Getting Appointments Over The Phone
Getting Appointments Over The Phone. By Mike Le Put MLP Training .
The rules with telephone selling are very simple.
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 2 Appointments a day to 4 Appointments a day you are in serious danger of increasing your sales by 100%.
Now I did not say every sales person should have 4 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 2 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 3 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 colleague s before going live.
All great Salespeople 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 Salespeople 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 roleplay the scripts
Have objection handling formulas
Make time for Success
Have a contact strategy to get the next appointment before you leave.
And take control of your future.
Mike Le Put MLP Training. www.mlptraining.co.uk 01204 888826
Leadership Skills and Qualities
A great leader attracts great people and knows how develop their skills and potential to strengthen the business team. Effective skills of leadership need to be learned in the same way as any other core competency of successful business practice. Leadership skills are vital if you have influence over business success, strategic direction and culture within your organisation.
What kind of leader are you? Do you recognise the differences between Leadership and Management? Your leadership character is something that is explored on the Leadership Skills course offered by MLP Training. Identifying your style and learning the essential skills of leadership is part of this one day programme designed to focus on you, your tasks, team and individual needs.
Knowing and developing your style of leadership will strengthen your role within your organisation. This Leadership Skills course with MLP Training will allow you to explore what you and the people you lead are truly capable of and help you develop practical strategies to build upon your leadership character. Learn how you can best respond to your organisation’s purpose and goals. Become the leader you are destined to be and discover your true leadership potential.
Join MLP Training at the Bolholt Country Park Hotel, Bury for the next Leadership Skills course To book your place on this effective course call us today on 01204 888 826 or check details and book online at www.mlptraining.co.uk
The Motivational Power of Recognition
By Mike Le Put of MLP Training.
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 in all.
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 is interested in me.
He is 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 that say thank you.
Catch your people doing something right and praise the procedures you want repeated.
Coaching & Mentoring. Key Skills for Managers in every business
Coaching & Mentoring.
How can you help every member of your team become an even greater asset to your business? Coaching and 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 instill confidence and create a positivity that will lead to even greater business success.
Manchester based company MLP Training run a superb coaching and mentoring programme. It teaches 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 an individual needs to learn, mentoring 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.
Join expert trainers from MLP Training and become the powerful coach and mentor that will strengthen your team and propel your business to greater success.
Join MLP Training for their next Coaching and Mentoring master class at the Bolholt Country Park Hotel, Bury by calling 01204 888 826 or booking online at CLICK Achieve success by becoming a powerful Coach and Mentor - call today.
The Journey of Sales Success for Crown Paints
By Mark Bannister, Learning, Development & Merchandising Manager at Crown Paints.
Whether your company recruits school leavers, graduates, or only those with relevant workplace experience, the chances are that most of your training budget is focused on ensuring those on the lower rungs of the career ladder have the skills they need to climb it.
We have found that a clear development path has become an important part of attracting and retaining the best candidates, which makes it an important part of any company’s business strategy. But what about the talented people that have already proved their value to your organisation? Shouldn’t you be investing in ensuring that you maximise their value with courses that focus on leadership and mentoring?
That’s what we believe at Crown Paints, as we are already seeing positive results from moulding our own and upskilling staff within the business. During the Sales and Customer Service Excellence training, we’ve learnt that successful sales is a journey, and the engine behind your sales vehicle is investing in some form of training within the business, as this acts as an effective catalyst to boosting confidence to sell.
Even members of a sales team can lack confidence to pick up the phone and sell – this could be a product, or to simply book an appointment. Even the most experienced sales people can be hindered by lack of motivational training.
During our training voyage, we have developed the ‘Crown Way’ of successfully adopting a professional sales service for people at all levels. Whilst this is still in its infancy, we have seen this has already had a positive welcome within the business, engaging the team as they’re all following one consistent method.
Our goal within the next year is to ensure 500 key sales personnel across our decorator centres undertake targeted training and this will be measured against sales success, ensuring immediate return on investment for the company.
Even the most talented and experienced people in an organisation sometimes need to take a step back and examine how they can do things better. Just one behaviour change as a result of training can have a significant impact on productivity and the ability to add value.
You may come across some resistance by team members who may believe they are too busy to take time out for training. But by selecting an outcomes-based training model with clear goals and a defined follow up process, any objections can be overcome and any time invested will be more than recouped in greater efficiency and productivity day-to-day.
This stage of our training journey has just begun, but my advice for any company looking to spend on training would be this - a culture of continuous improvement can only thrive in any organisation if there is a commitment to developing the skills of those who run it. A consistent sales ethos is a good start along a road which is often less travelled – investing in training.
