Duration: 17 minutes
This program shows how to overcome six typical challenges faced by experienced sales people.
A great way to encourage positive sales skills and behaviours.
Challenge 1 - Never Enough Time
• Get organised
• Get database up to date
• Management system - follow-ups all organised
• Territory well mapped out, and logical
• Qualifying prospects - knowing they are the right person to see
• Take half a day to a day to plan, strategise and making everything very logical
• Use e-mail and voice mail
Challenge 2 - Lost Confidence
• Understand sales cycle of your product
• Keep list of frequent objections and best answers
• Get referrals
• Get out of 'Negative land of W' - wishing, wallowing, wasting time
Challenge 3 - Multiple Decision Makers
• Work with the person that has contact with the decision maker - find the best way to present your product
• Treat secretary as decision maker and sell to them
• Advanced probes - how the criteria for the decision is going to be made, what budget will you be spending on the product
Challenge 4 - Improving Presentations
• Change yourself - new suit
• Jazz up presentation - more visuals, tell a story, get feedback
• Story telling - use previous client examples and how they are using your product
Challenge 5 - Difficulty with negotiation
• Be strong, natural and friendly
• Workout minimum you are willing to accept
• Workout maximum you want to accept
• Workout target you will accept
• Avoid lack of preparation during negotiation
• Focus on needs not wants
Challenge 6 - Writing a Great Proposal
• Do it on the day you had the discussion
• Simple introduction
• Background on the problem
• Your suggestion or solution
• Cost involved
• Clear pricing including any extra costs
• Additional information
• Your credentials
• Keep it to 1-2 pages
• Offer additional products or services
Tips and Advice
• Keep a record of every time you got a sale
• Write down trigger that led to the sale - and the buying signal
• Change email subject after going back and forth to increase relevance
• Visit your clients not just to sell but to find out about their business
