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Sales Scripts that Sell

Sunday, February 17th, 2013

It can be the difference between success and failure being able to develop sales scripts that sell. Commonly, it is believed that there’s not much which can be done to make a sales script better as well as it’s really simply the product that’s going to sell. In reality, there are fundamental things which can be done to improve the effectiveness of your script.  They are outlined below.

Communicate Value

Effectively communicating the value we have to offer to prospects that we speak with is one thing often left out or forgotten when developing sales scripts that sell. Of course we are great at explaining what our products do and how wonderful they are, but that doesn’t communicate the value that we have to offer.

“What is in it for me?” is the main thing prospects are concerned with and the value that you offer answers that question. How your product helps is value.

Qualify the Prospect

Questions which qualify the prospect are another thing to include in sales scripts that sell. Qualifying questions check to see how if what we have to offer is a fit for the prospects.

Attempting to sell to everybody that we get the opportunity to speak with is one common mistake made. Realistically, not everybody is a good fit so we should ask some qualifying questions to help qualify or disqualify the prospect.

Find Prospect Pain

By developing your qualifying questions correctly, it helps to find pain when you go through them with the prospect. One of the important keys to developing sales scripts that sell is having the ability to find pain.

When a prospect presents no pain, there isn’t a reason for the prospect to make a purchase. On the flips side, the more pain that we are able to uncover, the higher the likelihood of the prospect to move forward with a purchase.

Build Interest

People sometimes think that the prospect will find out what your product is about and either have interest or not. This is not exactly true because there are many things which you can say about your product and your company to create interest as well as you can develop your sales script so that it contains powerful building interest points which are vital for creating sales scripts that sell.

Build Rapport

One of the major keys to success is building rapport because people buy from people that they like as well as establishing rapport assists in getting the prospect to be responsive, share information, and be in agreement to commit to the next step. There are some small things which can be added to develop sales scripts that sell.

Build Credibility

Building credibility is often skipped. When trying to develop a powerful sales script, you it is helpful to include name drops as well as customer examples which help to establish your credibility early on and this develops sales scripts that sell.

Launch Pad Solutions provides a sales script development tool that helps to create sales scripts that sell.


How to Develop Good Phone Scripts

Tuesday, November 27th, 2012

phone scriptsA sales person can make a big difference by writing good phone scripts. The following are key things that you’ll want to include when creating your calling scripts.

1. Identify your value

A step that is often left out is language which communicates the core value being offered.  Often we will discuss the company that we’re representing as well as the products that we’re selling, but that doesn’t communicate the value that we’re offering.

How will your products or services be beneficial to the prospect? It can be broken down into three separate categories: technical, business, and personal.

Determine the benefits and value that you’re offering and include some statements which communicate this in your phone scripts.

2. Outline some qualifying questions

We could try to sell to everyone that answers or takes our sales calls. Realistically, not everybody is a good fit. When someone isn’t a good fit and we try selling to them, we stand to increase the chance of wasting time by speaking with prospects which have little chance of buying anything.

By including a few light qualifying questions in our phone scripts, we can help to avoid that.  Also, have those qualifying questions makes our cold calls more conversational as well as helps to decrease your prospect’s guard.

3. Gather some common pain points

To be effective at telesales, it is important to have the ability to uncover pain that the prospect is experiencing. If pain isn’t present, they won’t have a true reason to purchase from us and they won’t have a reason to keep speaking to us.

Including some common pain points in your sales scripts that other prospects have experienced is a great way to uncover pain. Create a list of good pain points and share those with your prospect to determine if they can relate as well as if they’re experiencing anything similar.

4. List out some statements that can build interest

You will need to build some level of interest in order to keep prospects on the phone and get them to commit to future steps. While generating complete interest can be challenging and time consuming, there are ways to trigger initial interest over the phone while speaking with prospects.

Developing a few powerful building interest points is a great tactic to use here.  They can be used towards the end of your phone scripts to attempt to hook the prospect before going for your close.

5. Focus on the next step

There’s always something to close when speaking with a prospect. It might not be closing the sale in the first few conversations, but you’ll still need to close for the next step in the process.

Identify the next step in your sales process and focus on that at the end of sales scripts.

Launch Pad Solutions provides a sales script tool to help sales pros with building phone scripts.


Habits of Successful Salespeople

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.


