Category Archives for "General Sales Tips"

May 07

Why You’re Not Converting Your Sales Leads Into Customers

By Andy Preston | General Sales Tips

In this article, leading Sales Expert Andy Preston explains why you’re not currently converting enough enquiries into customers…..and what you can do about it to get the results you deserve……..

One of the things I’m noticing at the moment is that businesses aren’t converting enough of their sales leads into business. Let’s face it, if someone has taken the trouble to enquire with you, then you should be getting a high conversion rate from that, right? That isn’t always happening right now.

In addition, many companies right now have what I would call ‘non-salespeople’ doing activities that would be traditionally handled by a salesperson. This may be due to things bring ‘tight’, a new focus on ‘new business’, staff leaving (or being made redundant), so their activities now get passed to other people.

What Do I Mean By ‘Non-Salespeople?’

This means for example in some cases that marketing staff are making cold calls for appointments, customer service staff are making outbound sales calls and the worst thing ever – admin staff are taking incoming sales enquiries!!!

Think about it. You’ve paid all that money for advertising, networking, marketing, or whatever lead generation method you use to ‘earn’ that sales enquiry. Then the person taking it has little or no sales ability, little or no training in what’s needed to convert it into a sale, and has no idea how much business they could be losing through their lack of understanding!

How scary is that? Even people employed in a sales role don’t always handle sales enquiries as well as they could, so what chance has a ‘non salesperson’ got?

So, below are some reasons why you’re currently not converting as many sales enquiries as you could be – and what you can do to get them back on track!

Reason Number 1 – You Don’t Respond Quickly Enough

For any incoming sales enquiry right now, responding could mean the difference between you converting that enquiry into a customer, and missing out on the business to one of your competitors.

Right now, people have more choice than ever before, and more companies are desperate for their business than ever before – so are you prepared to let one of your competitors get business that could have been yours?

Ask yourself – how fast do you currently get back to your sales enquiries? And then, how could you speed that up?

Reason Number 2 – You Only Take The ‘Specification’

This is another example of poor handling of a sales call. This is where the person taking the incoming sales enquiry only asks questions that get the specification, or the details that they need in order to quote for the work.

Empty Notebook PageBizarrely, this is what most companies train the staff responsible for taking the sales enquiries to do! So those staff give a quotation without asking anything about buying motivation, current supplier, other quotes, buying timescales or other information that would help them secure the business.

It’s almost like the business equivalent of giving a quotation, crossing their fingers, clicking their heels together 3 times and ‘hoping’ that the person rings them back to place the order!! Is that really the way we want to treat those precious sales enquiries in the current business climate?

Reason Number 3 – You Fail To Qualify The Opportunity Properly

Another thing that seems to get missed when staff are handling sales enquiries is understanding the full cope of the potential opportunity. This has been made worse by the customer service people and poor sales trainers in the past that have banged on about ‘you must treat every customer the same’. What a load of old rubbish!!

Should a printing company treat differently a customer who buys £50 worth of business cards once a year, compared to a company that spends £25,000 on their annual print requirements? Of course they should! Now of course both customers should receive good service, but would you want to ask different questions of these 2 different enquiries? Would your sales process change based on their potential spend? Would you service the account differently? Of course you would!

The problem is, you need to qualify the potential opportunity first – so start doing it!

Reason Number 4 – You Don’t Take Control Of The Situation

Another mistake most people make is that they don’t control the situation properly. Once the potential customer has put the phone down (or walked out of the shop in a retail context) – if you haven’t defined or agreed the ‘next steps’, you’ve just lost control of the sales situation.

If you just give them your quotation, or hand/send them your literature and then leave them to Plan Your Sales Strategytheir own devices, they’re probably going to buy somewhere else, or not at all! If they’ve bothered to take the time to call you, send an enquiry over the internet, or arrive in your showroom then right now is the opportunity. Not tomorrow, not the day after, not next week – but right now.

So if you can’t take advantage of this opportunity, then you have to define the ‘next steps’, what will happen in what sequence and get them ‘locked in’ to you, rather than letting them go off ‘shopping’ and comparing prices with you and the competition – or against their existing supplier!

