Posts Tagged : Business

Excuse my ignorance…

Today I learned that fifteen years ago, world leaders committed to eight goals to drive global action, ranging from halving extreme poverty rates to halting the spread of HIV/AIDS and providing universal primary education. These goals were called the Millennium Development Goals.

For those as unaware as I was, these millennium development goals (MDGs) expire in December and a new action plan is to be adopted at the 70th UN general assembly held in New York this year.

The MDGs attracted plenty of criticism over the years, a key argument being that they placed too much emphasis on human development issues, such as education and health, and underplayed the importance of investments in energy and infrastructure that support economic growth and job creation.

Importantly for me, a target driven Business Development professional, critics aside, the question had to be; Were the goals achieved?

“The eight easy-to-understand goals generated incredible global traction, focusing attention and mobilising resources to where they were needed most.”

As I eagerly trawled the internet, I managed to find one interesting article, published by the Guardian that showed, as one world, how successful we actually were. And, well, in my view, I think given the enormity of the goals, I would be pretty comfortable with the results.

Given the pretty significant targets, such as halving the proportion of the people living in extreme poverty and halting and reversing the spread of HIV/Aids, achievement of any of these globally significant goals should of been all through the global media headlines, in newspapers worldwide on a regular basis, front page news…..

Maybe it was, maybe I missed it… Did anyone else see it?

I know, as we all do, that the media prefer the more important stories of death, violence and terror. President Obama’s recent interview summed it up perfectly; If it bleeds, it leads. Looking back on the amount of wasted time I have thrown at these media outlets peddling violence and propaganda, I feel slightly embarrassed that it has taken 15 years for this amazing news story about global unity and success to reach me.

Absurdly I can pretty much name every single terror group known to man, but I could not, before today give you one of these Global UN millennium goals.

Refocusing back to the the MDGs, now I appreciate; even with global economic growth, and the rise of global economies like China which must have impacted the statistics in a positive way, surely this has to be the greatest global anti-poverty push in history?

With 189 countries signing up to the declaration, committing their countries to a set of time-bound and quantified goals and targets, I can fully understand why Philanthropist, Bill Gates was quoted as saying that the MDGs are “the best idea for focusing the world on fighting global poverty that I have ever seen”.

Even without the global media support they should have received, the MDGs have became a global rallying point for the humanitarian cause and galvanised efforts to help the world’s neediest people.

“The Millennium Development Goals focused international aid efforts and galvanised people into action.” Matt Wade, SMH

With the new action plan to be launched in 2016, covering sustainable development goals (SDGs), which are more ambitious and cover a wider range of issues, including a greater focus on climate change, human rights, migration and employment. Some have argued that 17 is too many, and that the SDGs risk becoming unwieldy and overly bureaucratic. Others have argued the goals offer a much more comprehensive set than those that came before them and are therefore more likely to succeed.It would be great to hear your thoughts on:

1) Any interesting articles you have read on these goals;

2) Whether the proposed SDG’s have set the bar to high? Do you think 17 goals are unachievable, or;

3) Do you feel that aiming high, even if it ends in failure, will actually end in a better global state?

Yours in Sales and Service.

A more enlightened human.

Dan

Group BDM Total Solutions Group MD Our Sales Experience

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

Why is the customers experience so important?

Some fantastic stats.

Its never always the product or service that was purchased that gets remembered:

  • Its the person delivering the sale,
  • and the experience within that sale.

Today, try and get eye contact and smile at everyone.

Deliver something memorable!

Yours in Sales and 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

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