Posts Tagged : About Us

5 Tips to Becoming a Sales Star
The following tips are in no particular order. They are 5 things that I have always found to be significant in my own progress as a successful portfolio manager within varying industries. 

 #1 Sales Stars will learn to recognise risk and reward within their portfolios.

Some businesses may require more work and finesse but will bring a higher return.  Other sales leads may require minimal work and may yield a large number of small sales but the low investment required will still justify the smaller revenues generated or the lower margins.

“In some cases, a well-organised sales portfolio may show that certain companies and clients require more work and yet they rarely yield returns that justify the amount of investment required to nurture, develop and manage them. “Warren Buffet

The Sales Star, with the guidance of senior level management should carefully evaluate all activities within their sales portfolio’s to determine where to invest time and resources to generate the highest returns (revenues and profits). You won’t succeed in sales if you can’t do this effectively!

Great salespeople have an intuitive ability to understand this risk reward relationship regarding their pipeline.

They will manage their sales pipeline intelligently. View the pipeline as more of a sales portfolio, and are not afraid to integrate successful strategies from other industries into their own sales techniques to try and “test” to see which ones work, and which ones don’t.

 #2 The close of the sale begins right at the start.

The sales star by having a plan in place, will know the outcome long before they get to the end of this routine process, and they do it by ensuring that; they have a well qualified prospect, they know the prospect’s dominant buying motives, they have identified all of their potential objections before they are even expressed, they have carefully observed the various buying signals from the prospect and they have given an effective and interactive presentation.

They know long before they ask their closing question what the answer will be.

How?

By being effective at people reading, by asking intelligent, effective and appropriate probing qualifying questions, by being good listeners and by asking a variety of trial closing questions throughout the sales process. They don’t try and force a fit. They discover the prospects sense of urgency or they create it.

They are in the prospect’s presence to sell not educate. They are there to do business or develop business. From their opening remark to their final closing statement their attitude is I am here to sell or set up future sales opportunities. This does not mean that they are applying pressure or hard-selling. It means they are serious about helping the prospect solve their problems or take advantage of opportunities.

#3 Focus on one sale at a time and you’ll make a living. Build a trusting relationship and you can make a fortune.

Some salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and building a relationship.

Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems.  It is about building a trusting relationship with them. By becoming a trusted resource, we help in solving their on-going problems, or satisfying their continuing and evolving needs and desires.

Sales stars know that the lifetime value of a client is far more than the value of one sale or transaction.  They take along view of the relationship. It is not just about this sale but future sales, referrals and building customer trust and loyalty.

#4 They will work as hard to keep the business as they did to get it in the first place.

A key concept to keep in mind while selling is that the close of the sale is not the end of the sales process, but the beginning of the sales relationship.

After-sales service is the key to keeping sales closed and keeping customers satisfied and buying again. It can often be a subtle test to see if you can really deliver.

The key is to promise a lot and deliver more. In other words, exceed customer expectations – wow them with service. Poor salespeople continuously promise a lot and deliver less, or promise a little and deliver next to nothing.

Sales superstars know that to ensure repeat business, customer loyalty, positive references and qualified referrals that their after sales service must be one of their strengths.

#5 There is no better investment than investment in yourself.

Over the years, one common denominator in sales super stars is their willingness to invest in the continued improvement of their skills, attitudes and philosophy.

Life is an interesting relationship between paying the price of investment and looking to gain a return on the time and money spent. Interestingly this is the same relationship you are trying to sell to your prospects.

There are hundreds of books to read, audio CD’s to listen to and seminars to attend. It is never to late to start. The important factor is passion and dedication.

Sales stars don’t wait for their businesses to invest in them and their future value. They take full responsibility for the quality of their life and learning. They are pro-active in seeking out learning opportunities. They use professional coaches, have mentors and belong to mastermind groups.

They are constantly taking advantage of networking opportunities looking for all types of people who can help them improve.

I hope you enjoyed today’s post, we would love to hear from you. Contact me directly on daniel@yoursalesexperience.com or comment below.

Have a fantastic day!

Never forget “the experience delivered today, will generate the income for tomorrow”.

Yours in Sales & Service,

Dan

 

Successful Accidents?

“Success is no accident”

What our customers value of the goods and services we offer will inevitably change over time. If we do not keep at least a small step in front or in step with our customers, then we become irrelevant and your competitors end up winning. Keeping in step means continually improving/updating/revitalising/cancelling our products and services.

It means continual attention to the conversations we have with our customers, focusing on their needs and priorities and what motivates them to buy from our companies.

