If they can buy it over the phone then sell it over the phone.
However if they can't buy it over the phone don't try to sell it over the phone. The rule now is to sell the appointment not the product. One of the fastest ways for you to increase your sales is to increase your face to face time with customers.
If you can go from two appointments a day to four appointments a day you are in serious danger of increasing your sales by 100%.
Now, I didn't say every sales person should have four appointments a day the appointment target will change from industry to industry.
However, the principle remains that the more appointments you get the more you increase your chances of making a sale.
Many sales people are good in front of customers. The problem is they just don't get in front of enough of them.
Start at the end
Every great strategy starts with the end goal.
So how many sales do you want to make this year?
What is your conversion from appointment to order?
By knowing these two factors you can work out how many appointments you need make in order to hit target.
Identify the target audiences
The quality of the person that answers the phone is determined by the quality of the number you dial. Make a list of your target audiences in descending order of priority.
Develop a script for each target audience
You certainly do not want to sound as if you are reading a script. But if you only have time to say so many words they need to be the very best words. Remember sales people who develop powerful scripts get the most appointments. You need a different script for each target audience. Your script needs to have a polite conversation style.
It also needs to answer the three three key questions:
1. Who are you? 2. What do you want? 3. What's in it for me?
Write and rewrite your scripts and role play them with your colleagues before going live.
All great sales people know the best time to handle an objection is before it comes up. We have identified 14 standard objections that sales people face when
• Phoning for an appointment • We have also developed tried and tested ways to handle each of these • Don't hide from objections write them down and work on them so you are ready to handle anything that comes up
Make time for success
Because many sales people don't like phoning for appointments they tend to put it off. This is a big mistake. To avoid falling into this trap book an appointment with yourself to get this important work done. My advice is to block off one day a week to do your calls. Set yourself an appointment targets and stick at it.
If you have one successful day making appointments, then the rest of the week is going to be full of sales opportunities.
Get the next appointment before you leave
The best way to fill your diary with meaningful appointments is to get the next appointment before you leave the customer. Agree a contact strategy of when you should meet next. Controlling the future
As a sales person your job is to control the future. The appointments you make today will determine the Sales you make tomorrow.
• Decide today what success you want • Work out how many appointments you need to make • Identify your target audiences • Develop and role play the scripts • Have objection handling formulas • Make time for success • Have a contact strategy to get the next appointment before you leave
As Sales Manager, you are in control of the power house of company growth and development because you are in charge of sales, and that means growth and development.
It is you and your sales team that will drive the success of your business.
A product or service, no matter how well designed, will only succeed with great sales, and great sales teams are developed by great Sales Managers.
6 Key skills of Sales Managers of today….
1. Recruit Train and Motivate a team of high achieving Sales Professionals 2. Identify Key Result Areas 3. Increase Motivation 4. Increase Knowledge 5. Increase Sales 6. Increase Profits
It is important that all Sales Managers review and take stock of their skills, notice patterns of behaviours and challenges that they are finding hard to deal with. Being top of their game is crucial when managing a competitive department.
How to assess your skills and identify any skills gaps?
Define and list everything you do or should do in your job. They may include the following:
Recruiting Induction Product Training Sales Training Defining Markets Setting Targets Pricing Structure Motivating Coaching Mentoring Delegating
Make a full list of everything.
Take your list to the next level and define the competencies needed to complete each task. Now score yourself on a scale of 0 to 10 against each competency in terms of how good you think you are. Remember you need input from others, this could include your boss in a meeting or when you have an appraisal or you could ask your team when you are giving appraisals or in a meeting.
Once this is done, you will be able to see where the major differences are and then plan to update your skills with relevant courses, seek a coach or mentor for support. Also use the same process for each of your team, you may be surprised when you know the areas that they are not so confident or skilled in. MLP have been delivering courses for over 25 years here are some quick links you may find useful.
Change – Friend or Foe
It’s not always easy to predict what will happen in a commercial environment but if there’s one thing that has always and will always happen, it’s change.
Despite the inexorable nature of change, many businesses are not prepared for it and their employees often resist it, reducing the potential for positive outcomes and continuous improvement.
Successful businesses, however, not only embrace external change but actually embed proactive, positive change into their business culture, which enables them to maximise opportunities, manage risk and drive business development.
So how can you take control of change in your business and ensure that your entire team embraces it to maximise the potential for continuous improvement?
The first step is to define change and recognise its symptoms; in order to manage change you need to understand what causes it and what implications it brings to your business.
Organisations experience change for all different kinds of reasons: external forces such as market conditions, supply chain issues or technological advances can initiate change. Internal factors can also come into play, and these can include anything from implementation of new processes to a change of management team.
Many of these changes are foreseeable…some are not, but a business that has mastered change management at all levels will be better able to predict and drive change, using it to enhance the company’s performance rather than threaten its stability.
In order to take this continuous improvement approach to change rather than allowing it to become a cause for strategic drift you must not only master change as a business leader but must also tackle resistance to change throughout your organisation. While it’s human nature to be reticent about change, empowering your team at all levels to identify opportunities for positive change and then drive and deliver it will help to engender a culture where it is an integral part of positive business improvement. In this way, you can convert it from the enemy of the status quo into the catalyst for building a better business.
Developing this positive approach to change across your business will not only enable you to drive continuous improvement, it will also help to boost morale and motivation.
Why? Because an employee that feels part of something positive and can take a level of ownership for delivering change will see a greater sense of purpose in their job and will understand their role in the company’s success.
Creating that culture cannot happen of its own accord, however. Mastering change as a business means mastering change as a leadership team…and to do that you need to be able to analyse successful change, overcome resistance and lead positive change with good practice and motivation.