Top Sales Tips that You Need to Know

Wednesday, October 31st, 2012

top sales tipsBelow are top sales tips that can have an immediate improvement in your sales results. They are very easy and practical to implement regardless of your level of experience and knowledge.

Use a Sales Script

Having a very negative impression of using a sales script is very common among sales people. This is partly due to many people think of a script being a long document that we read from and dictated word for word.

In reality, a sales script can be as simple as a bullet point list of questions and statements that we go through when speaking with prospects. It greatly improves our execution by having the list.

Prepare for Objections

Objections will be faced throughout your sales process. Prospects may say they are not interested, they are not looking to make a change, or that your prices are too expensive, it is definite that you deal with these responses.

Simply preparing for these objections is one of the top sales tips. Realistically, there are only between 10 to 15 objections that you will repeatedly run up against.  Due to this, we can easily list out the objections that we anticipate and proceed to script out the best responses.

Focus on Qualifying

It is easy to find ourselves trying to sell everybody with the ever present need to find business and close deals. The poses a challenge due to not everybody is a good prospect for what we are offering which can lead to us wasting time speaking with prospects that have a very low probability of buying.

By using the tops sales tips to go from chasing everybody and shift towards qualifying prospects, we will look closer at prospects and be more selective with prospects that we spend our valuable time with. In using this step alone, you can improve your pipeline management and close ratio.

Try to Find Pain

Always trying to find prospects that have some level of pain around the products and services that you sell can improve results. Ask them, Is everything great, just OK, or could be better?

Finding pain is key due to if there is not any pain, there will not be a valid reason to make a change, resulting in things stalling out as the prospect might not have the justification to move forward. This is even if you have been persuasive enough to get meetings and create a lead.

Effectively Collect and Manage Information

Likely information is collected with every prospect interaction. Whether it is collected while doing research before sales calls or it is gathered from prospects directly. By being better at gathering and managing this information, it will make all of your discussions more productive and that leads to better lead generation.

The top sales tips discussed here will help you to obtain more information around your prospects. You can use many different tools and processes from there to ensure the information can be easily accessed throughout the sales cycle.

Launch Pad Solutions provides a sales script tool helping sales pros to implement the top sales tips.


Powerful Questions for Sales People (Part I)

Thursday, October 4th, 2012

Questions for Sales PeopleFollowing 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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How to Maximize Sales

Wednesday, September 26th, 2012

How to Maximize SalesEvery business owner has how to maximize sales as a top priority and there are many areas that can be worked on to be consistent and successful in accomplishing this goal. Improving the people that are on the frontlines selling is an area that time and effort can be spent.

Hire Good Sales People

A critical area which often doesn’t get enough attention is trying to make the best hire possible in terms of the sales resources that are added to the team. Selling and running the business is what most sales people and managers want. Due to recruiting and interviewing being a distraction from that, we can be not as thorough in the vetting process.

We can stand to get hit in a couple of areas in terms of costs when we don’t hire the right resources. The first cost is we can spend a tremendous amount in terms of staffing and training on someone that doesn’t produce or stay for a long period. Secondly, the other and more significant cost that hits us is the opportunity cost from all of the deals that are missed and lost while we don’t have the optimal resource in place.

Spending more time and being more thorough when looking to add or replace sales resources and improve how to maximize sales is the solution. It is important to add more steps to the process, use more structure in the questions and analysis as well as look at both qualitative and quantitative metrics.

Provide Solid Sales Training

With the right resources in place, what is the process in place to get their level on knowledge and skills where they need to be for how to maximize sales? Is any type of sales training program and process in place?

Commonly, sales managers and business owners hire sales people that have experience and have the mindset that they have experience and know what to do. In reality, they may be new to the company and the industry and there is training needed in those areas. Also, in the area of sales skills, there is always room for improvement and development.

Provide Direction through Sales Coaching

The grooming of sales resources does not stop when the direction and knowledge has been established. There is a need to continue to develop and guide through sales coaching.

With sales coaching, there is an ongoing activity where we work with the frontline sales resources to identify goals, problems, opportunities, and more. Likely, you can have more clarity with how to maximize sales by continuing to work with the resources to make sure they are progressing and staying on track.

Minimize Sales Staff Turnover

When the right resources are in place, and you have invested a large amount in them in terms of training and coaching, and they are now producing, this results in you doing everything you can to keep those resources and minimize sales turnover.

