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Posts Tagged ‘consultative sales certification’

5 Steps to overcome the fear of Cold Calling

Posted on: February 26th, 2015 by Monika No Comments

It’s real. Cold Calling is scary to most sales people. In a consultative sales environment phone conversations are still a very effective way to develop new business. But, it’s like the fear of flying. While we consciously know that flying is still the safest way to travel, there is always those planes that crash.

The fear of cold calling, or the reluctance to do it stems from the same fear. We are afraid of rejection, that somebody could hang up on us. We don’t want to be rejected. Actually, in my experience when you prepare properly before picking up the phone, the likelihood of somebody hanging up on you is really slim, but the fear is there.
So what is a sales person to do?

1)Research, research, research
The better you are prepared before picking up the phone, the higher your chances that your prospect will listen. As long as you are targeted in your approach and you know who your ideal prospects are there is really nothing to fear than fear itself.

2) Be personal and professional
There is this common expectation that sales people should be aggressive. In my experience, the more gentle, consultative and professional you are, the higher your success rate will be. Never treat anybody in any way other than the way you would like to be treated.

3) Listen, listen, listen
Don’t rattle off a pitch, but start with a casual introduction and then slowly shift into asking questions. The more information you can extract from your prospects (personal or professional), the better equipped you will be to follow up and build a relationship.

4) Be relevant and honest
It doesn’t make sense to talk prospects into a need. Your product or solution has to be a fit, otherwise you will waste your and your prospect’s time. If you find out that there is no current need, leave a good impression, try to be helpful if possible (by maybe providing an alternative solution) and get permission to stay in touch.

5) Pick up the phone!
Yes you heard me, just do it. There is just no way around it. Well scripted and written e-mails go a long way, but if you are selling in a consultative sales environment you won’t get around a phone call. Trust me, it will pay off!

And finally, get help! There is many coaches out there who are able to help. Prospecting, like all the other sales aspects can be learned. We work with sales professionals every day, helping them become more confident in what they do, even the ones who are very afraid. In our Consultative Sales Certification Program there is an entire module that is focused on prospecting new business.

http://www.getsalescertified.com/curriculum-expanding-your-business

Don’t Drive Your Customers Nuts! Always Touch Base with A Purpose!

Posted on: July 17th, 2014 by Monika 2 Comments

For convenience reasons I have my business account and my personal account with the same bank. And that’s not due to my deliberate choice. My previous bank was “swallowed up” by this much larger bank during the financial crisis a few years. Not a particularly good start to begin with, although it could have been a great opportunity for my bank on record to make a splash. Well, they didn’t (otherwise I wouldn’t be writing this blog).

Are Sales and Customer Service the Same?
To me, customer service and sales are tightly interconnected. We teach that in our Consultative Sales Certification program. A good number of our clients offer solutions that are often viewed as commodities, such as logistics services, technology solutions, banking. The only differentiator is outstanding customer service, being in touch with your clients and truly understanding and fulfilling their needs. When you don’t serve your customers well, you probably won’t up-sell and in the worst case scenario, you might even lose them. That seems logical, doesn’t it?

The other day I got a call from the business specialist at my bank’s local branch. This is a person that I actually know because I approached him a couple of times with questions about on-line banking. Never, and I mean never has he asked me how happy I was with my experience at the bank or if he could help me with anything else other than tactical advice.

Do You Do Your Research Before You Pick up the Phone?
So, it was to my surprise when my business line rang the other day and that very person, “my” dedicated business advisor, called and wanted to know how I was doing. My first reaction was “That’s nice, they actually care”. That euphoric feeling only lasted a couple of seconds until I realized that he didn’t know who he was talking to. He didn’t connect the dots or didn’t have notes in his CRM system to realize that he had met me on numerous occasions. AND, he had also NOT done his research. A quick look at my LinkedIn page might have triggered his memory – my photo is there. People who have been following my blog know that I write about this all the time. Research, research, research. It’s one of the most important ingredients in successful selling. How are you supposed to add value if you don’t know who you are calling on?

Don’t Call Without a Purpose!
While a bit annoying, it wasn’t the reason why I am writing about this experience. After a very vague introduction to the effect of “Hi, I am your business advisor at your bank”, there was the general question of how my business was doing and whether he could do something for me. When I asked him what he had to offer, it turned out that he had nothing to offer. How could he? He knew NOTHING about my business!

