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Sales Growth? 6 Webinars and ebooks to Generate Leads and Convert them to Customers

Thursday, March 14th, 2013

top sales tipsEvery business and sales professional has the desire and need to achieve sales growth. With the difficulty to get prospects on the phone, it is critical to incorporate an email strategy that is effective at getting the prospect’s attention and getting you in the door. Even though that is a reasonable thought, it still can be challenging to figure out how to best utilize the valuable tool of email marketing.

The Environment
It is important to know the environment that you are operating in in order to figure out how to best operate. The first thing to be cognizant of is your prospects are likely getting a large volume of emails from sales people like you. And to add another challenge to that, your prospects are likely extremely busy.

This is the environment. There is nothing that you can do to change any of that. Acknowledge this. Be aware of what you have to deal with so that you can design the best approach.

The Good News
The good news is that there are some very clear and practical things that you can do to improve your results and effectiveness. We will share those with you and if you apply some of the tips that we share, you will likely see an immediate improvement in your results.

The Solution – The Magic 5 of Email Content Based Email Campaigns that Drive Sales
SalesNexus recently released a series of 6 Sales Growth Webinars and accompanying eBooks that outline the process of targeting prospects, engaging them with emails and drawing them toward your business as long term customers. The first of these is “The Magic 5 of Content Based Email Marketing that Drives Sales.”

Start with these three sets of five emails. They should be easy to identify and create.

5 PAINS: What are the most common pains your service addresses? When you work with your ideal client, what problems do you solve? You want to look beyond the technical pain of what needs fixing to the business pain that causes them economic loss. The most effective way to develop trust is to dig deep into discovering the REAL pain…what causes them to lose sleep?

5 QUALIFYING QUESTIONS: How do you know when they’re ready to buy? Can you quantify what sort of clients brings you a higher average sale? Don’t spend much time on demographics. Instead, focus on identifying the decision maker and budget. You can easily determine your qualifying questions by tracking the data on your CRM.

5 FAQs: What questions are most commonly asked by those who are interested in what you offer? Do they ask about the set up process or delivery time? When they are ready to buy, do they want to know the difficulty of set up or installation? Do they inquire about your customer service option or refund policy?
It really is easy to start developing relationships with your prospective customers when you use a CRM solution to manage the sales process and gather data. When your email program is integrated into the CRM, it is even easier. Check out what is possible by attending a series of Sales Growth Webinars at no cost to you.

The Magic 5 process is the key to filling your pipeline with quality leads that your sales team can close now. The Sales Growth Webinar series dives into the specific components of identifying your customer’s pain, qualifying sales leads, managing your pipeline, forecasting future sales, sharing information with your team and effective sales messaging.

View the entire series of webinars on video at your convenience and download each ebook here or choose the specific topics you’re most interested in:

The Magic 5 of Content Based Email Marketing that Drives Sales
A simple 5 step process to create on-going, automated email campaigns that engage your audience and identify highly qualified prospects.

Building a Successful Marketing and Sales Process by Identifying Your Customer’s “Pain”
How to identify the emotional circumstances that cause customers to buy from you, how to question prospects to diagnose their “pains” and build sales processes that win!

How to Qualify Sales Leads and Focus on Sales Growth that’s Profitable
Use simple questioning techniques to determine if a sales lead will purchase and the powerful impact of consistent qualifying.

Manage a Sales Process of Actions that Lead to Sales Growth
What should be measured in every sales process, how to set goals for and measure it and how to manage sales people to achieve business growth.

360 degree View of the Customer Relationship for Business Growth
How strong relationships between customers and companies drive business growth and the risk of mistaking a customer to sales person relationship with a customer to company relationship.

The 4 Pillars of a Sales Messaging Strategy that Drives Growth
How to communicate what your products and services do for your customers, get their attention and understand their needs, with Michael Halper, author of “The Cold Calling Equation”

By simply taking some of the concepts discussed in these books and modules, you are likely to see immediate results in terms of sales growth.


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Get to the Decision Maker for Sales Maximization

Friday, September 14th, 2012

It is critical to get to the ultimate decision maker in order to drive sales maximization.  Identifying how much power the prospects you are speaking with have helps to get to the decision maker. It may seem like a touchy subject to speak of, but there are two simple ways to find out how much decision making capabilities your prospects have and the name of the ultimate decision maker.

