Tweak Your Sales Process
40% of companies have no defined sales plan or play book. If that’s you, you NEED to put one together and fast. Without a roadmap, how can you control the journey? If you dohave a process. I’ve got news for you: It’s probably overdue for a tune up! Fact is, most sales systems and approaches out there are based on foundations laid over 100 years ago! Times have changed, baby! Has your sales process? Check out these stats:
▪77% of shoppers use web reviews to make a purchase decision
▪90% of all consumers use the internet to conduct research before buying
▪40% of buyers spend over 50% of their total shopping time online
▪There are now more mobile devices in the U.S. than people!
Take that last stat on mobile devices. By merely updating your sales process to address that one factor, I can increase your closing rate by almost 500%! It’s true. Here’s how: Text a sales prospect during the transaction whether they are in front of you, over the phone, or on the internet, and they are 5 times more likely to buy!
Another example? How about the basic premise of older sales models that teaches the salesperson to avoid price and build value. This has become so prevalent that 72% of all businesses never even present a proposal to their interested customer. 7 out of 10 times! No proposal = no sale. That means 72% of all yourcustomers are NEVER asked to buy. 72% of youradvertising dollars, wasted…
Upgrade Your Phone Skills
The telephone is the number two most important method you have for interacting with buyers, second only to face-to-face. Overall, 92% of customer interactions take place by phone, and yet 85% of customers report being dissatisfied with their experience with sales people on the phone.
Have you been on the other end of that equation lately? I have. One of the most popular segments of our Young Hustlers program on W.I.T. nation has been the Mystery Shopper calls we do LIVE on the air! Man, it is pathetic, if entertaining, just how bad most of these calls are. The supposed sales person sounds bored or bothered about half the time, and the other half, the “professional” at the other end of the line can’t even answer basic buyer questions. It’s a joke, but before you laugh too hard, have you mystery shopped your own team lately?
Listen carefully to the way your people handle the phone. Ask yourself: Who is the typical conversation structured around, the management/salesperson, or the buyer? How consistent is the message, value proposition, and branding across all the individuals in your team? Is there a unified approach, or is it scattered? Got a script? When’s the last time you role-played with it?
You need to get your team handling calls in a way that makes them strategic, powerful, differentiates you from everyone else out there, and is oriented toward the goals of the buyer. There is a huge opportunity for the sales organization that will take this seriously, especially during this time of the year when buyers are stressed-out. I’m here to tell you, they will come in droves and spend with youand not your competitors if your people are better on the phone. Need a role-play or mystery shop partner fast? Give us a call. . .
Master Your Close
The close is where the rubber meets the road. Without it, all that came before is essentially wasted. It takes less than 20% of the salesperson’s time, yet it encompasses 100% of the revenues generated. How many missed opportunities could you pick up if you got your team had better mastery of the close?
The number one biggest reason for not closing is never asking. With sales teams not even writing up proposals 72% of the time, it’s obvious you need to look at this. Get your team thinking more about write-ups and less about closing ratio, and your deal volume –and your commissions –will increase significantly, I promise you.
The the next biggest reason for not closing is that the sales person did not or could not persist in asking for business. 80% of all transactions require the sales person to ask for the sale at least 5 times. If I were to mystery shop your team, how many times are they asking? Do they even have more than five closes they can use? If not, why don’t they have more ammunition? I see it all the time: Due to a lack of successful techniques and closing material, salespeople are unable to persist in the close. It is not because they aren't motivated, it’s because they don't know what to say.
A couple of years ago I put together two hours of video where I modelled 85 different closes to handle virtually any objection in all categories; time, money (price/payment/terms), product justification, stalls and third parties. No matter how powerful the rocket it won't get anywhere without fuel. The fuel for the Closer is closes. You need dozens of them drilled and rehearsed, loaded and ready to be fired off where appropriate!
Get Your People MOTIVATED
Managers tell me all the time that people are not motivated. I’m here to tell you, motivation is not the issue; being PROPERLY motivated is the issue. We live in a culture where 50% of the population has an entitlement claim and another 40% think they can live on $50k a year.
Comfortis the new motivation. Time off is what people are motivated by today. Comfort, settling, and satisfaction are killing salespeople, companies and even entire industries. Your people are motivated alright, the problem is they aren’t properly motivated. This is a tremendous opportunity for an aggressive sales organization. Change this up, and you can virtually steal market share. Let me tell you, if you are disappointed by people not being motivated and find them lazy and lacking initiative, YOU are the one who is responsible to do something about it!
You need to create an environment that can combat all of the useless garbage and negativity that fills your sales peoples’ minds. I’m talking about setting up a controlled, closed-circuit source of positive, substantive, sales-relevant media your people can tap into and get their mindset adjusted on a dailybasis. In our experience working with client companies, we have found that simply by providing sales teams with daily motivation delivered visually, wecan guarantee an increase in sales of a minimum of 7-8%
Get committed to changing the environment you provide your sales team todayand you will be positioned to dominate your space and see huge year end results, even in the most competitive markets.
Ready for a Sales Team Makeover?
Over the last 25 years of working with sales organizations, I have found one thing to be true –The best way to capture more of the opportunities missed in your business everyday is to invest in the skillsof your PEOPLE.
To help you tap into this this MASSIVE opportunity, I have put together, for the first time ever, a low cost, high value web-based training program called, “Sales Team Makeover: The Secrets You Must Learn in order to 10X Your Team.” This powerful LIVE virtual training is designed to help you essentially re-launch your sales team to a new level of sales volume, FAST. I mean, see results right-away, like this week.
And look, we’ve all seen so-called webinars. Believe me, this is like nothing like those! This event is completely LIVE and interactive, with a small handful of other sales executives on the call with you. The phone lines are wide open and un-muted, so you will be able to speak naturally, ask questions and get answers to your specific challenges right then and there.
Best of all, your session will led by a highly talented business strategist I have personally trained and mentored. They’ve got years of experience consulting directly with thousands of businesses around the globe. Picture yourself being skillfully guided through the steps I would personally use to help you create your own roadmap to more business, greater profitability, and higher earnings for you and your people.
I want you to go get signed up for this thing today.
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