Training Helps Build 1500-strong Business Network
Belfast-based business membership organisation, Business First Network, has signed up its 1500th member, thanks to sales techniques learned by its managing director Michael Osborne at a training course 10 years ago.
Michael attended various training with Bury-based provider, MLP Training, with his previous employer and has used the tools and techniques he picked up ever since.
When he established Business First Network in June 2014, using his sales training to make appointments over the phone and sign up new members was critical to the venture’s success, and has helped him reach the 1500 members mark in just 18 months.
Michael commented: “I worked for a business membership organisation before but I knew I could provide something better for SMEs and that’s what drove me to set up Business First Network.
“The company provides big business services and resources for small businesses, covering everything from HR advice to access to funding. It’s a way for smaller businesses to access expert advice and support, and the more members we have the more we can offer - so growing exponentially is critical to our business model.
“The sales techniques I learned from MLP have been key to my success in growing our membership and I have been able to pass those tools on to our development partners as we’ve grown.”
Amongst the training programmes that Michael has attended at MLP are ‘Getting Appointments over the Phone’ and ‘Telephone Selling’, which have been vital for the team at Business First Network.
Michael continues: “We have 12 development partners across the UK covering the entire country so many of our new members have been recruited over the phone. Building a rapport on the telephone is a very specific skill and our growth would not have been so rapid without the skills I learned from MLP.”
Mike Le Put, owner and founder of MLP Training added: “Michael’s story demonstrates the long-term value of investing in high-quality training. The techniques we teach can be applied in so many environments and give people the confidence to maximise opportunities, something that Michael has done so impressively since starting Business First Network.”
Training Provides More Than a Spring Clean for Restoration Firm
Professional cleaning company, Art of Clean, is gearing up to drive growth in its tenth year in business as it has seen conversion rates of up to 70% following sales training with Bury-based provider, MLP Training
The Cambridge-based firm, which is celebrating its tenth year, was founded by husband and wife business duo Pierre and Laurence De Wet and. Together they manage a team which offers flooring and furnishing care for both domestic and commercial clients, including wood floor sanding and restoration, rug and upholstery care, and external surface cleaning including stone walls and driveways.
Following training with MLP, the company has seen an increase in quotes turning into orders.
Managing director, Pierre De Wet, explains: “I decided about six months ago to restructure the business strategy and to invest in some training, and so the team and I have been on several courses with MLP including Successful Selling Skills, Sales Negotiator and Sales Managers Masterclass.
“Running your own business can lead to give in to the temptation to do everything yourself, but you have to delegate and play to your strengths - I wasn’t as good at everything as I thought I was! So I reviewed the roles of the team to ensure the right people were working in areas they excelled in, and upskilled where needed – including myself.
“The return on investment of the training was almost immediate, as you could see the improvement in our confidence and awareness of negotiation skills with customers. I particularly learnt not to underestimate the power of communication and how simply one wrong or right word could either lose or win the business.”
Art of Clean services clients predominately in the Cambridgeshire area, but also branches out across the UK, having worked on some prestigious projects including Norwich Cathedral, St Edmundsbury Cathedral and high-end properties in Kensington, London.
Pierre explains how his new business strategy also includes a more integrated offering for clients.
“We are offering a complete floor care and restoration service which includes extra services such as floor sanding and carpet cleaning. We’re a premium service provider and we like to give clients a bespoke and personal experience, as we really do believe that cleaning and restoration really is an art.
“Training with MLP has helped up broaden our view on how to speak to customers and give them what they want, not what we think they need, and this has really helped to increase our conversion rates.
“Training with MLP will also help us to identify areas in the team which need up-skilling, so our sales force is motivated and driven, ultimately being able to close deals.”
Pierre is looking to further expand the business, and increase conversion rates by another two per cent this coming year.
He concluded: “Even if we can increase conversion rates by just a few percent that will definitely be a great return on our investment in training and stand us in good stead for future growth of the business.”
Customer Service Begins at Home
by Mike Prince, managing director at Advanced Handling Ltd.
Richard Branson famously said: “…if you look after your staff, they’ll look after your customers.” - and it’s very sound advice.
Often, business leaders are so busy thinking about how to sell more to their customers that they forget the most important stakeholder group of all - their own staff!
It’s a business fundamental that one of MLP’s clients, Advanced Handling, understands and implements in a way that has both supported its own commercial success and inspired the team here at MLP.