“If you want everything you want, you need to find and sell to people who want what you got”. Zig Ziglar

Its integral to understand that value is dynamic, not static. Companies and sales people that don’t help in moving their customers forward are holding their customers back, and missing out on real opportunities to not just help themselves achieve their goals & targets, but the overall companies goals & targets.

It’s a big question that most entrepreneurs ask daily… what are your thoughts? How would you stay relevant to your customers?

Yours in Sales & Service.

Dan

Managing Director

www.oursalesexperience.com

Sales Statistics

Dedication, persistence and believing that your product or service is genuinely needed by your customer.

These stats do not surprise me at all. Taking yourself out of the sales person shoes, and into the mind of the customer; would you ever buy a product or service that the person selling it to you didn’t believe in? (unless you actually needed to buy it and do not care what the sales person has to say).

Being persistent in a polite way shows that you actually believe in the product or service enough to continue to develop the sales process further.
If we all started out thinking that we have 12 calls to make to close this sale, achieving 5 is amazing. If we continue to think that 1 call is good enough, we will continue to underachieve.

I am the firmest believer that when a salesperson actually believes in their product or service it helps deliver a truly authentic pitch. As a customer you want to hear the passion in their voice, the fact that they recommend the product or service  personally, and furthermore either own one or have a view to own one in the future. Never forget, the service delivered today will be generating the income for tomorrow. Please follow this link to see how to become a Sales Star in 5 simple steps. Yours in Sales & Service.

Dan – Managing Director

www.oursalesexperience.com

“Every accomplishment starts with a decision to try”  Grant Cardone

For the majority of sales people, prospecting and qualifying have always been the least favorite aspects of their jobs.

In the blinkered rush, most sales people, with a new prospect, look purely for a quick sale and qualifying is often skimmed over. Salespeople end up spending time with the wrong people, upsetting a prospect and negatively impacting the effectiveness of the discussion, wasting both theirs and the prospects time.

Qualifying a prospect will make sure that you are not discussing a beautiful Harley Davidson, when the prospect doesn’t have a motorbike licence, and really just looking for a second hand scooter for their son or daughter.

You may be the best closer in the industry, have the gift of the gab, or know exactly when the customer is ready to buy, but without a prospect in front of you, and a steady pipeline for you to work with, all those sales development assets are useless.

Who is a prospect?

Absolutely everyone, until of course you have qualified them.

Qualifying Your Prospects

How can sales professionals qualify and select the right prospects with whom to spend their valuable time?

  1. Salespeople must have the right mindset to find and qualify the prospective client. I would recommend thinking like a physician, and asking questions to diagnose your customers situation. Using qualifying models like BANT (Budget, Authority, Needs & Time), ANUM (Authority, Need, Urgency, Money) and Hubspots latest GPCTBA/C&I, you can get a good flavour as to whether or not the prospect is qualified for your product and solution or you are wasting each others time. What makes a physician’s repertoire of questions so valuable is that it helps you focus on being able to get to the heart of the issue very quickly. Physician’s generally lead with the opening question, “Why are you here today?”, or “How can I help you today?”. Both questions are open ended and will get straight to the heart of the matter.
  2. Qualifying through research is also an excellent way of understanding your prospects. It builds an external profile, for example, size of company, industry, number of employees, structure, mission & what the company is about. Thus helping you to visualise how your products and services could fit. Although there is only so much researching your customers external profile can do for you and your ability to forge a new and lasting relationship with the prospect.

Qualifying a prospect does not guarantee you are going to get the sale, but it does guarantee that you will be more effective with your product or service placement.

If you would like to find out more on qualifying a lead, maybe some sample questioning around models like BANT or others, please contact me at daniel@oursalesexperience.com.

Yours in Sales & Service.

Dan

Managing Director

www.oursalesexperience.com

Small Business Lending Tips – The Non-Judgemental Toolbox

Helping put a financial story across in a non-judgemental financial world

The Non-Judgemental Toolbox

Helping new businesses get a proactive head start when approaching a financial institution;

What do you need?

Most small businesses I meet believe that an extensive Business Plan will help in getting financial support.

Whilst this in some ways is true, probably 90% of the information you have collated is defunct with a financial business that is purely centred on mitigating risks.

Most new business lending is centred purely on whether or not you can provide any information at all rather than the length of the plan you have put together.

The Small Business Manager will very rarely have the authority to make any form of judgemental decision on the business banking account, but will more than likely need to submit documents to their credit control team to reinforce the non-judgemental decision that the system has made.

