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In this article, leading Sales Expert Andy Preston explains what the successful sales leaders and salespeople are implementing right now to make sure they have a great 2017….

The New Year is a great opportunity to set some new sales goals, and some ‘Sales Resolutions’
Here are my suggestions for the Top Five New Years’ Resolutions for your sales team……

Sales Resolution Number 1 – Increase Your Prospecting Activity

If your ‘goal’ or ‘outcome’ for 2017 is to increase your sales, or that of your team, one of the things to look at is to increase your prospecting activities.
Most salespeople tend not to have enough prospects, and therefore rely on most of their sales opportunities coming off, in order to hit their targets. In most cases, that’s a recipe for failure.

Take a look at whatever prospecting activities you’ve been doing (that have been working for you, of course) and look at how you can increase them. You might also want to increase the ‘range’ of activities as well.

Whether your prospecting activities include networking, cold calling, referrals, cold canvassing or anything else, simply upping the activity will generate better results. Once you’ve done this, it’s now time for the second step…..

Sales Resolution Number 2 – Stop Being Bullied By Prospects

This is starting to happen more and more, as buyers take control of the sales process. By ‘bullying’ I meant things like…….

• Playing you off against competitors
• Using you as ‘price fodder’ in the process (with no intention of buying from you and wasting your time)
• ‘Commoditising’ the sales process
• Ignoring your suggestions and advice and insisting on ‘their’ spec
• Forcing you to lower your prices and eroding your margin/profit

Far too many buyers now are taking control of the process and forcing salespeople to dance to THEIR tune – usually resulting in the salesperson having control over the process, no influence on the process, and no sale at the end of the process!

Make sure you don’t fall into this trap!

Sales Resolution Number 3 – Filter Your Sales Opportunities Better

You can only do this step when you have a lot of Sales opportunities (hence my recommendation in No 1 above), so if you haven’t got enough opportunities yet, go back to that step until you have!

Once you have enough opportunities, the next step is to ‘filter’ them. What I mean by that is to look at which opportunities are better for you. So how on earth do you judge which are better than others?

If you’ve already ‘profiled’ your opportunities, then you’ll already know what I mean. If you haven’t, here are some quick tips. From experience either you or your manager will have an idea which of your opportunities are most likely to convert, which will do so faster than others, and which will be worth the most money.

This might be based on their industry, the level of decision maker you’re talking to, their buying motivation (you have found that out, haven’t you?) size of project, approval process and impending deadlines etc.

Based on the results of your ‘filtering’, you can now work out which opportunities you need to focus on, and which ones require you to qualify them a little harder. Please note, if the thought of doing this makes you hesitant or concerned that you might ‘lose’ an opportunity or two, then you probably haven’t got enough opportunities in the first place – go back to the first resolution above!

Sales Resolution Number 4 – Improve Your Pipeline Control

Pretty much EVERY sales leader I speak to, wishes their salespeople were better at controlling their sales pipeline!

Most salespeople have deals in their pipeline that actually have no hope of coming off, yet they often don’t realise it! Also, when I ask salespeople to talk me though their pipeline, it quickly becomes apparent that they’re not ‘on top’ of it, they don’t know where they stand in relation to others in their deals, and often don’t have a concrete plan for bringing that piece of business in, rather than losing it to a competitor.

That needs addressing, right now! Every salesperson should be on top of their sales pipeline. They should know where they stand in relation to their competitors in every deal. They should know the buying motivation of the client, who they need to influence, and what timescales are at work as a minimum. They should also know what actions they need to take (and by when) in order to win the business, rather than lose it to a competitor.

If you’re not on top of your pipeline, it might be time to look at your qualification of prospects, or your ability to get the ‘deeper needs’ from the client earlier in the sales process. Or it could be down to your failure to ‘stand out’ from the competition right at the start of the process. Find out which one it is and do something about it, now!

Sales Resolution Number 5 – Work On Your Sales Skills

Right now we’re in a competitive market. With competitors’ after our clients more than ever before. With prospects comparing us to others more than ever before. With meetings with Senior Decision Makers being harder to get than ever before.

So it often comes down to your salesperson versus your competitors’ salesperson. Their sales skills, versus their competitors’ sales skills. Who is going to win in that scenario? Who would you put your money on?

Now is the time to work on your own sales skills, and those of your team. To look at areas in which you could perform better. And to regularly invest time (and money where appropriate) in getting your team to where they need to be, in order to make sure YOU are winning the business, rather than your competitors!

Follow the tips above and watch your sales soar! I look forward to hearing how you get on…….

This article is copyright Andy Preston 2004-2017. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

Another great trip to South Africa in September, was Andy’s 10th trip over there!

Andy will next be in South Africa at the end of October and also December, so if you’re interested in meeting Andy, or booking him to help your team increase sales, get in touch with us now on
+44 161 401 0142 to see if Andy can help you as well, while he’s in South Africa!

Having done a number of speaking tours, here are some of the highlights of Andy’s trips!

After landing in Johannesburg in the morning, Andy spoke to a group of Marketing Professionals, on the changing face of business, and how Marketing can work with Sales on increase the number and quality of the leads they’re giving to the sales team, and help them close them faster.