For your company to succeed in mastering change you need to equip yourself with the tools to lead and create a high performance culture within your organisation. Some of this is about attitude, strategic approach and management structures; many senior leadership teams can benefit from targeted training, however, enabling them to plan for change and embed positive cultures in their organisation.
The starting point is to recognise that change is inevitable and must therefore be part of strategic planning and a constructive approach to continuous improvement. So whether you are a business leader that has recently had to overcome resistance from you team or you’re a manager that would like to understand more about your own responses to change, learning more about what you can do to enhance your company might be the first positive change you need to make here
By Mike Le Put, Director, MLP Training
Key skills for Top Managers in any business.
How can you help every member of your team become an even greater asset to your business?
Coaching & Mentoring are development techniques designed to enhance the skills, knowledge and work performance of every member of your business team. They are techniques that apply to employees in all departments and at all levels.
Your people are your greatest assets and by supporting them through an established process of coaching and mentoring you will instil confidence and create a positivity that will lead to even greater business success.
Joining a good coaching and mentoring programme will teach you the skills required for both coaching and mentoring and shows the relationship between the two skills - how they complement each other, as well as the distinction between where and when you should coach or mentor.
Where coaching generally focuses on a particular task, some individuals need to learn mentoring which focuses on the whole person. Mentoring is about the guidance and support you can give to an individual that gives their career direction and purpose.
Coaching is a master skill of great Managers, Supervisors and Team Leaders. Having invested in recruiting the best people, the best Managers invest in coaching to develop, motivate and retain great people.
Become a Coach and Mentor learn from expert trainers and become the powerful coach and mentor that will strengthen your team and propel your business to greater success.
Develop your coaching and mentoring skills to:
- Be a powerful coach and Mentor - Find the good and great in every member of your team - Help them set development goals - Help them gain high self-esteem and confidence - Help them to help you grow the business - Give them support and encouragement - Praise the procedures you want repeated and then teach them to become the next coach and mentor
Join MLP Training for their next Coaching and Mentoring master class at the Bolholt Country Park Hotel, Bury
Achieve success by becoming a powerful Coach and Mentor - call today 01204 888 826
The motivational power of recognition
One of the most asked questions on our Sales Managers' Masterclass programme is:
“How do I motivate sales people?”
If you want to motivate your sales people, then it’s simple. Catch your people doing something right and praise the procedures you want repeated. Recognition is a massive motivator. It costs nothing to say thank you but the rewards from recognition are priceless.
I can remember doing a motivational survey for one of our customers to see if we could find the biggest motivators and the best manager. We got about 48 delegates in a room seated at round tables with 6 people per table.
Each delegate had to complete a number of sentences such as:
- 'The biggest Motivator is...'
- 'The biggest de-motivator is...'
- 'If you want to motivate us you should...'
- 'If I was in charge of motivation I would...'
We had about 20 questions altogether and at the end of the exercise each team had to compare notes and reach agreement prior to giving feedback to the entire group. While the delegates worked on their task the mangers listed what they believed to be the biggest motivating factors.
The managers list looked something like this:
These factors are important to attract salespeople to the business but they soon become an entitlement. “I’m entitled to a BMW, it’s part of the package.”
So what was the biggest Motivator and who was the best Manager?
The biggest Motivator was recognition and the best Manager 'Mark Johnson'. Why was he the best manager? He's interested in me. He's the only one that takes the time to talk to me and more importantly listens to me when he does not want anything.
When you see, the other managers coming you think here comes extra work or I must be in trouble. Mark always has something good to say about my work. He always finds time to thank me for the small things that make a big difference.
How do you measure motivation?
You can measure the level of motivation by what your people do after they do what you paid them to do.
They go the extra mile for managers who say 'thank you'.
Catch your people doing something right and praise the procedures you want repeated.
For more information about MLP Training and the courses on offer, visit our website.
Get Appointments Over the Phone
Learning how to turn your phone into an Appointment Making Machine can be difference of success or failure in your job.
Today, I want to cover some useful tips that will help you and give you a thrust for your future development.
Many Sales people are good in front of customers. The problem is they just don’t get in front of enough of them....
So, if you are responsible for making your own appointments here are some ways you can book yourself busy.
How can you Increase the number of Appointments you make? with our 3 D’s
Develop a winning attitude
Success breeds success.
Always act in a manner consistent with our self-image.
You need to have a self-image of yourself as a winner.
You need to walk like, talk like, dress like and act like a winner.
Define your target market
The greatest power in the world, take the line of lease resistance. Electricity, Floodwater, even a Lightning strike.
So should you
• Go for people who are most likely to want your product or service. • Customers. If you have sold them a cup go back and sell saucer then a spoon then some coffee then some milk. • People who look like your customers. If you have sold to printers. Look for other printers. • Unconverted enquiries unconverted quotations (a GOLDMINE) • Referral marketing promoting products or services to new customers through referrals.
Develop a powerful script
When the Phone rings and your prospect answers they are trying to work out three things:
1. Who are you 2. What do you want 3. What’s in it for me.
Your Script has to answer these questions
Who you are depends on who you need to be in order to get an appointment with this person without lying and misleading.
It can be true to say I work with Big corporations. And It can be True to say I work with Small corporations. But you need to know what to say and when to say it.
Under the What do you want. It is simple you want and appointment. Don’t sell the product SELL THE APPOINTMENT.
Under the what’s in it for me only talk about Relevant benefits and keep them Relevant.
Another key area to make sure your knowledge and skills stack up is Identifying and handle objections.
Many Salespeople think the best time to handle objections is when they come up. This in fact is the wrong time to do it.
The right time is before they come up.
You should come up with as many objections as you can think of, and ways to handle them before you pick up the phone.
We have identified 14 standard objections that salespeople face every day.
Increase your Earnings and accelerate your career as a Sales Professional Starting Now
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.