will enable you to make more money for your clients and yourself.
The outline below is a snap-shot of what can be offered by the serial trainer 7. Please click through my other specific journeys for more detail.
Continue reading The Sales Journey
Advocacy-Back Stabbers or Not So Secret Admirers?
Question- What are your customers saying about you right now?
How many times have you stopped to think about this? Have you even thought about it? Funny thing is, that most people who run their own businesses, large or small all say that the customer is the most important person. Well this is great, but are these businesses doing enough to increase the instance of getting the customer to talk about them positively.
Continue reading Advocacy-Back Stabbers or Not So Secret Admirers?