Reason Number 5 – You Don’t Follow Up

There is no excuse for this! ‘I was too busy’ doesn’t cut it. ‘I got caught up in other things’ doesn’t cut it. ‘Well they’d come back to me if they wanted it, wouldn’t they?’ is just plain stupid!

If you’ve bothered to take the enquiry in the first place, and weren’t able to convert them into a customer on that occasion, yet you know they’re interested enough in what you do to have enquired in the first place, why on earth wouldn’t you bother to follow it up?

If you’re guilty of this one, you might as well email over all your sales enquiries to your competition, because you’re giving them the business as it is! Follow up each enquiry quickly, and secure the business for you and your company, rather than giving it to someone else!

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

Apr 14

Simple Sales Tips – From A Partner Sales Conference On The Vaal River

By Andy Preston | General Sales Tips

I was booked to speak at a client conference recently on the Vaal River, on the border of the Free State in South Africa. It was my first trip to the Vaal River, a very beautiful part of South Africa.

Vaal River
It’s always interesting when I work with clients that sell through Channel Partners, rather than selling direct to the end client themselves. Selling as a Channel Partner has some distinct differences than when you’re selling your own products and services.

So here are some tips on Selling as a Channel Partner.

 

(Note: These tips are based on you being the Channel Partner yourself – if you’re the Vendor interested in how I work with clients who ‘sell through the channel’, then please contact me here…)

Andy’s Sales Tip Number 1 – Don’t Be Afraid To Lean On The Vendor Where Possible!

This is the bit where most Channel Partners go wrong – right at the beginning! Don’t be afraid to lean on the Vendor if necessary! Most will be only too happy to help!

Most vendors will be only too happy to support their Channel Partners. Whether that’s with face-to-face joint visits, telephone or marketing support.

It’s often a good idea to ‘wheel in’ the vendor to face-to-face meetings, to add some ‘firepower’ and gravitas to your own organisation.It can also help when there are multiple people attending from the potential client, and there’s only one or two of you!

Plus, and documentation and marketing material is likely to be better produced by the vendor in most cases, and therefore gives a more favourable impression to the client, and increases your chance of winning the business! So don’t be afraid to lean on the vendor where you can!

 

Andy’s Sales Lesson Number 2 – Don’t Forget To Sell Yourself However!

Even though it’s a good idea to lean on the vendor when you can, that doesn’t mean you can forget about selling yourself!

You still need to get across to the prospect why they should work with YOU! Especially if you are pitching against other agents/channel partners for the same vendor as you! Or similar offerings from a different vendor/partner.

You need to establish YOUR credibility. Why they should choose you over the other people wanting the work. Your experience. Your expertise. Make yourself and what you’re offering irresistible (or as close as possible to!)

And the more potential suppliers the prospect is looking at, the more important this is!

 

Andy’s Sales Lesson Number 3 –Stay In Control

Staying in control isn’t easy in Sales. Especially when you’re a channel partner, and involving your vendor now has 3 parties involved in the sales situation!

You still need to take responsibility for taking control and guiding the sales process however. The vendor is there to assist you, not to replace you! They shouldn’t be taking over the sales process, you should still be leading and controlling it!
Vaal 2 - Andy speech

You need to control the sales process. Where you are at.
What the next step is. What you need to do to get there.
And gain commitment from the prospect to going there too.

Follow the tips above and start to sell like a Stand-Out Salesperson!

 

 

Oct 07

Quick Sales Tips #3 – Are You A Leader Or A Follower In Selling?

By Andy Preston | General Sales Tips

So, are you a Leader or a Follower when it comes to Selling?

This is an important distinction I often reference in my speeches, between a Standard salesperson, and a Stand Out Salesperson.

So How Do We Define The Two?

A Leader (Stand-Out-Salesperson) is someone who ‘leads’ the prospect – challenges their perceptions, gives new ideas, imposes themselves on the sales process, delivers and demonstrates value in the process, and gently ‘leads’ the client to the best solution. #proactive

A Follower (Standard salesperson) is someone who does what the prospect asks, follows their instructions and does what they are told. #reactive

Often you would find the Follower in Account Servicing roles (see my “Account Management Is Dead” blog here for more on this)

So Where Does This Have An Impact?

Here are just a few examples of where it can impact a salesperson….

