Is it Ever “The Right Time” for Your Buyer ?

By Tibor Shantotibor.shanto@sellbetter.ca (Renbor Sales Solutions Inc.)

SJP

If you prospect regularly, a common push back you get from potential buyers is “it’s not a good time”, or “the timing is wrong”, or any variations on that theme.  In some instances it makes sense, calling an accounting firm in the March April timeframe, or a school supply company in August; these are times those companies are busy executing, having made purchase decisions much earlier in the cycle.

With only 15% or so of your market being in play, that is actively out there “buying”, and 70% being in what is commonly called Status Quo, ostensibly not looking, it is a safe bet that 70% of the “time” the timing is not right.  I say ostensibly, because there is a lot of opportunity and buyers to be found in that large group called Status Quo, the fact that they are satisfied with their current state, does not mean they won’t buy, no matter what some pundits tell you.  Satisfied is a long way away from ecstatic; there is a lot of room for improvement and your offering between those two points, don’t settle for satisfied.  The problem is that too many sales people allow the statement about timing to throw them off or give up on an opportunity, not just for themselves, but for the buyer, and by extension the buyer’s company and objectives.

“75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.”  ‘Customer Loyalty Guaranteed’ Bell & Patterson

What the Status Quo prospect is saying is that they don’t have time to waste on another value proposition, or you history of accomplishments.  They want to know how to move past satisfied, which you could do if you could surface their objectives, and what they feel is in the way.

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SalesJournal.com Store: “Start with Why: How Great Leaders Inspire Everyone to Take Action”

By Simon Sinek salesjournal              BUY IT NOW!

“A powerful and penetrating exploration of what separates great  companies and great leaders from the rest.” -Polly LaBarre, coauthor of Mavericks at Work

Why are some people and organizations more innovative, more  influential, and more profitable than others? Why do some command  greater loyalty?

In studying the leaders who’ve had the greatest influence in the  world, Simon Sinek discovered that they all think, act, and communicate  in the exact same way-and it’s the complete opposite of what everyone  else does. People like Martin Luther King Jr., Steve Jobs, and the  Wright Brothers might have little in common, but they all started with  why.

Drawing on a wide range of real-life stories, Sinek weaves together  a clear vision of what it truly takes to lead and inspire.

Buy It Now!

4 Successful Sales Performance Training Tips to Increase Sales and Profits

By Erica Ronchetti  (JackDaly.net)

The following sales performance training advice is designed to increase sales and profits,images (1) and serve businesses as a strategic sales plan to win over new accounts, drive sustainable revenue, and improve overall sales performance.

Step #1: Sales Performance Training: New Clients 

Each sales person lists 30 top prospects in order of priority, in the horizontal column to the right, create another column and indicate the status of each sales account, and the sales prospecting activity over the previous 90 days. In a 3rd column, have your sales team to list the top hurdles preventing them from winning over the account, as well as ways to fix these problems. Add a 4th column—the targeted timeline for the sales win, and a 5th with action steps, i.e. who will do what to get the job done.

Step #2: Sales Performance Training: Old Clients

Expanding on Step #1, follow the approach described above for new clients, but apply to existing customers and accounts, looking at other product lines and locations that can be won over with inside referrals to make the most out of your customer base.

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The Real Reason You Should Practice Your Sales Pitches

By Linda Richardson (The Sales Thought Leaders Blog)

Presenting sales pitches can be a nerve-racking experience for anyone, even those who sell products for a living. Everyone says practicing the sales pitch will make things go smoothly. Yes, that may be true, but it is only half the truth. Practicing sales pitches not only requires practicing what you’re going to say, but it also requires you to receive feedback on the content, delivery, and structure of the pitch. [...Continue Reading...]

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Mistakes Are Better Than Regrets

By Tibor Shanto - tibor.shanto@sellbetter.ca (Renbor Sales Solutions Inc.)

If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because of a mistake they made attempting.

We worry about making mistakes when it comes to accounts, or meetings, usually unnecessarily so, and usually due to a lack of a proper pursuit plan, or process. Process here refers to a set of necessary and common-sense activities required to move the sale to close, executed in a logical and sequential stages, not something overly complex just for the sake of being complex, or more expensive. But the ‘process’ is not the end all and be all, as many mistakenly believe, it is the jumping point, the platform that allows you to act and measure progress and recalibrate when needed, but none of that matters till you act. It is when you act and make mistakes that you can correct, vary, and act again. Mistakes can be corrected, regrets you just carry around like so much luggage.

images (1)This unfolds with meetings as well, I often hear sales people say after the fact “I should have asked…” So why don’t they? One simple reason, they didn’t write their questions down in advance, and simply forgot, they didn’t want to look amateurish, but many buyers tell me they just see that as being prepared. More often sellers tell me they didn’t want to sound foolish asking such a simple question. What’s the old question: “do you want to be rich or look cool?”

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5 Things Salespeople Should Never Do

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When Forbes magazine interviewed Jill Konrath about what salespeople should never do, five “no-nos” immediately popped into her mind. But it was so fun thinking about them that she decided to run a NEVER-EVER contest. [...Continue Reading...]

Are We Having a Sales Conversation? Or Are You Making a Speech?

I didn’t want a speech.

I only wanted to buy.

I was motivated to buy, but then why couldn’t I buy?

It’s simple: The person I was talking to on the phone was determined to read through his entire script.

We’ve all been there as a customer and yet I have a feeling we have also been there as a salesperson. No finger pointing. Instead, I’ll point to myself and admit I’ve done it.

There have undoubtedly been more than a few occasions where I’ve talked too much and, as a result, sabotaged or delayed closing a sale.

Think about this: Do you want to buy from somebody who won’t shut up? No! Then why do salespeople talk too much?

I think it comes down to one thing: Insecurity.

Salespeople who talk too much are simply insecure and the way they deal with being insecure is by never giving up control. This means one thing. They do all the talking…and talking…and still more talking.

For your next sales call, try a few things.