Without sales training, your team can struggle and business growth can become stagnant. This can turn into a real problem as the more experienced members fall into a slump. A great way to keep new and seasoned team members sharp is by having training on a recurring basis.
By doing so, your team will learn from past victories or failures while they are fresh in mind. Continual development can give teams a rounded knowledge so they keep motivated, hit targets, grow the business, turn appointments into meetings, present and close more business.
6 Advantages of Training your Sales Team as a Team are:
1. Your training course can become a Team Building event
2. Corporate rates for groups normally work out cheaper per head
3. You can work with a provider and focus on the specific needs your Business and tailor the course to your needs
4. Training can take place at your premises, a venue of your choice or the providers facilities
5. Group training can offer better flexibility for you to control the duration and time scales of the courses
6. Delivering a course that has been tailored to the group enables you to monitor your learner’s outcomes in the workplace related to their job roles
For over 25 twenty years we have had the pleasure of working with some of the world’s leading companies, helping them to gain efficiencies in their businesses.
Whether we come to you to train your team as a team or you join us on an open course our role is to help you clearly identify your goal and provide the inspiration, motivation and training, to help sales professionals be the best they can be.
The other day I was asked how I would handle the Too Expensive Objection and decided this would make a useful blog for Sales People in my network so here it is!
First of all, remember the golden rule “Don’t Negotiate until sold” Do a worth analysis to find out what it is worth before you tell the customer how much it cost and don’t talk about cost only talk about saving.
Simple example would be: you know your product is £20.000 You ask the customer questions to establish the fact that the problem is costing them £25,000. You then say we may have a solution and if it is acceptable to you it could save you £5000.
Would you like to see the solution?
You only talk in terms of solutions and saving. Never cost and Price.
Focus on what it’s worth not what it costs. Remember so long as it is worth more than it costs then it cost them nothing to do it.
The worth analysis is THE BEST WAY to handle the price objection.
So here are 26 great ways to handle those objections……
Selling against competition
Sell the difference. If you are £10 and the competition is £9 you don’t have to justify £10 all you need to do is sell the difference and that is just £1
Below are 3 Questions and 41 responses you may find useful.
It is Too expensive
1. As compared to? 2. How do you mean? 3. In relation to? 4. Tell me why do you say that?
I have had a better offer
1. Tell me about it. 2. How do you feel about that offer? 3. What exactly have you been offered? 4. What is included in that offer? 5. What model is that? 6. What are the performance figures? 7. What are the running costs? 8. Out of interest, why didn’t you accept that offer? 9. What concerns you about that offer? 10. Given that you know we can’t get down to that price, what are you looking for in terms of quality, service and reliability? 11. If we were both the same price what would be the advantage to you in going with us. 12. Tell me what’s more important to your business, the price of the machine or its ability to do the job for the next ten years?
Why don’t you take it?
1.If you cut back on the quality of this raw material, then you cut back on the quality of the service you give to your customers. And that’s where the real profit is in your business isn’t it?
2.Why don’t you take it?
3.You know Mr Smith you’re only going to replace this once in the next five years. You want it to be the most reliable component you can get, don’t you? Why don’t you take it?
4.What we’re talking about here is an investment in your business. And your business deserves the best, doesn't it? Why don’t you take it?
5.But you wouldn’t let that stop you having the most reliable components on the market, would you? Why don’t you take it?
6.You have worked hard to but this project together and you want to support it with the very best, up to date electronics you can get, don’t you? Why don’t you take it?
7.You know that Quality is remembered long after price has been forgotten. And quality and reliability is going to be vital in this operation. Why don’t you take it?
8.You can always buy cheaper, but you can’t buy better. And you do want the best you can get don’t you? Why don’t you take it?
9.I understand you want value for money Mr Smith. Let’s look at where the value and the savings are for Smith & Co.
10.It’s an investment in the quality of your business and the quality of service you give your customers. And that’s Priceless, isn’t it? Why don’t you take it?
11.If you cut back on the quality of your components you cut back on the quality of service you give your customers and that’s where the real profit is in your business Why don’t you take it?
12.You know Mr Smith, looking at your building, your offices your car. You’re not a man that buys on price. You want Quality and reliability. And this is the best there is. Why don’t you take it?
13.I understand the design engineers preferred us because we support them from conception to completion, and see us as unpaid members of their team.
14.I understand the Manufacturing Managers prefer us because of continuity of supply, don’t they?
15.I understand that because of or availability you have been able to reduce your stock holding, and free up cash for other projects, haven’t you?
16.I understand your failures in production, reworks and warranty claims have been reduced £XXX because of the quality of our components. That saves you both Time and Money, doesn’t it?
17.I understand you have some issues getting your products on time from China. Don’t you?
18.I understand you have had some quality issues with Chinese components recently.
19.I understand our technical people were a great help to your design team on the xxxx project. I guess that’s why they want to stay with us.
20.I understand you have to place minimum order quantities AND pay up front from China don’t you.
21.What’s more important to you saving 1p on the component or not having to carry stock?
