Recently I was questioning a sales manager about the number of new sales interviews each of her sales team did each week. Her answer was that a week probably wasn’t the right duration – more like a month. When I asked how many they were doing a month the answer was that they would be
Recently I attended a business function where one of my clients introduced me to a business consultant. Upon hearing I was a sales trainer the consultant related how he had watched a couple of dvds on sales training over the Christmas break and decided that perhaps he could add sales training to his portfolio after
A challenge I hear from many salespeople and business owners alike is that there is never enough time to keep in touch with all their clients and prospects. This in turn leads to many lost opportunities and indeed lost clients. There are just two areas salespeople and business owners need to focus their time on
In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle. Today we will look at the key reasons salespeople don’t ask for the business. In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations finish without the
We have been looking at the key obstacles in the buyer’s mind which we need to answer before we can progress the sale. The first of these was the different needs of buyers depending on their roles within the business. We identified 3 potential buyer levels – Middle Management level Senior Management Chief Executive Officers
We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer. The next of the big five obstacles is “No Money”. Unfortunately for many of us in sales the majority of prospects we
In my last article we finished with a statement from Zig Zigler which stated – “Every sale has five basic obstacles – No Need, No Money, No Hurry, No desire, No Trust” Traditionally trainers spent a lot of time in showing tricky ways to overcome these obstacles/objections. The issue of course is when you
Following on from the last time when we looked at the introduction phase of the sales interview. Today I would like to focus on uncovering the buyer’s needs through the use of structured questioning. For many salespeople who deal mainly with enquires coming in this seems rather straight forward i.e. the buyer states the need,
In my last article we looked at the opening of the sale and the need to set the agenda for the meeting. This sets the scene. To recap – An agenda might look something like this: A brief statement about the purpose of the meeting and the likely outcome A value statement about our company
Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we are to be able to add any value through our solutions a way to do this is to set an agenda. By setting an agenda