1. Find out the Prospect’s Role

Typically, when speaking with prospects, you have no idea of their rank in the organization and are unsure if they’re the owner, a manager, or if they’re a frontline team member.

Directly asking the prospect if they are the ultimate decision maker may come off as too aggressive and make the prospect put their guard up. By assuming they are at a certain level, it could result in a waste of your valuable time talking to a prospect that has no decision making capabilities.

Simply asking the prospect their role in the organization is a way to establish clarity here and drive sales maximization. By asking the following question with the tonality of curiosity, will typically get the prospect conversation and give you some valuable organizational information.

“Oh I see. By the way, what is your role in the organization?”

If you are talking to the owner or a senior executive, they will not feel like you are about to start selling to them by asking that question. While speaking with someone that is at a lower level, this question will not make them feel self-conscious about their place in the organization.

2. Map out the Decision Making Process

Inquiring about the decision making process is another way to keep from directly asking them about their specific role in the organization. It can help you gather valuable organizational information and can help with sales maximization.

You are ultimately trying to uncover whether or not the person you are talking to can make the final decision on the approval of the purchase of your products and services.  This is one way to phrase asking about the decision making process.

“Can you help me to understand what the decision making process is on your side?”

Then, you can work with the prospect to map out each step of the process which will tell you a lot about how much power the person you are talking to has as well as help to uncover who the ultimate decision maker may be.

You will want to go all the way to the point where the purchase or contract is signed when going through this. The prospect may give you the name of one person that is the decision maker, but that could be someone other than the person who actually signs off on the purchase. The reason why this is important information to uncover is the person who actually signs the agreement is also a key decision maker that we need to contact for sales maximization.

Launch Pad Solutions provides a sales script solution helping sales pros to achieve sales maximization.



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Counterintuitive Sales Tactics – Outcomes when Disqualifying

Tuesday, November 29th, 2011

Disqualifying prospects is one of those counterintuitive sales tactics that we can use to trigger action from the prospect.  Disqualifying is questioning a prospect if it makes sense to continue moving forward.  When done at the right time, this can either push prospects away that are not qualified or it can get prospects off of the fence that do have the potential to purchase. is not the right fit.  As a sales tactic, we can disqualify the prospect to bring the possibility of formal disqualification to the interaction at particular times to positively impact the path forward.

It is important to be aware that disqualifying is an advanced sales tactic and there are three potential reactions that we can expect.

Potential Reaction #1 – No Reaction

We must acknowledge that sales tactics like this do have the potential to create no reaction.  It is not likely since this is such an attention getting tactic, but when looking at all the possible outcomes, no reaction should be included.

Potential Reaction #2 – The Prospect Confirms the Disqualification

The more negative, or what appears to be negative, outcome is that the prospect confirms the disqualifying questions moving the lead or prospect to become officially disqualified.  This could appear to be negative and to add risk, but in reality as long as we are using this tactic at the right time, this outcome will actually be a good thing.

If we completely disqualify a prospect as not being a fit and move on or end discussions and that prospect did not have a likelihood of buying from us, we may have just saved ourselves valuable time that could have been wasted on trying to get them to move forward and this time saved is a very good thing.

Potential Reaction #3 – The Prospect Challenges the Disqualification

The third potential reaction is that the prospect could challenge the disqualification when using sales tactics like disqualifying.  This would involve the prospect taking a role of selling the sales person on why to keep moving forward.  This may sound far fetched or ambitious to have this type of exchange with a prospect, but if we have uncovered pain, built a level of rapport, and have triggered interest, then getting a prospect to confirm why it makes sense to move forward is a very realistic scenario.

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Launch Pad Solutions provides sales coaching helping sales pros to adopt new sales tactics.

Five Tips to Help with Sales Lead Follow-up

Thursday, August 25th, 2011

It is likely that the sales prospects will ask us to call them back and have us perform some sort of lead follow-up throughout the sales cycle. This can happen frequently so the better we manage and execute with follow-ups can have drastic improvements in overall sales performance. Below are five practical sales tips that one can use as a guide to improve the area of following up on sales leads.

