Posts Tagged : News

Outsource for Growth
  1. What is holding you back from Sales Growth?

  2. What areas of your business have you invested into over the last 6 months?

  3. What has been your Return on the Investment?

  4. How important is coaching your customer facing team on sales, and how often do you do it?

If you answered “I am not sure” to any of these questions then what are you doing to give your company its unfair advantage? You maybe missing real sales opportunities…

Deliver the experience today, to ensure the income for tomorrow.

No more mediocrity, its time for the WOW factor.

Yours in Sales & Service

Dan

Managing Director

www.oursalesexperience.com

 

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

Art or Science?

Is Selling an Art or a Science?

Does it have to do with your creative charisma or the ability to read body language, tone of voice & perfect timing to close a sale?

An interesting topic that has been brought to closer attention in the last few years.

Personally I am in favour of both, with a touch of best practice sharing.

What are your thoughts? Are salespeople just charismatic thick skinned individuals with a gift of the gab, or people who have trained and read and analysed their customer and market.

We hope you have had a fabulous week!

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