  • When the prospect asks ‘can you send me a proposal?’ – do you lead or follow?
  • When you get an incoming lead with the specifications to quote – do you lead or follow?
  • When the prospect at the meeting says ‘here is what I would like’ – do you lead or follow?
  • When you get an ‘invitation to tender’ – do you lead or follow?
  • When the prospect says ‘your competitors can do it at x price’ – do you lead or follow?
  • When you get the chance to quote – do you lead or follow?
  • When the prospects tells YOU the price they’re willing to pay – do you lead or follow?
  • When you get told to ‘put everything in an email’ – do you lead or follow?

    So, when it comes to sales, are you and your team Leading or Following?

    Are you and your team standard salespeople? Or Stand-Out-Salespeople?

    red phoneIf you and your team want to find out how to be Stand-Out-Salespeople (not standard salespeople), get in touch here  or
    call +44 161 401 0142 
    and we can talk about how we can get you and your team more like Stand-Out-Salespeople!

    I look forward to hearing about your future sales!

    This article is copyright Andy Preston 2004-2017. To copy or syndicate this or any part of this article, or to use Andy’s ideas, tactics and IP in your company, contact Andy Preston for guidelines.

Jul 17

Quick Sales Tips #2 – Are You (Or Your Sales Team) Being ‘Blown Up’ By ‘ Sales Landmines?’

By Andy Preston | General Sales Tips

This is something I talk about a lot in my Stand Out Selling Sales Training sessions.  And it’s unique to myself and the SOS methodology, so you won’t hear any other trainer or speaker talk about this (or if you do, let me know ;-))

Sales Landmines are things that will ‘blow up’ in your face if you don’t find out about them first, and ‘defuse’ them correctly.

The context for this is either on a telephone call (where you are moving through a lot of the sales process in one go) or on a video or face-to-face sales meeting, where you are about to ‘pitch’ the prospect on your product or service, or move them to the next step..

Most salespeople are guilty of moving too quickly towards pitching their product/service, when the prospect is still to see the value.  In other words, they still haven’t decided whether they need this product/service yet, and the salesperson is going into ‘this is my product/service and isn’t it great’ mode!

So What Happens If You Do That?

If you move too quickly towards ‘pitch’ mode, very often you’ll get hit by a ‘sales landmine’.

Let me give you an example here.  Let’s say that you are selling advertising (doesn’t matter whether it’s online or offline for this example).

sales_megaphoneYou’re starting to pitch your advertising, and the prospect could ends up saying something like ‘yeah, but we’re not going to pay for advertising again’.

What this means is they paid for advertising in the past, got ‘burnt’ by another provider, and that made them determined not to pay for it again!

Traditional sales training will tell you that this is a ‘bad prospect’, other sales trainers will say they should have been ‘qualified out’.  They are wrong.

So What’s The Truth?

The truth is this is a ‘sales landmine’  You should have found out about their previous experience with advertising in the questioning phase of your meeting/call.  (You are following a defined sales method/process for your call or meeting aren’t you?  If not, message me here and we can talk about why that is essential for sales success).

Selling By Email - MistakesBecause you didn’t, it’s now ‘blown up’ in your face, and it will be almost impossible to turn this sales call/meeting around, and get them to invest with you.

That’s the salesperson’s fault for not finding it out earlier, and having a plan (or angle) to deal with it.

‘Stand Out’ Salespeople find out potential ‘landmines’ during the questioning phase of their call/meeting, create ‘angles’ to defuse and deal with them, and progress the call/meeting to the next stage, or close.

red phoneIf you and your team want to find out how to do that better, get in touch here  or call +44 161 401 0142 and we can talk about how we can get you and your team better at overcoming ‘sales landmines’

I look forward to hearing about your future sales!

This article is copyright Andy Preston 2004-2017. To copy or syndicate this or any part of this article, or to use Andy’s ideas, tactics and IP in your company, contact Andy Preston for guidelines.

Apr 09

Sales Lessons From The Radisson Edwardian In Manchester

By Andy Preston | General Sales Tips

I was staying at the Radisson Edwardian in Manchester recently, (having been hired as a Sales Motivational Speaker for an event the next day) and something happened that affected my perception of the hotel.

I’d put some clothing in for dry cleaning in the morning, and when I returned to my room later, I was greeted with this card on the bed.

