Archive for the ‘Sales’ Category
Thursday, March 14th, 2013
Every 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.
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.
Friday, March 8th, 2013
It is helpful for a sales person to have a template for a follow-up sales email. Basically, this is an email with information already filled in where you simply change a few details and then it is fast and easy to shoot out the email when needed.
Particularly, this is helpful for a sales person which might be cold calling and sales prospecting because one of the most common objections is prospects that ask that you just send them information. You should try to get around this objection first, but in some cases the only next available step is to send an email to the prospect. If you’re composing emails each time you need one, you’ll be spending a lot of extra time which can be saved by creating email follow-up templates.
Simple Follow-up Sales Email Strategy
You can save valuable time by creating documents or templates with text outlined which can fit different sales follow-up scenarios. Depending on the type of business, the scenarios can vary, but a lot of prospects request basic company information, pricing information, product information as well as customer reference information.
These templates can be kept in a word document stored on your hard drive or if you have a customer relationship management system, you might have the ability to create templates in the system to easily and quickly be sent and documented by clicking a few buttons under the contact.
Advanced Follow-up Sales Email Strategy
Creating a thread of emails which are tied together and sent out to a prospect at different times over a period of a few weeks is an advanced and effective approach. An example is when a prospect asks for information to be sent, an email will be sent that moment, with a second email a week later, and a third email a couple of weeks later.
This approach has strong benefits. First, using multiple emails gives you the ability to provide more information to the prospect by splitting everything up across multiple messages. With those messages being delivered at different times, the absorption of the amount of information can be greater. In addition, this improves your ability to get the prospect’s attention and response by contacting them multiple times.
An important requirement for the more advanced follow-up sales email approach is a CRM application to automate this process. A lot of systems give you the ability to set up the templates in a campaign with the email delivery being scheduled and automated. What is great about that is once you press send on the first email, you can pretty much forget about the prospect, but they’ll continue receiving emails and often feel obligated to give a response by the third email.
Launch Pad Solutions provides a sales script development tool that will produce a follow-up sales email template.
Wednesday, March 6th, 2013
By surveying 100 salespeople, you would conclude that the majority of them don’t use any form of a sales script. Scripts are often perceived as a hassle to develop, but in reality, there are valuable benefits from using them.
Improves How you Sound
You clearly sound better when talking with prospects by using sales scripts. It’ll make you appear polished and prepared for your conversations and meetings.
A lot of people think that using a script makes you appear more amateur if you’re using a guide. The key is to use a script in a way which your prospect doesn’t realize you’re going through prepared statements and questions.
Improves the Impression that You Make
You’ll immediately improve the impression you make with prospects by improving the way you sound. This can be monumental when attempting to improve your results, particularly when applying this to cold calling.
Typically, you’ll only have a few minutes to work with which means you really need to make a great impression quickly and one key way to do that is by using a sales script.
You’re more likely to be better at building rapport when you improve the impression made on a sales prospect. When prospects perceive you as prepared and polished, they‘ll have more respect for you which makes them more comfortable speaking with you.
Rapport is critical because prospects buy from salespeople they like. Also, having rapport makes the prospect more responsive during the sales cycle which definitely impacts your results.
There are a number of different boxes you need to check during short conversations with prospects in being effective. You need to get their attention, qualify them, find pain they may be experiencing, build interest, have the ability to deal with objections, close the deal, etc.
It greatly improves your ability to check all the boxes by using a sales script. By improving your consistency with scripts, you’ll improve your overall effectiveness when speaking with prospects.
Improves Lead Generation
When adding up all the benefits we have discussed so far, it’s safe to conclude that using a sales script leads to immediate improvement in lead generation and sales results.
Using a sales script helps to decrease stress while cold calling and meeting with prospects which is a key benefit. Stress results from entering a situation unprepared with no knowledge of what to do and it increases when you face tough resistance and objections from prospects.
