I recently participated in a week long international training program. As part of the group there was a mix of people from several countries and job roles. Thankfully the language of the day defaulted to English. I often reflect on how the sales process is just about bringing value and building trust. As the week progressed colleagues (but still strangers) worked on projects for the class. We traded stories and learned about each other as ventured to solve the project challenge of the day. We slowly found commonality and friendship. I hope to think that the sales process follows a similar course, no matter what language you speak.
Category Archives: Persistence
Sales Around the World
Filed under Best Practices, Business, Ethics, Persistence, Quality, Sales, Uncategorized, Value
What’s so different in sales now?
If you’ve been in sales for a while you’ve noticed the change, or maybe you haven’t. Attention spans are in the milliseconds. You need to be able to interupt the constant noise and velocity of each days events with a reason for your client to consider a new idea. It may be the best idea or solution in years. Unless your client is listening and receptive to your opportunity may be put off or lost. The barrage of information that is being directed at everyone is astounding and is a test of patience and time management. Don’t give up yet they probably weren’t ready to receive the gift of your solution. Maybe a timely email or personal note may make the difference. It’s interesting how a marketing flyer that you threw away 4 times prior will sometimes spark interest the 5th time. It goes back to the some of the sales essentials: persistence, creativity and professionalism.
Filed under Best Practices, Business, Marketing, Persistence, Sales, Value
Promises Kept – Creating Good Surveys
How do you know your product, your program or your service is delivering on the promises you made to your customers? Your sales people say the offering is great, your literature enforces that message and your customer buys, however, what about buyer’s remorse, or the following days, weeks, months and years; are your customer’s still happy about the promise made?
One way to find the answer to these questions is to create a “good” survey; by the way, the other is to pick up the phone or to visit in person and ask.
This short article provides 10 good keys guaranteed to deliver a really good survey.
- Develop a set of objectives – “what do you want to know”. So, many organizations and people skip this step. They immediately jump in and begin to consider the questions they want to ask.
- Clearly state the intentions of the survey. It is important to communicate the intentions of the survey to both those taking the survey and to those asking to have the survey created.
- Present surveys in an organized layout, include instructions and keep it short. Layout, layout, layout, we, the human race, think visually first! So, be sure the layout is inviting. (Right-side of the brain thing)
- Structure survey based on the information you are looking to capture. Order and/or group the questions. If you took care of the layout, then this addresses the left side of the brain.
- Use different question types (“fixed responses” and “open”). Mix it up. You know, as a consumer of digital information we have a very short intention span.
- Ask one question at a time (no “double” questions). Be precise with your questions.
- Don’t ask for personal information. This is off limits on many levels.
- Do not bias your questions. Do you really want to know what your customers are thinking; then be sure to objectively present your questions.
- Ask questions that can be answered. Remember K.I.S.S.?
- Before using survey review against your objectives and test. Now, before you hit the publish or print button – review!
Follow these steps and you WILL have a good survey. Good luck on finding out if your customers think you kept your promises.
Filed under Best Practices, Business, Ethics, Marketing, Persistence, Quality, ROI, Sales, Uncategorized, Value
Inside and Outside
Sometimes much of your sales effort can take place internally. Understanding your customers environment, needs and budget is only half of the process.
Once you have arms around the right solution you may need to gain support for your recommendation internally. Although you know the specific challenges and limitations of your customer. You may still need to convince your organization of the value of your potential client’s business and long term relationship possibilities. You also need to remember the value your product and or service. All the late nights and effort to bring an equitable solution to bare should bring reward to you. Ultimately you are in the business of solving problems.
Filed under Best Practices, Business, Persistence, Sales, Value
Selling on Assumptions
If you’ve been selling for a while you’ve probably had just about every scenario happen in a sales cycle.
At least you think you have until you see the latest one. The key is to remember and to learn from them.
Most of these aren’t premeditated by corporate ninjas to throw you off or to make you crazy. It’s the 21st Century. There are more complexities and distractions than ever. Everyone is busy. Don’t assume and think the worst. If your positive, professional and proactive you can prevent a lot of anxious waiting and unfortunate outcomes. Check and double check. Anticipation is part of the fun of sales. Right?
Don’t forget some of the best stories come from the adventures of sales people.
Filed under Best Practices, Business, Persistence, Sales, Value
What motivates you?
It’s been a long day or late night. The month or quarter is winding down and you need 2 more deals to close. What do you do to crank it up. Whatever it is focus on it. A long awaited vacation, a big screen, a new car. Get a picture of it and hang it everywhere. Motivation books on CD, Music that shakes the ceiling. Maybe it’s the family. Get the photos prominently displayed. You have the confidence and skills. Reach back and get the energy. Find out what motivates you and use it to drive you forward.
Filed under Best Practices, Business, Persistence, Sales
It’s not over till it’s over.
How many times have you seen the 2 outs in the 9th scenario. Your team is down by 3 runs. How can they win, but they do. The same thing can happen in sales. You’re in a head to head competition for a customer’s business and your competition is chosen. Do you follow up with the customer and wish them luck and express gratitude for having met them or just walk away? Don’t forget your competition still needs to deliver. I’ve seen it several times. In their all out effort to win the deal your competition promises something they can’t deliver. Make sure you’ve followed up and maintain a good relationship with the customer. There’s still a chance they may come back to you. It’s not over till it’s over.
Filed under Best Practices, Business, Ethics, Persistence, Sales
Success Breeds Complacency.
This quote by Andrew Grove is well known to most good salespeople.
You better not forget the basics of keeping your pipeline stocked with new leads, opportunities and forecasted deals. If you let up or think you have things well in hand, it opens the door to complacency and failure. Remember the sales cycle and it’s twists and turns. It’s good to have a healthy paranoia.
Filed under Best Practices, Business, Persistence, Sales
Working on the right sales opportunities.
Are you working on the right sales opportunities? Do they fit your customer profile? You can waste a good deal of time if you haven’t properly targeted your audience. If you have control over what customers to call on, don’t just call the well known ones. Everyone calls them. Call the ones that come in under the radar. Many companies have the same issues and pains. It makes it a lot easier if they are all in the same vertical space, but many times you’ll find the only difference in verticals is the acronyms being used. There’s plenty of information out there on the challenges that face certain industries become an expert on those and how your solution resolves them. If they are hiring a lot of people there could be expansion plans and may need your help. Check press releases, acquisitions, and events that they attend. Believe in your solution and its value, engage and never give up.
Filed under Best Practices, Business, Persistence, Sales, Value
Good Salespeople Never Give Up
Non-Salespeople always ask me when do you give up and stop making calls? They stop after leaving 2-3 messages. They don’t want to appear to be over aggressive or annoying. The traits that most C-Level executives look for in there own salespeople is tenacity. Although most will do whatever it takes to avoid salespeople from other companies. Ultimately as long as you are polite and professional you have the green light to keep calling. Executives are very busy and have full schedules. Most will applaude your persistance when you finally do make contact. Just make sure you have a valuable message/solution for them.
Filed under Best Practices, Business, Ethics, Persistence, Sales, Uncategorized
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