1. Clarify the Reason for the Follow-up

A common example of a follow-up request is when a prospect says, “Call me back in a month.” We have the option simply complying and calling back in a month. Although, the one thing wrong with that path is that when a prospect does this, they might be brushing you off which would mean you have an unqualified lead in your pipeline and you might be wasting your valuable time.

When you get the request for you to follow back up later, one thing you can do is try to learn more about why they are asking you to do this. If they are just generally busy and too busy for you now, they may just be generally busy and too busy for you later as well. Try to find out if there will be something different or some sort of change between now and the time when they are telling you to follow up.

2. Identify a Compelling Event

One tactic to use when you are in the lead follow-up process is to identify a compelling event. A compelling event is an event or date that is relevant to the purchase of your products or services. When you can identify some sort of date that your prospect needs to do something by, you can then use that information when you manage your follow-up related interactions. For example, if you know the prospect has to make a change by June 1rst, you can then bring that significant date to the discussion either when prospects tells when to follow up.

3. Let the Prospect Lead the Way

There are a couple of benefits to letting the prospect tell you when and what pace to use when following up. As sales people, we can often worry about being too aggressive with our follow-up calls. But if the prospect tells us when to call and we call them exactly when they say to call, there is no way for us to look like we are bugging them or are being too aggressive as we are simply following the guidance that they provided.

Also, the timing that they ask for the lead follow-up will tell some key information in terms of their interest and level of lead qualification.

4. Evaluation Plan

One tactic to improve lead follow-up is to build out an evaluation plan with the prospect. This will be a document that will detail out all of the future steps and time details of what would need to be done and when if both parties agree to keep moving forward. If done properly, this can tell you when to follow up and when not to.

5. Follow-up Reminders

It can be helpful to have some sort of tool or process for reminding yourself when to follow up with sales prospects. There are many tools that are good for this such as a CRM, calendar, spreadsheet, etc.

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Launch Pad Solutions provides sales training helping sales professionals to improve sales execution.



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Climb Higher in the Organization to Improve Close Rate

Thursday, November 18th, 2010

One of the challenges that a sales person can face is trying to move higher in a prospect’s organization.  And the lower, or further away, you are from the ultimate decision maker, the lower your probability of closing the deal is.  That being said, it is key to always work to climb higher in an organization to improve the close rate.

In is often that the main person that we interact with most on the prospect side is our coach.  And given that the coach has time to invest in talking with us, they will likely not be the ultimate decision maker.  As a result, in order to improve sales performance, we must be able to effectively get around our coach to get higher in the organization.

It is very common for the coach to try to prevent you from going around them and below are some factors that contribute to this:


  • Power: It is likely that your coach has some level of power in the organization and by you likely validate and feed into their power.  By you going around them and appearing to want to listen and obey to someone else, you threaten their level of power.
  • Control: The coach will likely want some level of control over the project.  With you only working with them, they have a certain level of control and that could decrease if you work with contacts above them.
  • Filter: It is very likely that the ultimate decision maker has asked the coach to be a filter to deal with the vendors as they either do not want to talk with each vendor or they do not have the time to.  With that being the case, if the coach lets you go through them to the ultimate decision maker, they have not performed one of their tasks which is to filter the vendors.

Below are three tactics to use to defuse or avoid this resistance from a coach when trying to go around them to improve close rate:

  • Standard information collection process: During the sales process, there will be an early stage where information is collected from the coach.  Just after that, communicate to the coach that you will need to meet with the decision maker to collect additional information.  They will likely tell you that they have all the information you need so that is not necessary.  At that point you can share that it is the standard process to meet with them and you want to be sure that all of their interests are covered by the solution.
  • Ask questions that they do not have the answer to: Another way to improve the close rate and get approval to go around the coach is by asking questions that they do not have the answer to.
  • Tell, don’t ask: If you tell the coach that you need to meet with the decision maker versus asking them if you can meet with the decision maker, you can see a different response and impact the close rate.
  • Cater to the sensitivities: Whatever tactic you use, if you factor in the coach’s sensitivities in terms of power and control and assure them that they are not failing in the area of filtering, you can more easily get around them and have a better close rate.

Compass Coaching, LLC provides sales consulting helping organizations to drive sales results.



 

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