A sales script helps make you feel more prepared as well as leads to more confidence and less stress. When interacting with prospects that are being difficult, you’ll have the knowledge to deal with them which avoids stress that would’ve developed otherwise.
Launch Pad Solutions provides a sales script tool that helps sales pros to develop their sales script.
Sunday, March 3rd, 2013
The following is a sales script sample. Following the example, we’ll break down a few of the main parts of the script to help you to build one similar for your product and business.
Sales Script Sample
Hello, I’m trying to connect the director of IT. Can you point me in the right direction?
Hi, Tom. This is Tina Jones with Latitude. Have I caught you in the middle of something at this time?
Great, the purpose of my call is that we assist businesses with improving the reliability of their business services.
I actually don’t know if what we provide is a good fit for you, so I just had a couple of questions.
- Are you currently doing active monitoring of your applications and infrastructure?
- Are you knowledgeable about problems before or while they occur?
Common Pain Examples
As we speak with other IT directors, they express concerns with:
- There are so many alerts that they don’t know where the real problems are
- Problems occur and they never receive notification
- Don’t have knowledge of what business services the problems are impacting
Which one of those can you relate to the most?
Building Interest Points
Based on what we discussed, it might be productive for us to talk in more detail.
As I said, I’m with Latitude and we provide application and infrastructure monitoring as well as management solutions.
We differ from other options out there by our technology predicts problems before they occur.
We typically reduce time to repair by 15 to 20%.
Since I’ve called you out of the blue, I don’t want to take any more of your time to talk right now. If you have interest, a great next step would be for us to schedule a 15 to 20 minute meeting where we can discuss your needs in more detail and share what amount of value and insight that we have to offer against that. How does your schedule look next Tuesday or Thursday?
Explanation of the Sales Script
The following is an explanation of the main sections of the sales script sample:
Introduction: You’ll likely need two introductions in every sales script, one being for the gatekeeper and one being for your target prospect.
Value Statement: To grab the prospect’s attention and tell them why they should spend the next 2 to 5 minutes speaking with you, give them a value statement at the beginning of the sales script.
Disqualify: There’s a statement to disqualify the prospect in the sales script sample. This helps decrease the prospect’s guard, stir up curiosity as well as build some rapport.
Qualifying Questions: Because not every prospect will be a fit, you should ask some qualifying questions to ensure it makes sense for both parties to keep speaking.
Common Pain Examples: You increase the number of leads if you increase the amount of pain you are able to find. A way to uncover pain your prospect may be experiencing is by sharing examples which other prospects and clients have experienced.
Building Interest Points: Share some powerful points to trigger more interest on the prospect’s side toward the end of the call before going for the close.
Close: In every conversation with a prospect, there is something you are trying to close. This sales script sample gives you some language for setting an appointment.
Launch Pad Solutions provides a sales script tool to help sales pros develop a sales script sample of their own.
Thursday, February 28th, 2013
There are key things which can be done to make your sales pitch script powerful and strong.
Clearly communicating the value you’re offering is the initial thing which needs to be focused on with your sales script. The benefits which you deliver to your customers or clients and how you help them is value.
Technical, business, and personal are the three different levels in which value is broken down.
Technical value: How you help your clients at the smallest and basic level is technical value. Usually, this is at the level of systems, people, and processes. The technical value that you offer is when you help to make any of those areas work better.
Business value: Technical improvements which you make will work its way up to create benefits and improvements at the business level and these are improvements in the areas of revenue, costs, and customers.
Personal value: It often leads to improvements which impact your clients at a personal level when you help them to achieve technical and business improvements. Areas such compensation, career growth, and workload show this.
It is vital to include language which will help you in building interest in your sales pitch script.
Connect value with pain: Try displaying a connection between the pain the prospect is experiencing and the value that you offer. Include communicating how the value you are offering will help solve the prospect’s pain.
Communicate ROI: Communicate the ROI (return on investment) which other clients of yours have accomplished by investing in your products and services. You can make your sales script pitch more powerful by giving quantitative figures.