22.What’s worth more to you 1p on the component or reducing failed in process?
23.What’s worth more to you 1p on the component or its ability to work at that temperature for the life of the product?
24.What’s worth more to you 1p on the component or not having to place minimum order quantities.
25.What’s worth more to you 1p on the component or not having to pay up front from China?
CLICK HERE For list of Great Sales Training and Negotiating courses
In Sales? Looking to Smash your Target?
Having worked for over twenty five years with outstanding Sales Professionals across a wide range of industries, selling every conceivable product and service I would like to ask you…..
Would you like to:
Increase your sales and profits
Become an outstanding Sales Professional
Open more doors
Close more Sales
Grow your Customer Base
Increase your Earnings
Here are my 5 top tips to help YOU develop your sales skills
1. Really sell yourself - people buy from people
2. Develop your listening skills – listen more and speak less
3. Understand the psychology of selling
4. Tighten up your objection handling
5. Make sure you are following up your leads - this is so important
NOW if you want to, Find new business! Close more deals! Make higher value sales!
Take action…. Be proactive….
Mike Le Put says "I teach practical skills which are proven methods of increasing your sales, If that's what you need then this is Definitely for you"
Find out about today about a 2 Day Successful Selling Skills Course in Bury Manchester CLICK HERE
Don't just take my word for it....
These are quotes from previous delegates who have attended the 2-day Sales Training Course in Bury Manchester.
“Very insightful and great for all levels of Sales Experience. By far the best training session I've attended, Nicola Hatton Midland HR
"Very Interesting and informative as always. Learnt a lot & many things I will put into practice which, I am sure will make a huge difference to my success in the future. Andy Widdowson. Mosca Direct
"Thank you for looking after the new staff last week. They thoroughly enjoyed the training with you. I've already seen a big difference in their attitude towards sales and tough challenges. They've come back with new ideas, energy and new confidence. You're a genius!" Duncan Ross, AVA
" Extremely useful knowledge. I have so many take-aways that will stick with me for years to come. Nicole Brisebois. LDM Global.
Best Problem Solving Techniques
Find about the best problem solving techniques
One of the most powerful techniques for problem solving is to focus on the Problem not the solution.
Let me explain.....
The best way to get a good solution is to have lots of solutions to choose from. Unfortunately, many people bring you a single solution disguised as the problem.
They may say “My problem is I need a kettle.” Only one solution provide a kettle.
If they had said “My problem is that I need to boil water” we could have provided many solutions.
A Manager may say “My problem is I need More People” Only one solution get more people.
If the Manager had said “My problem is the people I have cannot do the work with Skills, Resources and Procedures we have in place” We now have more options available to solve this problem.
I remember running a problem-solving course for a successful company in Hull. The Distribution Director ‘s opening statement was this “My problem is I need a new warehouse “ You can see this is not his problem, it’s what he believes to be his single solution.
We solved the problem by re-designing his warehouse, installing high lift, narrow-isle trucks and introducing stock rotation systems.
The result was a 42% increase in storage space, a 20% increase in efficiency and a saving of £2 million on the original solution of a new warehouse.
There are many steps to problem solving but the most important is to Clearly Identify the problem.
Next time a person comes to you with a problem, ask yourself has this person given me the problem or have they given me what they believe to be the solution.
Apparently, the average UK adult spends 26 hours a week watching television. I’m not against watching TV but I know there will be people in the UK saying ‘I wish I could learn how to play the piano, but I just don’t have time’. But here is where they are wrong - they do have the time, they just choose to spend it watching TV.
I often give this analogy when people ask me what the secret to sales success is, and I conclude with - you need to find the time for success. Yet the reality is often, ‘I need more time’.
First of all, there is no more time. Low and high achievers all get 24 hours a day. Secondly, yes there isn’t enough time to do everything, which is why you need to learn to prioritise effectively and be aware of which actions will enable you to develop a plan and ultimately achieve your goals.
There are two easy steps to help you overcome this.
Step one is to set your goals - whether this is to sell three times more than you did last year, become a managing director even run a marathon – anything is possible if you know what you’re striving towards. This seems like a simple solution but many people make the common mistake of not setting goals and wonder why they fail.
Step two is to simply develop a plan, because it will help drive your motivation and you’ll succeed as a result.
High achievers have clearly defined targets and plan their time to achieve this. You can’t create more time but you can control your environment, your procedures, your habits, and only you can allocate the right amount of time to reach your goals. It’s your life, your future, and your time for success.
So if you find yourself thinking or saying, ‘I don’t have time’, ask yourself what you are doing or about to do which is taking you away from your goals?
Finding the Time for Success - What next? – Take action….
CLICK HERE to find out you can set your goals and save time
The question now is how many off each do you need to achieve in order to hit target. You will get this figure by analysing your conversation ratios at each step. Once you have the total numbers you now divide this between the Sales people so that each one can do their part.
Remember these 4 things...
What gets monitored gets done, and inspect what you expect.
