Winners are more than twice as likely to create the perception that the overall value they offer is superior. When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.
Strategic Discipline Blog
Connecting. In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process. The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment.
Have you heard the news? Consultative Selling is Dead. This from an Inc Article, Why Consultative Doesn't Work. Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales.
I promised to provide nineteen questions your sales people should be asking to qualify prospects. These questions are provided to me through our Gazelles partnership association with Objective Management Group. When I first started selling I recall being excited anytime I got someone who wanted to speak to me about my service. Radio sales was a tough business to start a sales career, and someone who would actually speak to you generated a lot of enthusiasm. As time evolved I recognized that my time was as valuable as my prospects and I learned that if I spent time with someone who wasn’t qualified it meant I had less time to invest in a good prospect. I can recall having a great debate with another coach, who was my mentor, over the value of qualifying for price. In his opinion you shouldn’t qualify for price at the outset because the prospect wouldn’t be able to appreciate the value our service provides until after we discovered their frustration. My view wasn’t it didn’t do any good to explain value if the prospect didn’t have enough money to pay for our services.
Do you have trouble anticipating what your sales will be from month to month? Do your sales people have difficulty giving you an accurate forecast on what they will produce each month?
Last blog we discussed the Fourth Discipline, developing work process flow charts. Would it surprise you to discover that 91% of small to midsized business don’t have a formal structured sales process? One of our strategic partners is Objective Management Group. OMG is the originator of sales force evaluations and have evaluated over 8500 different sales forces, and 450,000 sales people. Most of the businesses they evaluate are larger companies since in order to evaluate sales teams; you need four or more sales people and managers. The 91% number comes for their evaluations of these 8500 companies. You can imagine what that number might be for sales teams smaller than 4 people.
It's discouraging to discover that if you're spending time on your proposal, talking about your solution, your company and the future you're putting your focus on the wrong things to make a sale.
The first day of medical school students visit the morgue. This is where their mistakes end up they are reminded. Nothing quite as dramatic is done for sales people, however if you have an idea how to impact salespeople in a like manner please suggest it!
You’ve just had a delicious meal at a fine restaurant, your waiter or waitress approaches to present you with the bill. What can he or she do to significantly increase the tip you will give them?