Sales staff turnover will always exist, but there are things that can be done to minimize it. Such as consistent management, well structure compensation plans, empowerment, communication, and coaching to decrease turnover.

Launch Pad Solutions provides sales coaching helping business with how to maximize sales.

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Handling Objections in Selling

Wednesday, September 19th, 2012

One of the main critical things for being successful is being great at handling objections in selling. This is important due to objections will definitely arise throughout your sales cycle.  The following are three objection handling options.

Comply with the Objection

Complying with the objection is always an option.  This is generally in order to agree or give in to the objection.

It is imperative to realize at some point, complying with the objection is the best way to go. At this point, we could cause damage to the level of rapport with the prospect if we continue to try to pursue other objection handling options.

Using complying as our initial objection response every time will lead us to minimal sales results.  One way in avoiding this is to attempt two or three approaches to alleviate the objection before complying.

Overcome the Objection

Overcoming the objection is another avenue that we have when handling objections in selling.  This is simply in order to attempt to defuse or resolve the objection.

By trying to overcome an objection, you are trying to change a prospect’s mind and that can be very challenging.  There are certain periods where trying to overcoming an objection makes sense, but at other times, it does not.

Taking a little time to plead your case is vital in changing someone’s mind in order to be effective. Trying to overcome an objection during a cold call can be a very low probability direction.  Simply, there isn’t the time and attention from the prospect that is needed to truly be effective at defusing the objection.

When you are in more formal meetings and discussions with prospects, trying to overcome becomes a good option for handling objections in selling.  During a demonstration or presentation, if an objection arises, you then have the time and attention that you need to really face the objection head on and give a good try at resolving the prospect’s concerns.

Redirect the Objection

Redirecting the objection is a third option for handling objections in selling.  This is simply in order to redirect the conversation into a new direction.  Following is an example of that:

Prospect: “We are already using something for that.”
Salesperson: “Oh great. Do you mind if I ask what you all are using today?”

We did not comply and move on in the above example. Also, we didn’t attempt to overcome the objection in order to convince the prospect that they should change.  What we did do was we kept the conversation going by asking a question that redirected away from the objection but stayed in a related area.

When facing objections in cold calling, redirecting is an ideal strategy.  There isn’t time to effectively deal with and respond directly to an objection at that time.  Redirecting will improve your ability to keep conversations going which helps to improve results.

Launch Pad Solutions provides web-based sales training to help with handling objections in selling.

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How to Measure Sales Effectiveness

Saturday, September 8th, 2012

The management of a sales team can be greatly improved by knowing how to measure sales effectiveness. You will not have the information you need to make the minor adjustments to help increase your sales, if you don’t know what individuals are doing well and what areas need improvement. Following are six areas to observe when measuring sales effectiveness.

1. Sales Revenue

The obvious point is to use sales revenue to measure results. Every sales manager presently uses this metric to measure performance. Importantly, where the problem lies is that many sales leaders only look at this metric when managing a sales team.

There could be negative impacts in the areas of turnover and employee development due to a manager only rewarding and reprimanding based on sales revenue results. Long-term sales revenue will not be maximized when turnover is high and employees are not growing.

2. Activity Levels

When figuring out how to measure sales effectiveness, we can look at activity levels. Where the number of cold calls leads to a number of appointments which leads to the level of lead generation there’s definitely a sales funnel at play.

One way to provide very valuable data that should be factored in when measuring sales performance is to use a system to monitor and track activity levels in terms of calls made, appointments set and completed, and leads produced.

3. Hours Worked

How much is the sales resource working? This is a key question as many sales positions have certain amounts of freedom from a lack of fixed hours and schedule. Is the sales resource putting in the right amount of hours per week or taking advantage of this freedom?

Of course, a manager might not care how much time is being put in if the sales resource’s performance is well. If performance could be better, this is an area that could explain what is going and is fairly easy to adjust.

4. Productivity

You get a metric of productivity by dividing the activity by the hours worked. A very important metric to look at is how to measure sales effectiveness as it can show if the resource is efficient and working hard.

There may be a reason to look into what the employee is doing if the activity levels are high, but it takes too many hours to get there.

5. Sales Messaging

It’s not enough to just look at how hard and how much the sales resource is working. It is also necessary to measure as well as monitor what they’re doing while they’re working in terms of sales messaging.

When talking with prospects, are they saying the right points and asking the right questions? Having the wrong messaging, no matter how hard they have worked, will not yield the best results.

