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Sales Process

I made this statement about the fact that it's not what we sell that makes us different, it's how we sell it. Although he had heard that Sandler rule before, he was taken back and asked me to repeat it several times. What he began to understand was that to differentiate ourselves in selling situations we often look at the features and benefits of what we're selling.

In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work. There are four key reasons why scripts don’t work.

Companies have a systematic approach to complete almost every task; from the production line to accounting and payroll. Companies rely on ........

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively. To empower your employees to do this, there are three major areas of focus to consider: Tracking and Analysis, Technique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).

Third-party stories, testimonials, case study, reviews, and other “social proof” can be a powerful technique in your sales toolkit. Storytelling carries a fair amount influence with your prospects and clients when done correctly. Stories can also redirect conflict, create an emotional connection, and help illustrate key features and benefits.

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

Corporate culture is a system of attitudes and beliefs that shape behaviour. Your corporation or organisation has its own cultural beliefs about change, how people view and respond to it. People may not even be aware that they have these beliefs but you can observe them clearly in behaviour and patterns of interaction. Is change an enemy, to fend off or invite into only the tiniest parts of the organisation?

If everyone on the rugby team had a different system and they all did things their own way, would the team mates and coaches or even the fans, understand what was happening? Would anyone have a clear picture of the outcome?

One of the biggest mistakes made by hardworking salespeople is the failure to prepare effectively for a sales call – not by packing a sample case, but by recognising the true goal of their efforts. Don’t just pack a sample case; think of a goal for each call.

When looking at growth through existing clients many salespeople take a linear view, which boils down to “sell them more stuff.” That’s okay, but that's a limiting view that reduces opportunities to both grow through existing clients and create clients for life.

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

Shaun Thomson, CEO of Sandler Training in the UK, reveals the top three reasons your sales team is demotivated.

Recently I worked with a consulting firm that utilizes the information we provide to help their clients with strategy implementation. This particular client company had a common problem that we often see in countless and varied organizations. There are no companies that seem to be immune to it.

As a buyer, what comes to mind when you think of the word, “Salesperson”? Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. In our experience, more than half of the salespeople out there don’t like selling and work hard to avoid looking like a ”typical” salesperson. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?

Watch the Numbers, Don’t Manage From Them

It’s now official: I am getting old. The moment happened when I was part of a conversation involving how entitled the Millennials are.

Have you ever been in a conversation that is headed nowhere fast? Where everyone is increasingly frustrated as both sides keep talking? We all have.

Do you ever wish you could be a fly on the wall of your local competitor just to see what they do behind the scenes to grow their business?

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today's buyer's journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success.

The traditionally more relaxed summer months present an opportunity for leaders to reset and refocus their organisations.

It’s a fast-paced world and today’s salesperson needs to be one step ahead of the prospect and working as efficiently as possible. In addition, we’re more connected than ever and clients and prospects expect quick turnaround times and faster response rates.

In selling to enterprise accounts, the sales cycles can be long and drawn out.

Enterprise pursuits pose many significant challenges for selling organizations, not the least of which is that these large, potentially game-changing deals attract the very best of the competition.