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About

This program shows how to overcome six typical challenges faced by experienced sales people. A great way to encourage positive sales skills and behaviours.

Challenge 1 - Never Enough Time

  • Get organised
  • Get database up to date
  • Management system - follow-ups all organised
  • Territory well mapped out, and logical
  • Qualifying prospects - knowing they are the right person to see
  • Take half a day to a day to plan, strategies and making everything very logical
  • Use e-mail and voice mail

Challenge 2 - Lost Confidence

  • Understand sales cycle of your product
  • Keep list of frequent objections and best answers
  • Get referrals
  • Get out of 'Negative land of W' - wishing, wallowing, wasting time

Challenge 3 - Multiple Decision Makers

  • Work with the person that has contact with the decision maker - find the best way to present your product
  • Treat secretary as decision maker and sell to them
  • Advanced probes - how the criteria for the decision is going to be made, what budget will you be spending on the product

Challenge 4 - Improving Presentations

  • Change yourself - new suit
  • Jazz up presentation - more visuals, tell a story, get feedback
  • Story telling - use previous client examples and how they are using your product

Challenge 5 - Difficulty with negotiation

  • Be strong, natural and friendly
  • Workout minimum you are willing to accept
  • Workout maximum you want to accept
  • Workout target you will accept
  • Avoid lack of preparation during negotiation
  • Focus on needs not wants

Challenge 6 - Writing a Great Proposal

  • Do it on the day you had the discussion
  • Simple introduction
  • Background on the problem
  • Your suggestion or solution
  • Cost involved
  • Clear pricing including any extra costs
  • Additional information
  • Your credentials
  • Keep it to 1-2 pages
  • Offer additional products or services

Tips and Advice

  • Keep a record of every time you got a sale
  • Write down trigger that led to the sale - and the buying signal
  • Change email subject after going back and forth to increase relevance
  • Visit your clients not just to sell but to find out about their business

This is available as part of

Take Away Training Series
Professional development topics for staff and managers. Take Away Training features business psychologists Eve Ash and Peter Quarry who provide useful techniques, clear advice and excellent ideas on key workplace issues. These best selling interview style programs are ideal for learning libraries, t... read more
Categories
Service / Sales
Release Date
Jan 1, 2007
Video Running Time (minutes)
17:00
Producer
Seven Dimensions
Course ID
TAT88