The card stated that I had to go back downstairs to reception (having just come upstairs from there), pay the bill for the dry cleaning, and then bring it all the way upstairs with me.

Radisson Dry Cleaning
Now what I found a bit ridiculous about this is that I had already paid for my room up front, and given a ‘holding deposit’ of significantly more than the bill for the dry cleaning.

Added to the fact that I am a Club Carlson Concierge member (the highest level possible of their loyalty scheme – therefore they normally look after you well), so I thought it was a bit daft to want me to go back to where I had just been, pay a bill they already had my money for, and then come upstairs again!

Now I know what you’re thinking!  ‘Oh Andy, what a first-world problem!’  But I’m not complaining about the note (although it was a little annoying at the time), I’m talking about it as an example to learn from, from a sales and service point of view!

When you look at the example set by the Park Inn Foreshore in Cape Town, another member of their loyalty club, you’d expect the Radisson to deliver a higher level of service, right?  You’d be wrong on this occasion

What would it have taken for the housekeeping service (that handles the laundry and dry cleaning) to have checked with their colleagues on the front desk (reception) and found out if they had taken a holding deposit (for greater than the dry cleaning bill) or not?

Would it have really taken that long? Would it have been that difficult? And if they HAD (and had taken the dry cleaning to my room), would I have had a POSITIVE experience with them, rather than the NEGATIVE one that I’m now talking about? Of course!

So what Sales Lessons can we learn from the Raddison in Manchester?……

Andy’s Sales Lesson Number 1 – Buyers Look To ‘Count You Out’

This happens in ANY sales/buying process where there are a number of vendors involved. The buyer looks to count people OUT, rather than count people IN.

Having started my career as a professional buyer, and because a lot of my work is based on buying psychology – how people make buying decisions – this is something that comes up a lot.

If we as buyers have a lot of choice of potential supplier, we are ‘harsher’ on individual suppliers than we would be otherwise. If we have 10 potential suppliers for example, we are looking to get that down to 5, or possibly even 3, as quickly as possible.

Therefore we look at the options, and scan proposal documents, tenders or whatever you have sent us, in order to look for things that would count people OUT of the opportunity, therefore leaving us to choose from ideally no more than 3 ‘preferred’ vendors.

Andy’s Sales Lesson Number 2 – A Bad Experience Trumps A Few Good Experiences’

Also be aware that in the buyers eyes, a bad experience will trump a few good experiences. I stay with Radisson group hotels regularly (usually Radisson, Park Inn and Park Plaza) all over the world. And I have great experiences in almost of them, the majority of the time!

Radisson suit carrier I’ve even had good experiences at Manchester before. One of the cool things they do is give you a suit carrier, branded Radisson of course, when you have your suit dry cleaned with them. A nice touch!

But that’s often overpowered by a bad experience – in this case, the dry cleaning example above.

Now, as I said above it’s not really that big a problem. And I had bigger problems to deal with on that particular day. But it was frustrating enough to have an impact. Plus, it was a good example to use for this article!

So, have a think about what you currently do in your sales and service process – and are you giving the opportunity for one bad experience to undo all your work with creating good ones?

Andy’s Sales Lesson Number 3 – The ‘Experience Stack’

In my Sales Training seminars and Sales Speeches, I often talk about what I call the ‘Experience Stack’.

What I mean by this is that experiences stack on top of each other. A good experience adds to the ‘good experience’ stack, and a bad experience adds to the ‘bad experience’ stack (and potentially knock down the good experience one).

What that means in practical terms is that if the prospect/customer has had one bad experience with you – even if it was only a small thing, like the dry cleaning in this example – they will be far more annoyed with their next bad experience, than if the 2nd one had occurred in isolation.

So in the hotel context, someone who had the ‘dry cleaning’ experience above would be far more likely to complain if their food wasn’t as good as it should be, rather than if the food had been the only thing wrong.

So, what can you and your team start to do to build the ‘good experience’ stack for your customers and prospects, and minimise the ‘bad experience’ one?….

If you want some help getting your team to get far better results from their sales efforts, call +44 (0) 161 401 0142 or contact Andy here……..

This article is copyright Andy Preston 2010-2019. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

Jan 24

Summary of my ‘Stand Out Selling’ Session in Vilnius, Lithuania!

