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Turn an ordinary meeting, conference or sales seminar int a motivational event for no cost other than expenses. We provide a sales speaker for free to demonstrate capabilities, meet potential customers, and to address selling challenges.
The following paragraphs describe twenty seven demons that commonly plague salespeople. Solutions to a selection of these issues and others can be addressed by our sales speakers in a 40m session.
- High hill - If you find yourself complaining that your task is too difficult or your territory too barren a change of perspective may help. There are ways to raise your game and achieve a challenging target. We share the secrets of proven tools and methods and explain the skills necessary for assalting a high hill.
- Green field - If you are new to selling or a territory or a set of accounts you can be sure that any predecessor has either squeezed out every available sale or abandoned possibilities and left them to evaporate. This is just the way things are. Storm the green field we new low cost and no cost strategies and techniques that kick start new business where it seems non-existent or out of reach.
- Too few enquiries - By far the easiest form of selling is converting enquiries into orders. It may seem that marketing is ineffective, that lead generation is not a your responsibility, or that promises are not being met. If so, you if you think so, your mind set may be holding you back. Shrug it off with a new set of principles, methods, and habits.
- Reluctance - Many salespeople will do almost anything to avoid picking up the telephone to call strangers and sell them something. It is easy to find other more pressing things to do. If you find yourself justifying your loathing with thoughts like, “it’s a poor use of my time” in any variation then you are cultivating a reluctance that leaches away your potential. Strangle it with irrisitable confidence bourne of abosolute certainty.
- Referral - Satisfied customers, business partners, suppliers, and close contacts are a rich source of leads, introductions, and referrals yet we shy away from asking. If you bypass chances to mine your network for new opportunities, potential business will go elswhere. Instead, build a referral prospecting system that keeps on giving.
- Unwarranted Optimism - When results consistently fall short of forecast, you may be sufferring from unwarranted optimism’. Get a large dose of realism. Use a quantified assessment method to turn a spotlight on the dark corners. Elliminate opportunities that won't happen, can't be won, or won't be worthwhil and turn around thos that will close, can be won, and will be profitable.
- Altitude Sickness - It is certainly more difficult to win the attention of senior people. If executives won’t discuss what you are selling, you need to discuss what they are buying. See through the eyes of senior executives and cross the chasm.
- Don’t Go Around Me - If you find it difficult to obtain access to all of the people who are influential in a decision, then you may have to settle for being treated like a mushroom – kept in the dark and fed manure. There are secret ways to turn around a "don't go around me" objection.
- Murphy’s First Impression - Have you ever made a poor first impression that cost you a sale? Could it happen again? A short check list can can keep complacency at bay.
- Never Heard of You - Armed with the right answers, such a response is music. Defeat anonymity is a sentence or two to turn the table.
- Small Talk - Some people seem to have a knack of finding just the right few words to break the ice. They are always ready to start a conversation when a bleak silence threatens to raise tension. If you ever experience difficulty with this, there are a few easily learnt techniques that banish the experience.
- Babbling Rabbit - You know that you should let the customer do the talking. You have heard it a thousand times. Why then does the babbling rabbit grab you every time someone mentions something that you know a bit about? Turn your listening ratio up with persuasive listening skills and consign the babbling rabbit to it’s burrow forever.
- I forgot to Ask About That - Have people tell you everything you ought to know and a lot of extra confidential stuff by simply asking better questions. Never have to make another excuse for failing to ask. Use a set of reliable techniques and forget the ‘I forgot to ask about that’ recrimination.
- Bravado - This is a name for the kind of confidense that is more about acting than certainty. Customers can tell when we are making it up as you go along. Skipping preparation and homework causes over reliance on bravado. Sooner or later, winging it leads to embarrasement. Frameworks and planners help carry out the necessary forethought, planning, and preparation.
- Money - If the customer hasn't made adequate provision for a purchase, the selling effort is unlikely to result in an order. It is easy to accept customer platitudes like, “ don't worry about the money” and “it wont be a problem”. Companies don’t like spending money. They hire people to make it more difficult to spend company cash. There are ways to ask about money that are comfortable for the shyest salesperson.