Communicate how you differ: Communicating how you differ from competitors as well as from the prospect’s other options is one of the best ways to build interest.
Outline threats from doing nothing: The option to do nothing and not make a purchase is always there for the prospect. It could help to communicate to the prospect what negative outcomes could happen if they choose to do nothing.
Share key company facts: Key company facts which are details about your company which are impressive as well as decent bragging points should have a place in your sales pitch script. Examples are years in business, market share, awards, client details, etc.
Client stories: There is nothing more powerful than telling a story about an existing or past client. You build credibility as well as build interest when you’re able to display how you helped another business.
The trial close is one small, yet important and powerful step which is often left out of a sales pitch script. Basically, this means checking in with the prospect to find out what their thoughts. Ask the prospect instead so you know where you stand and what direction you are heading instead of assuming when creating a sales pitch script.
Launch Pad Solutions provides a sales script tool to help with developing a sales pitch script.
Sunday, February 24th, 2013
Often it is the difference between success and failure in having a sales script for sales. Here are a few steps that you can take to help you with how to build your sales script.
1. Identify the Goal
You should have clear awareness with each sales call you make with what you’re hoping to get out of the call. Are you attempting to schedule an appointment? Are you trying to sell your product? Are you trying to collect information?
Before writing your sales script, get clarity around what your primary goal is for the call. Also, it can be prudent to go one step more to identify your secondary goal if you’re not able to accomplish what you your primary goal.
2. Identify the Target
Clearly identifying who you’re calling and your ideal prospect is another step you need to take before writing a sales script for sales. This is important because it impacts the wording and questions you use. Also, building out the ideal prospect profile can assist you in maximizing your time when making calls.
3. Identify Your Value
Quite often sales people fall into the rut of only talking about their products and the company they work for when speaking with prospects. It is important information, but it doesn’t shine light on the benefits offered and delivered.
Primarily, the prospect cares about “What is in it for me?” Communicating the value that you have to offer is the best way to answer that question for the prospect. Be sure to identify this as well as put it early on in your sales script for sales.
4. Build Your Qualifying Questions
Include questions to qualify the prospect when writing a sales script for sales. It is important because it can help in determining if it makes sense for both parties to keep conversing. Also, they help to make the interaction with the prospect more conversational.
5. Gather Some Common Pain Points
It is helpful to uncover some pain which the prospect is experiencing. Sharing some common pain points that other prospects are experiencing and conveying that to the prospect to see if they can relate is one sales tactic to use to assist with that.
6. Develop Points to Trigger Interest
You’ll need to build some level of interest on the prospect’s side to improve your ability to reach your primary goal. Add some points in your sales script for sales which will trigger some interest to help with that.
Even if you are not able to build enough interest to close the deal or completely sell the prospect, you can create powerful points which will build enough curiosity and interest for the prospect to commit to keep speaking with you as well as move on to the next step in your sales process.
Launch Pad Solutions provides a sales script tool that helps sales pros with writing a sales script for sales.
Sunday, December 16th, 2012
The following are eleven great questions for sales people. At times, to be an effective salesperson, it’s not necessarily regarding knowing all the correct answers, but more about knowing the correct questions to ask.
6. What do you want to do next?
Commonly, sales people push prospects to move forward. Partly, this is trying to have the prospect do what the sales person would like to do next as far as meeting, looking at a demo, reviewing paperwork, etc.
Sometimes it is more powerful to ask the prospect what they would like to do next. You can suggest some directions in which to go, but checking in, obtaining the prospect’s opinion as well as making the forward direction initiate from them, is a healthy direction to go in regards to building relationships and creating good, quality leads.
7. When would you like to meet again?
Like the last question, asking the prospect when they want to meet again or in what pace they would like to move is a good direction to go.
A large majority of sales people will push prospects to meet and move as fast as possible which makes this question powerful. In retrospect, letting the prospect decide how quickly to move can be one of the questions for sales people that will have a positive impact.