What I have attached below, will speed up the process of a decision, simplifying your bank managers role as all the information he needs to submit is neatly gathered together, which, given that they are extremely busy people,  will give your lending proposal more chance of getting completed (and submitted) over any other lending requests they have received.

For any business lending between £1k – £30k I would recommend putting together:

The 2 Page Proposal

    1. Business Background

      • What is your business, what sector are you trading in, and what is your unique selling point/competitive advantage
      • If you have a website, include the link.
    2. How will you make it successful?

      • Who you are and what is your experience – Highlight similar business management experience, or previous successful business experience.
    3. How much debt do you need?

      • Iterate how this will be spent down to the final £
      • Do not include your wage or utilities. This is purely to come out of the business expenses when functioning.
      • If it is for an asset, put down that you want asset backed finance (HP/Lease etc)
    4. How will you repay the debt?

      • Where will the income come from?
      • Is it from sales expected?
      • How can you prove that?
    5. Include a personal Asset & Liability Statement if you can:

      • Asset = car, cash, shares, boat, house etc
      • Liabilities = Debts outstanding
      • Personal Income = current monthly income – bills
    6. How much is your stake?

      • Generally any financial provider does not want to take on all the risk. Most banks like 50/50 split.
      • Most finance house want to see a decent deposit (30%)
      • Most private financiers also like to see that your family and friends are backing you on this too.
    7. Cash Flow forecast

      • They are not expecting you to put it to the pence, but if they ask you a question about your figures, you need to know how you came to it. And saying that you just guessed what it will be is not really enough.
      • Worst case scenario is great, but this does not mean making your business hugely unprofitable, as why would anyone want to lend to a business that couldn’t afford to pay you back.
    8. Any Other Important points

      • Attach a summarised form of the last 2 years trading accounts if you have them
      • Other important points you feel may make a difference to the decision, ie long standing personal customer

If you need any assistance in putting this piece together please do not hesitate to contact us directly via email daniel@oursalesexperience.com, via the website at www.oursalesexperience.com or via mobile on 07797787389.

Have a fantastic day!

Never forget “the experience delivered today, will generate the income for tomorrow”.

Yours in Sales, Service & any other Small Business Help.

Dan

 

 

 

What Is Our Sales Experience?
Our Sales Experience is a team of professionals with a passion for delivering excellent customer service. We have a diverse range of industry experience but any good salesperson will tell you, the process is inherently the same for any product or service. It is the delivery, management and ongoing support that will set you apart from the rest.

Why do we do it?

We want to inspire customer facing people to be passionate about the brand they work for and the products or services they sell. We want to lead from the front and bring our passion for business, and our passion for people to help your business deliver a memorable experience over several sales channels.

Where are we based?

Based in Jersey, but we will be working predominantly with you within your place of work. We will be taking on your brand name, researching your products or (and) services and coming with you or working alongside you to deliver the “hands on approach” we promised.

What do we do?

We are an end to end sales & service company that helps small and medium sized businesses engage better with their customers at varying touch points. By touch points I mean on email or phone, in store, anywhere that you interact with your customer other than online.

How can we achieve it?

We have developed a winning process or guideline, that is not as generic as you will find reading sales handbooks. It is a bespoke product which incorporates a lengthy and hugely successful sales & customer service experience history, centering on your customer and their needs.

What next?

We would love to hear from you! Have a question or a new idea? Let’s talk. We love hearing about exciting concepts. Let us know and we will come up with a professional service that can help you develop your sales channels. We are here also to answer any questions you may have about our company or services.

 

Money can’t buy?

Whats truly important, cost you absolutely nothing.

How difficult is it for people to invest into something that is free to all?

Whilst these are in no particular order, they all resonate with the reasoning as to why we interact with some people and not with others.

Are there any other traits you feel the list is missing?

And importantly, “our service delivered today, will deliver our income for tomorrow”.

The Team at Our Sales Experience.

www.oursalesexperience.com

 

Amateur vs Professional

Its hard enough running the business you own.

Getting inexperienced & cheaper resources involved, especially in customer facing or decision making roles, can make hitting your businesses targets all that much harder.

With tight cash flows, most small businesses restructured and got rid of the very people they need to drive sustainable income and growth.

The team at Our Sales Experience look for missed opportunities within your sales processes. Importantly we know that without you being successful, we can not.

Contact us, let us help you get a head start on your competition.

Deliver an experience that your customers will talk about with their friends, and their friends friends.

Yours in Sales & Service

Dan
www.oursalesexperience.com