By Andy Preston | General Sales Tips

For all of you that attended Andy’s speech in Vilnius, Lithuania, here are some of the highlights and some links to learn more about how to be more of a Stand Out Salesperson, rather than a ‘standard’ salesperson.

Don’t forget to register for your free membership of Andy’s Sales Community here – www.AndyPreston.com/Online

Andy’s Sales Tip Number 1 – Familiarity

Remember my story about my friend buying the car? He was going to buy his next car from the local car garage – because he ‘knows them’. He’s not friends with the owners. He doesn’t know the salespeople, or anyone else that works there. He hasn’t checked their website or social media for reviews, nor has he heard from a friend about whether they are any good or not!

He’s simply going to buy from them because he ‘knows them’ – he walks past their car garage every day when he goes to buy his lunch!

How can you and your team get prospects more ‘familiar’ with you, your company, and your products and services?

Andy’s Sales Tip Number 2 – Urgency

Remember ‘if you’re not first, you’re last?’. If you’re not first in responding to a sales enquiry, you might as well be last! The one who responds first has the chance to shape the sales opportunity! And they have the advantage!

And in New Business sales, if you don’t win the business, you get nothing! No Silver medal for ‘2nd best’. Or bronze medal for ‘3rd best’. 2nd place in sales is ‘first loser!’;-)

Andy’s Sales Tip Number 3 – Relevancy

How relevant are you to your prospects? Do they see you as a specialist in their industry? Or someone that definitely has the solution to their problem? Are they trying to drive you down on price, or are they willing to pay more to work with you?

Do you have specific lists of testimonials/case studies for the main industries you work in? Current clients that would happily take a phone call from one your prospects, to say how good you were, and how easy it was to work with you?

How quickly can you get these, if not?

Andy’s Sales Tip Number 4 – Customer Service Is Dead

Stop trying to give ‘Customer Service’ and focus on giving great ‘Customer Experience’ instead. Remember my story about Mercedes? Or the Park Inn Foreshore in Cape Town?

Sep 24

Video Sales Tips – Credibility – From The Vaal River, South Africa

By Andy Preston | General Sales Tips

Andy talks about Credibility (filmed ‘on the road’ next to the Vaal River, South Africa)

How important is credibility in Sales? Business credibility and also personal credibility? And how do we increase it?

Andy’s Global Sales Tips are filmed on Andy’s travels on whatever equipment is close to hand! Be that Phone, iPad, DSLR or whatever. We’ve gone for ‘quality of information’ over ‘quality of video’ in most cases.

More professional quality videos and clips are on other videos of Andy elsewhere. This is about quality of information and speed.

The video below is a YouTube video. If you are one of our clients that has YouTube blocked, there is a Vimeo version below that, that you should be able to see.
Contact us here if you have any problems accessing these. Enjoy!

For those of you that have YouTube blocked on your computers, there is a Vimeo version below too. Again, contact us here if you have any problems accessing these.

Jun 20

‘The More Follow-Ups, The Better!’ But Is That Really True?!!

By Andy Preston | General Sales Tips

I’ve seen a number of things posted on social media recently, along the lines of ‘the more follow ups you have, the better”‘ and ‘x amount of sales are made on the nth follow up’….

Now, whilst some of the implied messages behind these can be quite useful (‘salespeople should pick up the phone more’, ‘every quote should be followed up’, most salespeople give up too easily’), there’s actually a danger in following them too closely.

In fact, there’s one particular one that’s been ‘doing the rounds’ again recently, the one about how many contacts it can take to make a sale….

Sales Stats

Unfortunately when you do a little ‘digging’ on this, it turns out it was completely made up! 🙁

There is no such association as the ‘National Sales Executive Association’, and these particular statistics have been debunked numerous times, yet it still doesn’t stop people sharing it as if it’s ‘true’ – even when it’s not!

It’s almost as if we ‘want’ it to be true, to justify all the follow ups that we do!!

So here are some reasons why it can be ‘dangerous’ to take this study at face value (even if you didn’t know it was false until now).

Reason Number 1 – It Implies ‘More Is Better’

That’s probably the biggest point.  It implies ‘more is better’.  In other words, the more follow ups you do, the better you’ll do in sales.