8. Currently, how do you feel about your system/provider on a scale from 1 to 10?
Most likely, your prospect is already using something in your area. Whenever that’s the case, you want to find out how things are going with that. For example, are things great, are things OK, or could things be better? By finding this out you are helping with your efforts to create leads as well as qualify prospects.
It is not best to spend too much of your time with prospects that state they’re doing great because they might be tough to get to change. You want to be looking for those prospects that are just OK or could be better. This is one of the questions for sales people that will assist with that.
9. What is the decision making process?
You will always want to find out how much decision making power the prospect has as well as who is the ultimate decision maker. Sometimes, this can be a bit of a touchy subject to bring up, but by simply asking what the decision making process is and mapping it out will significantly help you in identifying where the authority lies.
10. Is there a budget approved for the purchase?
Identifying if the prospect has the budget to spend money is another key area to look at when qualifying prospects. Some questions for sales people which assist with this are to ask if there’s a budget that has been approved for the purchase in which the prospect is considering.
11. What is the range of your budget that you’re trying to stay within?
Finding out how much the prospect is looking to spend is another important area you want to look into. It can be tough, but one way to approach this is by being very direct and asking what the current budget range is that they’re trying to stay within.
Launch Pad Solutions provides a sales script tool that provides questions for sales people.
Tuesday, November 20th, 2012
Typically, successful salespeople have certain sales habits which lead to their consistent results. If you’re motivated to improve your sales performance, you can incorporate some of the following habits and you’ll see an improvement in your results.
1. Being more organized
Being a salesperson can be very hectic. This can be due to having a full schedule of things to do and things often move at a fast pace. By focusing on improving your ability to stay organized, you can deal with this while remaining effective and efficient.
Some areas where being organized can help improve results are how organized you are with your time and schedule, managing customer and prospect information, and managing pipeline information.
2. Getting in front of target prospects
Being successful in sales depends on a salesperson’s ability to get in front of target prospects. The key to effectiveness in this area varies for different sales positions.
Successful salespeople create a way to make this happen and there are things you can do to improve your ability to do the exact same thing. Some examples of areas to invest your time and energy to improve results are by using tools like cold calling, professional networking, and social media.
3. Build relationships
Commonly, prospects buy from salespeople that they like. As a result, successful salespeople are effective at building rapport and relationships with their prospects.
You may think that you are who you are and prospects will either like you or not. But there are some clear and practical things that can be done to make prospects more comfortable around you as well as increase the level of rapport.
4. Qualify prospects
A sales person can only work so many hours weekly. Because of this, you must squeeze as much as you can out of each hour you have. In order to do that, spend as much time as possible with high quality prospects, meaning prospects which fit well with what you’re offering and that have the ability to purchase.
Successful salespeople are effective at qualifying prospects when they’re able to minimize time wasted with prospects which have a low probability of purchasing. The key to success in this area is to ask good qualifying questions.
5. Manage sales cycles
The choice is yours, either let the sales cycle control you or you control the sales cycle. Clearly, there are sales process stages that you should be moving deals through and there are things in which you can do to manage this as well as increase your effectiveness at moving deals from one sales cycle stage to the next.
One thing you’ll want to focus on is identifying different sales stages for your selling process. Also, you’ll want to identify where the prospect is in their buying process as well as when they’ll need to make the purchase. From that point, there are things you can implement in order to facilitate and move forward with the close.
Launch Pad Solutions provides sales consulting to businesses helping them to produce successful salespeople.
Friday, November 2nd, 2012
It may seem like a challenging task writing good calling scripts
. There are some very clear things which can be done to make your calling scripts more powerful.
1. Confirm Availability
An extremely powerful thing to insert at the beginning of calling scripts is a question which confirms if the prospect is available. A great way to do this is by asking the prospect if they have a moment or if you have caught them in the middle of something.
