SO WHAT?
I"ve been asked (directly or indirectly) "So What" countless times? Why should I care? What's so special about your company?
Unless you're ready, you're toast.
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So what happens in the hot seat? Stay utterly focused on my training and sales principles that produce measurable results; dramatic results.
Impact people.
Build partnerships.
Help business create.
This means your business is now more marketable, sellable, and profitable.
Sales. Tools.
Adapt or die.
Adapt or Die. A line from the movie Money Ball. It resonates because it's true. Perhaps none more real in sales,
That's why I remain committed to growing, adapting, and winning. Speaking of winning, here are a few questions I ask myself and tools to do just that.
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Which customer journey experience am I creating?
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Which outcomes do I need to create during that journey?
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Which sales process works best with the customer's journey to generate desired outcomes?
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Which sales tools support my sales process?
Strategic Selling.
Close more deals inside complex organizations using Strategic Selling from Miller Heiman (Now, Kory Ferry).
What does the Economic Decision-Maker want to:
Accomplish
Fix
Avoid
Plus, watch for the personal motives of the buyer, including intentions, which are outlined below.
I like what I wrote about 411 or 911 a little further down. Do you agree?
Sales Statistics
48% of sales people never follow up with a prospect
25% of sales people make a 2nd contact and stop
12% of sales people make three contacts and stop
Only 10% of sales people make more three contacts
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th to 12th contact
Purchase Influencers.
The Miller Heiman methodology neatly divides purchasing roles into four categories by identifying internal roles that ultimately clarify who does what, when, and why.
By classifying critical insights such as; “Who makes the final decision” or “How much influence does this individual have,” the Sales Professional now knows who and what affects winning or not.
Decision-Maker
Economic DM releases the budget. Their agreement is a must. Go figure.
Technical Users
Users are directly affected by the potential purchase of the product. Benefits. speak.
Coach
New contacts can be started and customer intelligence collected.
Influencers
They have the ear of the EDM and can make or not make suggestions.
Purchase Attitudes.
The sales process is not as straightforward as it seems, and frankly, salespeople often make the mistake of treating prospects all the same—a bad idea. It's so easy to be myopic and think everyone has the same "why." Not so.
Again, Miller Heiman to the rescue by succinctly compartmentalizing motives and attitudes behind the "why" with four purchasing attitudes and buying intentions that are pretty effective in knowing how and what your prospects may be thinking.
Growth
I'm growing and it's hurts so good.
Trouble
I've fallen and I can't get up.
Even Keel
Sell me, if you feel lucky, well, do ya?
Over Confident
Your lips move, but I'm not listening.
411 or 911.
So, target businesses that need 411 or 911.
Avoid brash personas, and if the economic decision-maker is open to being “sold,” – then roll up your sleeves, and get to work.
But wait, there's more.
Selling Solutions also means helping your prospects;
Improve processes
Remove headaches
Save money
But before you get to yes - finding the "DO" (what, who, and why) is more important than understanding the "NEED."
Using this and other sales success principles, you'll crush the competition and keep them on the outside looking in. Just do it.
Plus, knowing you;
Crafted workable solutions for your clients
Created profitable revenue for you; my employer
Boosted my T4
Added stability for my colleagues
This makes me H-A-P-P-Y.
Increase sales
HABITS.
After pounding the pavement for years, my sales training keeps reminding me to dance with the one who brought me, and I believe my sales success is due in part to adopting 25 sales habits.
Have a look at the video below. It's good stuff. I promise. Truly. Madly. Deeply.
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P.S. be sure to ask for the entire list when we meet.
Sales Habits - Top 10 // 60 sec
"Who do I have to become to get what I want?" Tony Robbins