And the problem with that?  It’s not necessarily true.

As an example, if you’re contacting new prospects, let’s say you don’t do your job properly on your first contact and don’t uncover any needs the prospect may have for your product/service, you don’t get them to admit/notice that they may well be interested in a further conversation, and manage to set the ‘next steps’ by the end of that interaction.

You’re now going to have to do ‘more’ follow ups to that prospect, than if you’d put more work in earlier in the process, so that wouldn’t be needed as much!  And most of the follow ups in that circumstance would be the dreaded ‘keeping in touch’ follow ups.

The world definitely doesn’t need any more of those!

So in this circumstance, ‘less’ is actually better!

 

Reason Number 2 – It Implies No ‘Evaluation’

And this is a VERY important point!

Good salespeople will evaluate/qualify both the prospects, and the potential sales opportunity, to know whether it is worth following up at all!  And if it is, when, how and why they should do that!
And as early in the process as possible!

And if you truly want to maximise your time as a salesperson, you need to be able to quickly identify REAL prospects from people that will waste your time.

You see, some prospects might have little or no intention of using you or your company, but they need your proposal, in order to give them a comparison with the other suppliers they truly are considering.  Therefore they will still take you all the way through your sales process, talk to you, meet with you, ask you to submit a quotation or full proposal.  But with no intention of using you.

These prospects will suck you time, suck your energy and chip away at your ‘sales esteem’ (your self-esteem in relation to your sales role).  You need to identify them as quickly as possible, not only not to waste your time, but to avoid the ‘endless follow up’ trap that also hurts your sales esteem.

Reason Number 3 – Too Many Follow Ups Annoy Prospects

The other thing to consider when you’re having to do lots of follow ups, is how annoying you can become to prospects if you try and do too many to one person!

Lots of follow up to one person (without anything fresh to say to them) ends up with lots of calls that are basically ‘how are things?’ or ‘has anything changed since we last spoke?’ or ‘any new feedback for me?’.

You already know the reaction to those you of calls is going to be terrible. So why are you still doing them?

Most salespeople end up doing these because they have to have an update on their ‘pipeline’, or their manager has asked them to get one! Yet, because the earlier part of the sales process wasn’t handled well enough, we end up with these ‘pointless’ call backs, that run the risk of just annoying prospects!

If we handled the earlier part of the sales process better, most of the follow ups wouldn’t be necessary. Because we would already know the next steps, and have arranged call-backs booked in, not just random ‘keeping in touch’ calls!

Follow the steps above and watch your sales soar! I look forward to hearing about your future sales!

May 29

Quick Sales Tips #1 – Dealing With The ‘Principled’ Objection

By Andy Preston | General Sales Tips

One of the most difficult (yet hardly talked about) objections to deal with in sales, is the ‘principled’ objection.

This is something I cover fully in my Stand Out Selling Objection Handling training, and it’s something unique to me and that system. So you won’t ever hear other sales trainers or speakers talk about this (although if you do, let me know because that would mean they’ve ‘stolen’ it from me, and I need to go and talk to them about it ;-))

So what do I mean by the ‘principled’ objection? And why is it an important part of objection handling?

The Oxford English dictionary defines principled as ‘(of a person or their behaviour) acting in accordance with morality and showing recognition of right and wrong’

What I mean in relation to this is when the product/service you’re trying to promote, the ‘angle’ you’re using or the package you’re trying to discuss is against their ‘principles’.

Let Me Give You An Example…….

red phoneYour objective in this situation is to tell the customer about the offers you have available, and sell this existing customer an additional product. A typical outbound sales call for some clients that I work with.

They already have a product with you on monthly subscription/contract, but your objective on this call is to sell them an additional one, or a complimentary product that is linked to the one they already own.

That means an increase in the monthly fee they are paying, or a separate contract for the new product that will increase the amount they are paying overall.

The problem is, early in the call, they tell you they are happy to hear about any offers, but they DO NOT want to increase the amount they are paying every month. Now that’s a fairly major problem, if your objective (and your commission) is based on increasing their payment, not reducing it!

Why Most Standard Sales Training Doesn’t Help Here…..