Some argue that by doing this you’re giving the prospect the opportunity to provide you with an objection as well as giving them with a simple way to exit the call. We can also look at it as if it is like standing at the door of a prospect’s office. When not confirming if they’re available to speak with you, it’s like you’re barging in their office and sitting down which can negatively impact the level of rapport.
You’re going to help increase the level of rapport as well as stand out from other average sales people out there by asking questions to confirm availability. In addition, you’ll get yourself a couple of minutes to work with.
2. Communicate Value
Language that communicates the value that you have to bring to the table is a key thing to include in calling scripts
. The positive impact in which your products and services will have on the prospect is value.
Very easily we fall into the trap of speaking mostly about our products and what they do. This may be great, but what the prospects really care about is what’s in it for me and by communicating value, you will tell them this.
3. Qualify the Prospect
Be sure to include questions which qualify your prospects in your calling scripts. Qualifying questions will differentiate if the prospect is a good fit for what you’re offering.
Qualifying questions help make cold calls more conversational as well as decrease the amount of time you spend with prospects that will probably waste your time.
4. Find Pain
Find pain which the prospect is having in the areas that your products and services impact to assist you in fully qualifying the prospect. Anything that’s not working well or could be better is pain.
Your qualifying questions might uncover pain, but, if not, share some pain examples which are common for other clients as well as have some examples in your calling scripts
that can help you to have those ready.
5. Build Interest
It is imperative that your call script has the ability to build some interest. When interest is nonexistent, the prospect most likely won’t agree to take any steps forward following the call.
Include some statements in your calling scripts which are designed to trigger enough interest to get the prospect to agree to at least speaking more following the call.
Launch Pad Solutions provides a sales script
tool to help sales pros to develop calling scripts.
Thursday, October 4th, 2012
Following are eleven good questions for salespeople. In order to be an effective salesperson, sometimes it’s not about knowing all the answers, but more about knowing the right questions to ask.
1. Why are you looking to make a change?
It is valuable to find out the reasons they are looking to make a change when speaking with a prospect that has shown interest in purchasing your products and services. It is key to get them to tell you why, in their own words, they should make a change because it can reveal some valuable information.
You discover that you are not talking to a qualified prospect if they are not able to answer you or do not have a good answer.
2. What happens if you do not do anything?
Even though you may have great conversations ongoing with a prospect, such as you have a really great product and the prospect is ecstatic about it and seems very interested. Now, what will happen if the prospect does not purchase from you or does nothing?
When salespeople see that there is not a big impact if the prospect does nothing, this could cause doubt as to whether the deal is real and if the prospect will pull the trigger. It is important to look for prospects where there is a noticeable impact if they don’t buy so that there will be more justification to make the commitment when it is time to purchase.
3. What other options are you considering?
Typically sales people assume that they are the only option that the prospect is considering or can often either forget to find out who the competition is or feel intimidated to ask.
Always assuming that the prospect is talking to other vendors is the best practice. With that said, a very direct question asking what their other options are is very appropriate and productive.
4. How do you feel about your other options?
Identifying that the prospect is considering other options is important because you might hear the competitors’ names that they are considering and immediately know how you compare. What truly matters is that your knowledge about the competitive landscape may not be similar to the prospect’s.
By delivering one of the direct questions for sales people and asking them how they feel about all of their different options, this helps to identify how the prospect perceives things and how each option compares to each other.
5. How long have you been looking at them?
When a prospect in conversation with other vendors, it is imperative to ask questions for sales people to find out the time frame they have been speaking with them. In the case that they have been speaking with other vendors for months and you are barely getting involved, it is likely that there are strong relationships and rapport built on already and you may more of an outsider to them.
That is not a game stopper, but it is a valuable point to tell you where you stand and possibly how much time you should invest. There may be an even playing field in terms of relationships if there is not a big difference in time.
Launch Pad Solutions provides a sales script tool that provides good questions for sales people.
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