In the evening at the same venue (we like to work him hard!) Andy spoke to 250+ Sales Professionals on how to increase their number of appointments, stand out from the competition, and increase their sales figures!

Sales Events In A Cinema In Johannesburg!

Andy spoke at another Sales event in Johannesburg, to an audience of over 600+ Salespeople, talking about how we need to change the way we sell, and how to improve our new business generation and cold calling activities! Fantastic feedback from the audience, then a quick dash to the airport to travel to the next city!

The next event Andy spoke at was in Durban….

A Barnyard Theatre In Durban!

In Durban for the first time, Andy’s speech was in a Barnyard Theatre, with a full band setup behind the curtain! Tempted as he was to pick up the guitar and play, a fantastic reception from the packed audience convinced him that his Sales speech would go down better!

A great speech with a fantastic audience – from Car Rental and Automotive Companies, Insurance Salespeople, Recruitment, IT and Telecoms Professionals, and many more came to attend Andy’s speech. A great experience in a very unusual venue!

Now it was time to go to King Shaka airport for the trip to Cape Town the following day…..

End Of Tour In Cape Town!

Another packed crowd in Cape Town, where we were standing room only for Andy’s main speech! Delegates from all over the Cape had come to hear Andy’s expertise on Cold Calling and Selling Against The Competition!

As well as the event, as a rugby fan Andy found time to watch his first Super 15 Rugby game at Newlands, between the Cape Town Stormers and the Southern Kings.

Andy found out during the game just why they’re called the ‘Stormers’ as a massive storm came in whilst the game continued!

More Work…. And Some Time Out!

While Andy was in Cape Town, we worked with a Recruitment Company and a Telecoms company – and had a number of meetings that resulted in more bookings for his next trip!

Andy also got into the South African ‘spirit’ and wore a South African rugby top and cap for one of the games!

He still remembers his first visit to Twickenham was a record win for South Africa over England – and his South African friends don’t let him forget it!

Hence the reason he was made to wear the Springbok jersey and cap!

As well as going to see some local wine estates, Andy found time to go and see a crocodile farm while he was in the Cape Town area.

He tells us he had a great time, but I’m not sure the rest of us want to get as close to the crocodiles as he did!!

The picture on the right was taken by Andy… far too close for my liking!

So What’s Next For Andy In South Africa?

Andy will next be in South Africa at the end of October and also December, so if you’re interested in meeting Andy, or booking him to help your team increase sales, get in touch with us now on
+44 161 401 0142 to see if Andy can help you as well, while he’s in South Africa!

About The Author:

Andy Preston is one of the World’s Top Recommended Sales Experts, Sales Trainer and Sales Conference Speaker

Andy Preston has worked with more than 60,000 people in 16 countries over the last 10 years, helping them to increase their sales!  

He is recognised as the #1 Authority on the evolution of Cold Calling and New Business Selling, as well as being one of the World’s Top Recommended Sales Experts, and the creator of the Stand Out Selling system.

Stand Out Selling is Andy’s signature sales methodology – helping you to sell better against your competition, win more business, and do so – even when you’re a higher price!
 
This article is copyright Andy Preston 2010. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

You may well have heard Andy speak, have read one of his articles or heard about Stand Out Selling. You may well be interested in how it works, or simply just curious about what it is!

In this article, we’ve transcribed part of an interview with Andy on the topic…..

So, What Is Stand Out Selling?

Stand Out Selling is my unique Sales Methodology, based on my background as a professional buyer, the top selling salesperson in the UK and now working all over the world to improve Sales Performance – over 50,000 people worked with in over 15 countries so far!

Its purpose is to help you stand out from your competition, close more deals, and win the business – even when you’re a higher price!

Where Does Stand Out Selling Come From?

From my own background! There are plenty of good sales methodologies and approaches on the market. Spin Selling, High Value Selling, Consultative Selling etc. I just found in my sales career that I couldn’t get any one of them to work on the majority of occasions – so I felt that I was leaving money on the table, and losing deals that I didn’t need to be losing!

That’s what made me find my own way of selling… in a market where I had over 150 direct competitors on my territory, selling pretty much the same thing…usually at a cheaper price…. that took me to the top salesperson in the country.

Then when I moved into running a sales team, I started put down what I did – to become very successful – into a process and structure of techniques, tactics and strategy that was proven to work in the majority of circumstances!

So, How Does Stand Out Selling Differ From Other Methodologies?

As I mentioned before, there are plenty of good sales methodologies on the market – although some salespeople haven’t been trained in them! The beauty of Stand Out Selling however is that it doesn’t ‘replace’ any current behaviour, strategy, techniques or sales systems you may be using (and probably getting a level of results from).

Stand Out Selling ‘fits over the top’ of them and complements them! Meaning that it can be used in conjunction with any selling style, any methodology, in any market!

The key to Stand Out Selling is that it has the ‘Person’ at its core. It’s about differentiation in the sales process, being seen as the provider of choice, and the prospect wanting to buy from you! That changes the whole selling process around, and makes it much easier!

Why Does Your System Get Better Results?