6. Tactics and Techniques

Lastly, the thing to look at with how to measure sales effectiveness is identifying if the sales resource is using the right tactics and techniques. Is the resource utilizing the tactics and techniques they have been trained on?

Launch Pad Solutions provides a sales script tool that helps with how to measure sales.

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How to Enhance Sales

Thursday, September 6th, 2012

Many business owners and sales managers continuously pursue trying to identify how to enhance sales. The great thing with that is there are well-defined and practical adjustments and investments that can be made to improve sales results.

Decrease Sales Staff Turnover

Sales staff turnover will always exist at some level. The problem here is that in many sales organizations, there is commonly a continuous cycle with sales people always coming and going.

Turnover in the sales force is one of the most expensive factors that can hit a business. Not only is it costly to recruit, hire, and train new resources, but there is also a tremendous amount of opportunity cost that can occur from business that is lost or missed.

There are some very well-defined and practical adjustments and investments that can be made to increase sales staff retention and that is one way to assist with how to enhance sales.

Utilize Sales Training

Sales differs from other business functions by the fact that it is a skill, something that can be learned and continually conditioned.

Some companies focus less in the area of sales training or they provide sales training when a new sales resource is hired.  The problem with that is in order to achieve how to enhance sales, sales skills need to be continually conditioned and improved.

Implement Sales Coaching

The terms, sales training, sales coaching, and sales management are commonly intermixed. And while all are parallel, each is different and serves its own purpose when driving toward how to enhance sales.

Sales coaching differs from sales training by it is typically provided on a one-on-one and recurring basis with sales professionals.  For instance, a sales coach meets with a client for 30 minutes once weekly or for an hour once monthly.

A sales team can have more comprehensibility as to goals, challenges, and direction by facilitating and constituting sales coaching.  Brainstorming, action planning, and progress tracking are practices that have immediate improvement on sales results.

Augment with Sales Outsourcing

Multiple companies have aspiration for expansion which is greater than what the existing sales force can facilitate due to scalability challenges.  One workaround, sales outsourcing, is essentially partnering with service providers to get external resources to help with part of the sales cycle.  Lead generation, cold calling, and appointment setting is typically the area that businesses outsource.

Launch Pad Solutions provides sales consulting helping businesses to identify how to enhance sales.

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How to Achieve Sales Revenue Maximization

Friday, August 17th, 2012

Reaching sales revenue maximization is a common goal for business owners, sales managers, and sales professionals. Here are a few things that can be done drive progress in this area.

Increase Lead Generation

In order to maximize and increase sales revenue, there must be success in the area of generating leads. There are key things that can be changed and invested in to drive the quantity and quality of leads.

Focus on Networking

One of the quickest and most effective ways to trigger lead generation is to invest time and energy into professional networking. This is not only a productive way to find and connect with prospects, it is also a great way to establish referral partners that can send leads to you down the road.

Improve Cold Calling

There are many challenges that come when performing cold calling. But when done correctly, cold calling can be a key to sales revenue maximization.

Outsource Cold Calling

Cold calling can not only be difficult to successfully do, it can also be expensive from a management and execution standpoint. One way to decrease costs in this area and improve results at the same time is to outsource the responsibility of cold calling to an external service provider.

Groom Sales Resources

In order to achieve sales revenue maximization, it is critical to groom and improve the sales resources of the organization.

Continue to Develop

The profession of sales truly is a skill. And with that, it is something that can be learned and improved.

There is always room for growth and, in order to maximize results, it is important to continue to develop the level of sales knowledge of the sales resources. This can be accomplished through a mix of sales management, sales training, and sales coaching.

Minimize Turnover

It is also just as critical to be able to retain the resources and minimize sales staff turnover. When you factor in all of the business that is lost when sales people leave, sales turnover can be one of the biggest costs for a business.

Drive Efficiencies

In order to achieve sales revenue maximization, it is critical to make the sales efforts and team efficient. One way to make the sales process more efficient is to digitize customer and sales information. The common way this is being done today is through the use of a customer relationship management system. But the key here is getting the sales team to fully utilize and embrace the software.

Another way to drive efficiencies is to automate where possible. Whether it is automating sales tasks like sending emails or automating sales training, every step that can be automated means an additional step in front of a client can be added.

Launch Pad Solutions provides web-based sales training helping with sales revenue maximization.

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