The company designs, manufactures and installs material handling and lifting solutions for customers across the UK and around the world. Quality is important to them because their customers rely on their solutions for both safety and efficiency. Building that quality into everything they do from custom product design through to after sales support begins with treating internal stakeholders like valued customers.
Developing a culture where every interaction and the contribution made by every member of staff is valued ensures that there is a focus on teamwork and shared ownership for the company’s success.
Advanced Handling champions the concept of internal and external customers, where all customer relationships are important and service levels are set between departments. In that way, progress and quality are monitored throughout the delivery cycle of every project, which enhances service to external customers and ensures that internal customers access the support and resources they need to get the job done to the highest standards.
The company has achieved this by following another of Richard Branson’s famous mantras: “Train people well enough that they can leave, treat them well enough that they don’t want to.”
From Customer Service Excellence
programmes through to Goal Setting & Time Management training
, MLP has provided the team at Advanced Handling with the tools it needs to implement its people-focused business culture at every level. We even got involved in helping the company’s management team to formulate its ‘20-20 Vision’, a goal-oriented manifesto for how the company sees itself developing by the year 2020.
The bottom line is that a company is more successful when its entire team is united with common goals, a shared responsibility for quality and a genuine recognition for the contribution of every individual. Training can help deliver that consistency and inspired thinking as part of a progressive business culture.
For more information about the next Goal Setting & Time Management course, click here
WANT TO BE A BUSINESS KING? YOU’LL NEED A CROWN!
Ask any sports team and they’ll tell you - success not only requires talent and hard work; it requires a winning formula too.
At MLP, we specialise in harnessing the talent and hard work of our clients and giving them the formulas they need to translate that raw material into sustainable success.
And when it comes to being the king of commerce, our C.R.O.W.N formula has helped lots of ambitious business owners to maximise their potential.
So, what’s the secret?
CROWN stands for:
C Create a demand
R Realise the full potential
O Open to new ideas
W Work with everything
N Never underestimate
Creating demand involves marketing your products and services effectively, taking a planned approach to developing customer awareness so that customers are ready to buy even before you start to sell.
You need to take the same sustained approach to point two: ‘realise the full potential’, which means both maximising your own potential through continuous personal development and helping your customers to leverage their own potential by taking any opportunities to contribute to their growth.
Potential can take many different forms so be proactive and embed a willingness to improve into everything you do, which brings us on to the third element of the formula: ‘open to ideas’. Again, be vigilant and remember that all ideas are worth considering – even ideas that don’t work might teach you something! It’s also important to remember that ideas can come from a variety of sources; your customers, your colleagues, your competitors, other industries - use your instincts and think creatively.
Indeed, ideas are one of your greatest resources and it’s essential to ‘work with everything’ you have at your disposal, as we point out in step four of our CROWN formula. Don’t waste assets or people but make sure they are helping you work towards enhancing your business success.
Which brings us to the final – and arguably the most important – element of the formula: ‘never underestimate’ your own potential, the value of customer relationships, the threat posed by competitors and market conditions or any other challenges and opportunities that may affect your business.
If you have the talent and drive to be successful, you will always achieve your goals, but with the right business formula, you can CROWN that success.
The 10 Secrets of Successful Entrepreneurship
By Mike Le Put, owner and founder of MLP Training
I love my job. Not only because it gives me the opportunity to train people and help them be the best that they can be, but also because it brings me into contact with so many entrepreneurs that I can learn from as part of my own continuous personal development.
The insights I’ve gained from working with trailblazing entrepreneurs over the years are also secrets of success that I can pass on to my clients and contacts.
If you’d like to tap into some of the habits of successful business people, here are ten key secrets of success in business:
1. Have a clear vision with definable, measureable goals and plan ahead confidently as though those goals have already been achieved
2. Be passionate about what you do and feed that passion into every element of what you’re trying to achieve. Remember, passion is contagious so this will not only impact on what you achieve but on what your team achieves too
3. Maintain your drive and energy levels, even though challenging times
4. Work hard. It may seem like a business basic but it’s important to understand the direct correlation between the amount of effort you put in and the level of your success
5. Focus on solutions, not problems. Assume there is a solution and work on finding it, ensuring that you use the experience as a learning process
6. Don’t look back. Successful people are forward focussed so, while they will always learn from their mistakes, they will never dwell on them
7. Be positive. Successful people look for the good in every situation and every person
8. Surround yourself with good people. Regardless of how talented and driven you are, you will need people that you can trust who share your goals and commitment
9. Delegate. When you’ve found the right people ensure you maximise their value to your business by playing to their strengths
10. Don’t be shy about success. Successful people expect to succeed and, when they do, they celebrate their achievements!
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