I guess if you asked my clients they say things like ‘cuts through the ‘theory-style’ sales training that often doesn’t work in the real world’, ‘helps people improve sales immediately without destroying what they do now’ and ‘deals with the biggest problems salespeople are facing right now – and solves them’.

Stand Out Selling focuses on how people make buying decisions – then aligns the sales process to that – resulting in less resistance and objections, better closing ratios and more revenue and profit at the end of the process!

It embraces ‘Digital Selling’ – ways to use digital technology to increase our ‘win chance’ in the sales process. That includes using online networking sites like LinkedIn, influencing people through ‘sales persuasive’ emails and Online Chat and other digital tools to make people more likely to buy from you!

In short, it helps you sell more, more often! Which is why that’s our company strapline, and our focus anytime we work with a client!

And as for results, I believe client testimonials speak for that, far better than I can! I’d suggest looking at the recommendations from people I’ve worked with on my LinkedIn Profile…. 275+ people can’t be wrong!

So How Do We Find Out More About Stand Out Selling?

Simply call the office on +44 (0)161 401 0142, or send me a message over LinkedIn, and I’ll be happy to see how Stand Out Selling can help you and your team Sell More, More Often!

This article is copyright Andy Preston 204-2017. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

Andy Preston ventures to…. South Africa!

January saw Andy Preston travel to South Africa for the first time. Starting off his speaking tour in Johannesburg, Andy spoke to a recruitment client, as well as meeting with a financial services organisation and another recruitment company interested in working together to improve their sales.

Speaking Event in Melrose Arch!

Another highlight of Andy’s stay in Johannesburg was speaking at a prestigious event in Melrose Arch, alongside the cream of South African and International Speaking talent. This was set in an impressive venue, with an audience of over 400 people – from some of the largest organisations in South Africa – many of whom had travelled from all over the country, just for that event!

Continuing The Tour In Cape Town!

Andy continued his tour with a few days in Cape Town, working with an existing client to help them get more business off their competition. Whilst in Cape Town, Andy found time to do some cage diving with sharks (more of that in a separate blog), ziplining down mountains and seeing some of South Africa.

Of course, the highlight of any trip to Cape Town, is of course, Table Mountain!

Next Steps….

Andy is now planning further trips to South Africa in 2013, so if you’re in (or near) Cape Town, Durban or Johannesburg, get in touch with us now on +44 161 401 0142 to see if Andy can help you as well, while he’s in South Africa!

About The Author:

Andy Preston is a leading Sales Expert, Trainer and Motivational Speaker

You can get Andy’s free cold calling and sales tips HERE

This article is copyright Andy Preston 2013. To copy or syndicate this or any part of this article contact Andy Preston for guidelines. Media enquiries – details here

We’re proud to announce we’ve secured another new client – in Macedonia!
After researching a number of sales training companies, Seavus – a leading multinational IT software provider – chose Andy Preston Ltd to deliver 2 days training on cold calling and appointment making.

The main reasons they chose us as their preferred training partner were because of Andy’s experience in the IT industry, his speciality in cold calling and appointment making, and his extensive experience of companies calling into various countries around Europe.

Whilst this is our first piece of work in Macedonia, we’ve sent Andy to a number of countries already this year, and he’s off to Qatar later this month to deliver his unique ‘Selling Over LinkedIn’ course.

For anyone interested in increasing their sales, hiring Andy to work with their international sales team, or wanting to sell more over LinkedIn – call the office now on +44 (0) 161 401 0142

Andy Preston Ltd move into new Head Office to look after international clients…..

In order to cope with growing demand for their services, Andy Preston Ltd have moved to new, larger premises located at Manchester Airport. As the business expands both nationally and internationally, the new location will provide more suitable travel links for both the UK and abroad.

In addition to making travel easier for both staff and clients, the new premises also have training facilities on-site, allowing Andy and the team to deliver their recognised sales training programmes in-house for the first time.

Andy Preston made the following comment ‘The new location is fantastic for international travel, with direct links into the major airports in Europe, the US and the Middle East – where we’re seeing a growing number of companies ask for our help in improving sales.’

‘The rising demand for our services within the UK as well meant that larger premises were necessary, and I’ve wanted the ability to train on our own premises for a while – which means we can now cater for an even greater number of clients. In this current market, we’re seeing an ever-growing demand for our services, and this move will help us increase the sales of even more people‘ commented Andy.

The business will still retain a regional presence in the Midlands and London, and have hired more staff as a result of the move. As well as providing Sales Training, the company also works within the sporting arena, sponsoring some local teams as well as employing ex-professional sportspeople within the organisation. ‘There is definitely a link between Sales Performance and Sports Performance‘ commented Andy. ‘For that reason I’m keen to work closely with local teams, and the signed shirts on the wall always get commented on when clients visit the office!’

Andy Preston Ltd are a leading provider of Sales Training, Sales Coaching and Sales Consultancy both in the UK and Internationally. They can be contacted directly on +44 (0) 161 401 0142.

This article is copyright Andy Preston. To copy or syndicate this or any part of this article contact Andy Preston for guidelines. Media enquiries – details here