- Prevaricating Customer - You ask the right questions and all you get are evasive answers. Sometimes the customer executive turns the table and insists that you answer their questions. Learn to press for the answers you need without making it into a confrontation.
- Gullibility - Customer never lie, do thye? If you tend to accept what a customer contacts tell you without cross checking with alternative sources, then you may be guilty of gullibility. In many peoples minds, misleading a salesperson is not a sin. Contacts may be genuine in their intent to reassure, despite missleading you. Ways to distinguish facts from narrative and validate data ward off this vulnerability.
- Tyre Kicker - If you find yourself working on deals that don’t ever close - for you or any competitor, you have given life to a tyre kicker. Use quantified qualification tools to focus on the right issues and know if a sales opportunity is worth persuing.
- Price is too high If you feel that a high price is an ugly second head that frightens your prospects away then you have the price demon clutching your shoulder. We have the means to rip this demon from its perch and trash it under the wheels of a retreating competitor.
- Cheaper Elsewhere - Like 'the price is too high' complaint but more insideous. Customer negotiators use a cheaper competitor like a heavy club to strike at the foundation of a sellers confidence. Use a practical step-by-step method to reverse the 'cheaper down the street' objection.
- Form Filling - The management need to capture the knowledge stored in the heads of successful salespeople to ensure continuity. They need to monitor activities so that they get an early warning if things are going wrong. They need information to help them provide better help and support. Some amount of administration is essential to ensure that customers get what they bought. Use shortcut tools to keep administration under control.
- Competition - “If you know yourself and not your enemy, for every victory you will suffer a defeat. If you know yourself and your enemy then you need not fear the result of a hundred battles. If you know neither yourself nor your enemy then you do not deserve to win a single battle”, wrote Sun Tzu. To put it in modern parlance, if you don't even know who your competitors are, you can't know whether you have an acceptable chance of winning. Discover competing solutins, who competitors are talking to, and what they plan to do.Learn to out think your competition.
- Business Justification - Every product or service has a justification. Marketing people write them up and shout about them so that they can feed their babbling rabbits (see above). If you catch yourself reciting canned justifications, you run the risk of missing the real issues and losing the sales. Instead, have the customer make the business case for you.
- Written Word - Salespeople are usually good at face-to-face communication. It is hard to be successful without being someone who inspires confidence, one way or another. Being more action orientated than average is also an asset. For many otherwise great sellers, the proposal-writing element is a type of communication better left to others. The need for attention to detail makes this task irksome at best and loathsome at worst. Minimise the pain, increase proposal effectiveness, and improve win rates with a unique set of guidelines.
- Black Hole - Once you have submitted a proposal or quotation, the customer stops taking your calls. This does not necessarily mean that you have fallen from favour. It may only mean that they would prefer not to be bothered by your entirely self-centred attempts to hurry the process along. The lack of contact is unsettling because things could be going wrong and without access, there is little that you can do about it. There is a solution to this common difficulty. You can prevent the black hole from forming.
- Empty bottle - You know that you are supposed to ask for the order. You know that salespeople are supposed to be able to bring a sale to an early conclusion. In B2B situations and especially in a complex sale where many people are involved in the decision making process, it seems as if closing has a neutral or even negative affect. There seems little opportunity to hurry the process or make a sale happen, except by buying a sale forward. This thinking is a sign of a lurking ‘empty bottle’ fear. These closing techniques work in high value, complex sale situations. You have to supply the bottle.
- Duelling - Sometimes the duel takes place before you know you have won. Sometimes it takes place afterwards. Most customers will attempt to improve their side of a deal through negotiation. The negotiation duel can be very destructive. In B2B sales you have to protect the customers win while maintaining or even improving the profit in the sale. You have to protect the customers win even when they play win-don't care or even win-lose.
Having a SalesSense sales speaker deliver a talk during a meeting provides an opportunity to experience our delivery style as well as an appreciation of the value we contribute through our sales enablement, training and coaching services.
If you are looking for a sales speaker to liven up an event or need to add sales training to a meeting or conference, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and discuss some options. Alternatively, send email to email@example.com or use the contact form here.