If you don’t inspect it, they think you don’t respect it and they stop doing it.
The carrot is bigger than the stick. So catch your people doing things right and praise the procedures you want repeated.
Recognition is a massive motivator.
Once you have set your targets and your key result areas you need to look at the resources you have. List out everything you have as a resource and score yourself on a scale of 0-10 in terms of how well you use those resources.
List out all the core competences your sales people need in order to achieve your targets. You are not looking for weaknesses you are looking for areas of development. As the market changes the skills that your sales people need will change and it is your job to ensure that they have the new skills.
As Sales Manager will also need new skills in the areas of Leadership, Coaching, Mentoring.
You may need to develop your ability to recruit the very best people.
Here is a question for you.
Who sets your standards?
Well the answer is... You, Your Customers and Your Competitors.
No company’s stand still. You are either growing or dying. If you are standing still and your competitors are growing you are dying by comparison.
As Sales Manager you are in control of the powerhouse of growth and development because you are in charge of sales and without sales the company has no growth and development.
Most of all you need to be the role model.
The question is what kind of team will my team be if everyone in it is just like me?
The difference is you…
Why not join us on the next Sales Managers’ Masterclass? CLICK HERE For details
Written by Mike Le Put – MLP Training
Top Strategies for Account Development.
I define what a Major Account is in terms of Turnover, Location, Product lines, Payment Terms, Profit, & Growth Potential.
So, if you are an Account Manager then you will need to identify a number of factors that will enable you to be more focused and successful in your role.
Let’s start with our 4 top strategies for Account Development
1) Define what a Major Account is in terms of Turnover, Location, Product lines, Payment Terms, Profit, Growth & Potential. 2) Look at your existing accounts and see how they stack up. 3) Ask yourself “What Is my Major Accounts Target and will I make target from this list? 4) Do an account audit on each account consisting of at least 20 questions
To get you started you could include questions like these:
- What is the size of this account as a market? - What is our Market share? - What are the Customers goals? - Can we name the Key People in terms of Money Authority & Need? - Do we have access to the Key People? - Do we have a Contact Strategy? - Who are our competitors? - What is our USP? - Do we understand the Decision process, Budgets and Financial justification? - What is our GOSPA. Goals Objectives Strategy Plan and Action? - What is our ROI goal? - Who should be the Account Manager?
80% of your business could be coming from 20% of your customers that means your need your best people working on these accounts.
Major accounts are different.... they are based on the supplier having an in-depth understanding of what the customer needs.That means understanding the customers’ business the customers company structure and the customers’ goals.
It is also about building strong relationships and trust by working together so that the account manager is seen as a partner, an unpaid member of the customer's staff, a person they can trust and a person they can work with to the benefit of both parties.
It is about… Moving from an outsider… providing a commodity supplied on price and delivery.
To an insider… a supplier of extra value with a long term strategic partnership. A supplier that is work with customer and contributing to organisational & business issues
The Results are: -
- Economies of scale for the seller - Low risk for the buyer - And win win for both parties
A great Account Manager can Increase your Sales & Grow your business!
I wish you every Success with your Account development.
Have you ever heard a Sales Person say. “I lost an order to Toyota, Linde or Crown”?
These are all good lift trucks but I have never seen a Toyota Linde or Crown Truck that can take it’s self out of the show room go down to a customer, do a site survey, put a quote together deliver a presentation overcome objections and close a deal in order to sell itself.
The truth is that you did not lose the order to a Toyota, Linde or Crown. You lost it to a Toyota, Linde or Crown Truck Sales person.
Have you ever heard a Sales Person say. “ I lost an order to Toyota, Linde or Crown”? These are all good lift trucks but I have never seen a Toyota Linde or Crown Truck that can take it’s self out of the show room go down to a customer, do a site survey, put a quote together deliver a presentation overcome objections and close a deal in order to sell itself.
The truth is that you did not lose the order to a Toyota, Linde or Crown. You lost it to a Toyota, Linde or Crown Truck Sales person.
You got out sold. That Sales person is getting the Sales that you should be getting.
- customers only ever bought the cheapest truck you would only have one truck supplier
- customers only bought the highest quality truck you only have one truck supplier
So, IF you are looking for the difference it’s in the Sales Person.
The difference is not the truck it’s your ability to sell it.
The difference is YOU....
Mike Le Put... MLP Training CLICK HERE Sales Training details.
The Purpose of a Business
What is the purpose of a Business?
Doctor David McClelland of Harvard was quoted as saying the purpose of a business is to Get a Keep Customers.
True profit in any business comes from repeat business. Your job is to keep customers once you have them on board. This means the first sale is the most important. Customers will not want to return if they have not been happy with the first purchase. So do what you say you are going to do. And don’t make promises you can’t keep.
It is better to under promise and over deliver than the reverse.
Once you have the first sale you treat every sale as if it was your first sale.
- Dot the I’s and cross the t’s.
- Pay attention to detail.
- Treat every customer as if they are your only customer because as far as they are concerned THEY ARE.