Monthly Archives: August 2015

August 27th, 2015

3 Sales Closing Techniques for Getting Clients Invested in the Deal

sales-closing-techniques

Creating a compelling Case Against No Action is Critical in Closing a Deal. Learn 3 Sales Closing Techniques to Help Clients and Prospects Get More Invested So It Feels you’re Closing the Deal Together

One of the skills we reinforce and model during Richardson sales training sessions is the Close: asking for the business or next steps to maintain momentum on sales opportunities. This is something sales professionals struggle with, as do clients who don’t want to be pressured into making buying decisions.

That’s why getting clients invested in the Close early on in the sales process is so important.

How this plays out is a lesson in role play — not the kind we do in our training sessions but in adopting different roles depending on the sales scenario.

Here are three sales closing techniques and roles for getting clients invested in the Close:

Be a cheerleader. Early in a sales call, talk to the person about desired results. Learn what is important to them both professionally and personally. With that information, you can become a cheerleader giving them a pep talk. “You are in a position where this could be career defining for you. Have you ever thought of it this way?” Then paint a picture with examples and evidence to support this statement. People who are fortunate enough to be leading these kinds of projects have the opportunity to make an impact in a meaningful » Continue Reading.

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August 25th, 2015

Moving Beyond Price: Differentiating Yourself through a Consultative Selling Approach

consultative-selling-approach

Moving Beyond Price: Differentiating Yourself through a Consultative Selling Approach

When we interview our clients to learn why they picked us for a sales training solution, the reason we hear given most often isn’t what you might expect. Although we offer comprehensive sales solutions, exceptional customization capabilities, outstanding facilitators, and many other tangible strengths, the reason we hear the most is that “you were the best fit.” When we look further into that answer, we usually hear phrases, such as “you really got our business and our culture” and “we had confidence in your ability to deliver what we need.” In a time when buyers have instant access to volumes of information at their fingertips, soft factors still matter. They can matter a lot.

As a sales professional, you work in a world where your competitors may be able to match you in price, product quality, and even features. So, how do you convince a potential client to buy from you? You must use a consultative selling approach to help differentiate your solution and yourself from your competitors. You don’t just offer yourself as someone who can supply good solutions; you offer yourself as someone who is fully vested in the client’s success, not just someone trying to sell to the client. You strive to be the best “fit.”

So, how do you become the best fit? This process starts with preparation before the conversation. You need to identify the » Continue Reading.

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August 20th, 2015

Sales Prospecting Takes a Long-term View

sales prospecting long term

Sales Prospecting Is a Marathon, Not a Sprint!

It’s OK to want immediate results from sales prospecting. In an ideal world, every call would lead to an appointment and the start of a beautiful business relationship. A more realistic view, however, is one that recognizes sales prospecting as the long-term activity it most often becomes.

Too many people gauge sales prospecting success by the number of appointments scheduled. Yet, if your two-minute call only focused on getting in the door and your conversation didn’t cover any meaningful ground, you won’t be well prepared for any appointment that might result. So, your first meeting could easily be your last with that prospect.

I judge sales prospecting success by engagement, the kind of dialogue conducted, and whether I was able to gain a greater understanding of the prospect’s needs. Success is being able to take the next step in forming a relationship or, better yet, a partnership. An appointment may not come out of the first or second or third conversation. But, when I do finally get in the door, it will be because I have engaged the prospect in learning more about how I can solve the needs or problems at hand.

When you bring value to conversations and put the prospect first, it becomes easier to schedule follow-up calls. And your calls tend to get answered. At least, that’s been my experience with a high percentage of » Continue Reading.

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August 18th, 2015

Do’s and Don’ts of Sales Prospecting

sales prospecting

Do’s and Don’ts of Sales Prospecting

During my 20 years in sales, I’ve seen more than enough examples of best practices, fair practices, and I-can’t-believe-it practices related to sales prospecting. I’ve worked in technology sales, leading high-performance teams, and I’ve been responsible for generating engagement with clients who weren’t actively in partnership with me or my then-employer.

Based on my experience, I’ve developed a short list of things that you should do to be effective in sales prospecting and, conversely, things not to do.

DO: Be disciplined. If you are methodical in using a consistent process over time to contact prospects, you will be more successful with your prospecting. It is as simple as it sounds. Set aside a certain amount of time each week to reach out to prospects, be it an hour a day or a half-day each week. By scheduling the time, you can develop a rhythm that includes pre-call preparation and follow-through dedicated to specific clients.

DO: Leverage your account-planning process. Specifically, use the process to understand two things about each targeted account: 1) What is relevant to that organization? What is happening internally and also within the industry? 2) What messaging can you put together that will resonate with those factors in mind? What this information will give you is a roadmap for how to prepare for your prospecting call.

DON’T: Lead with your product or capabilities. Your opening should focus on » Continue Reading.

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August 13th, 2015

7 Quick Sales Tips for a Strong 2015 Close

sales tips

7 Quick Sales Tips for a Strong 2015 Close

The year has once again flown by and, for calendar-year companies, the fourth quarter looms ahead. For sales professionals, this means pedal to the metal to close out the year on a strong note. For sales managers, it means coaching and guiding teams to reach the finish line in good shape.

Here are some quick sales tips that may prove helpful in bringing 2015 to a strong close.

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