Now here’s what every other sales training company or programme will tell you what to do. They’ll tell you to either ignore it (and run the risk of irritating the other person that thinks you aren’t listening), or they’ll tell you to ‘objection handle’ it, and tell them all the benefits of increasing their monthly fee (which really runs the risk of putting their back up, ad it’s the opposite of what they just told you).

Neither of those work very well in my experience.

So What Do We Need To Do Differently?

The Stand Out Selling way of tackling the ‘Principled’ objection deals with this in a very different way.

In order to deal with the ‘principled’ objection, you HAVE TO DEAL WITH THE ‘PRINCIPLE’ FIRST!

In other words, you need to deal with the principle of ‘I don’t want to spend any more money on a monthly basis’ BEFORE you can suggest any increase, or talk about the benefits of what they could get by increasing their payment, or taking on an additional contract.

Fail Post ItIf you FAIL TO DO THIS, you will almost always come up against resistance.

However, once you overcome this part, dealing with the objection is far easier!

If you’re interested in learning more about dealing with the ‘principled’ objection for yourself or your sales team, or what to understand more about the Stand Out Selling methodology, get in touch here, or call us on +44 161 401 0142, and we’ll be happy to help!

Apr 25

Set Yourself Up For Sales Success – Tips From My Singapore Speech!

By Andy Preston | General Sales Tips

I was out in Singapore recently, speaking at the largest conference for speakers in Asia – the Asia Professional Speakers Convention.

It was a great chance to catch up with my clients and friends in the region, plus a chance to help my fellow Speakers improve their sales!

APSS BadgeLike a lot of people, Speakers generally wouldn’t consider themselves ‘natural’ salespeople. Like photographers, designers, consultants, lawyers, engineers, and many of my other ‘non-salespeople’ clients, they aren’t naturals at selling, yet as they own their own businesses, they somehow have to bring in sales!

So I thought I would share some of the tips I gave them, to help them generate more sales!

Andy’s Sales Lesson Number 1 – Make Sure You Have Your ‘Sales Fundamentals’ In Place

No matter whether you consider yourself a ‘salesperson’ or not (and I would argue that we’re all salespeople!), if you run your own business, you need to get the fundamentals in place.

That means having a process for handling incoming enquiries, for prospecting, for discussing prices, and objection handling etc where needed. There is no excuse for not knowing the sales fundamentals, and not knowing them will cost you money.

If you’re the owner of the business, you have the sales ‘responsibility’, like it or not. Don’t let opportunities pass you by because you’ve not got your sales fundamentals in place!

Andy’s Sales Lesson Number 2 – When The Opportunity Comes, Be Ready!

This is something else that people that aren’t ‘natural salespeople’ often struggle with (and some ‘natural;’ salespeople too!).

It’s really important that you’re ready for when an opportunity comes your way. That means having things in place, ready for it.

For example, if you know that a prospect is going to ask you about work you’ve done before for companies similar to them, what evidence have you got that you can send to them, quickly?

If you’ve got to sit down and put something new together each time, that’s unlikely to be effective, and also not efficient! If you’ve just got one ‘standard’ document you send out, that’s unlikely to be successful for you either!

Be ready to send what they are likely to ask for. Be ready to have the conversation around price (particularly if your price is flexible, or negotiable!). Most of all, be ready!

Andy’s Sales Lesson Number 3 – Change How You Feel About Sales!

Most small business owners tell me they’re not ‘comfortable’ with sales. Yet they also realise that sales is a vital part of their business! So much so that if they can’t bring in sales, they won’t have a business!

Yet most still avoid it, mainly because of how it makes them feel doing it, or they’re worried about the response from the prospect, or because it makes them ‘feel like a salesperson!’

I say that sales is one of the best professions in the world! And I still like Malcolm Gladwell’s definition of a salesperson in his book, ‘The Tipping Point’

Gladwell’s definition of a salesperson was a ‘Persuader’ – someone that got other people to take action. I really liked that definition when I first heard it, and I still like it today. And I think that’s what true salespeople do – get others to take action!

And if we believe we have the best product. The best service. The best thing for the prospect. Isn’t it our job to persuade them to take action on it and gain the benefits from it?….

APSS group

 

Oh, and if you’re a speaker and in (or near) the Singapore region, I highly recommend going along to a meeting of, and joining APSS.

One of the best associations in the world!

I look forward to hearing about your future sales!