There wasn’t a special promotion, or an offering that would fit my business needs. There was no purpose to the call. One could argue now that it was just a courtesy call, but the fact that he didn’t know who I was in combination with the fact that he knew nothing about my business just bothered me. Don’t get me wrong, it is very nice to check in with your existing customers and just say hello, but only if you actually know them!

Where Can You Find the Best Business Opportunities? … Your Existing Customers!
I am a customer for crying out loud. Look into your database, check my account history, then check my business and offer me something! If you don’t have anything to offer and you don’t know who I am, you are not only NOT adding value to my day, you are actually interrupting it.
Your existing customers are your best source for new business, but there is an art to it. Just calling and saying hello is certainly not the strategy for success.

Without a Purpose, it’s just a Missed Opportunity
We teach the participants in our training programs to prepare for calls, to do research and to have a plan of action. Even the most senior sales or customer service people shouldn’t wing it. It is so rare these days to get people on the phone, so if they actually do pick up – make it worth their time and make it worth your time otherwise it’s just a wasted business opportunity.

Empower your CEO when it comes to sales

Posted on: April 11th, 2014 by Monika No Comments

Readers who have been following my blogs know that I am very cautious when it comes to C-Level involvement and sales, but that only pertains to day-to-day operations and not the conceptual involvement. Your sales process, your sales training or any other sales related areas will not be successful if the CEO feels that it’s not in line with her/his philosophy or thinking.

The most successful sales training programs we have experienced are the ones where the CEO spear-headed, promoted or at the very least approved and supported the program. Sales and sales training cannot be successful if the CEO is not on board.

1) Socialize your CEO with sales

In my experience, most CEOs are strong leaders and are passionate about their company.  That’s also a good reason why they are in the position they are in. Being strong leaders and passionate about what their company can do, many also think they are as good at sales as at leading an organization.  Though they may be quite skilled at promoting their business to investors, understanding Sales as a discipline is a very different cup of tea. We’ve found that the best way to get buy-in on your sales process is to invite your CEO to a meeting where you present the philosophy (consultative selling, customer-centric selling, etc.) and why you have chosen that approach, along with goals and outlines to support company objectives and goals.

2) Be prepared to answer questions

Preparation is everything and you need to be in a position where you can support your strategy (if necessary) with case studies (from previous experiences) or data that you have collected. Just to say that you believe in a consultative approach to selling without knowing why will probably not leave the best impression.

3) Be specific, or not – depending on your CEO’s personality

Graduates of our Consultative Sales Certification Program possess the knowledge and skills to identify personality styles, understand how people digest information and most importantly, how to adjust to most effectively communicate. If your CEO is a strong “D” or Director type, someone very results-oriented, a quick decision-maker, you’ll want to provide top level information, cut to the chase and show how the bottom line will be affected.

If your CEO however is more of a “C” or Cautious and analytical, you need to go into more detail, using data to support your claim as to why you want to do things the way you present them.

4) Build trust

By providing information to your CEO, helping her/him understand the sales process you are a step ahead and more in control. If your CEO has doubts about your sales process, you can talk about it, make adjustments and so you get her/his buy-in. This will help you build trust and allocate budgets and you and your team will share responsibility with your CEO for the outcomes.

5) Be honest

If your sales cycle is lengthy, make sure your CEO fully understands why. Now is your time to be honest and straightforward. It helps you to build rapport, gain trust and to manage expectations. Don’t paint a rosy picture if there are serious obstacles you are facing. If you have built a collaborative environment and your CEO understands the obstacles and the sales process, you will be more successful working towards your goals together.

Oval Callout: I want it, and I want it now!

Do You Speak “Sales”?

Posted on: March 13th, 2014 by Monika No Comments

3 Reasons Why We Need a Common Sales Language

Most of our clients share a common corporate language. And that lingua franca has become “English”. Even if they are an international organization with offices all over the world, English is the way employees communicate with each other, at least officially. This only makes sense, because it streamlines communication and it is the best way to avoid misunderstandings that can happen during translation. But what about a shared “Sales” language? In a consultative sales environment the language we use is key to the success of an organization.

In our work with so many organizations we’ve observed that many companies don’t share a common language when it comes to sales as well as in operations. As you can imagine, this can lead to confusion and sometimes to mismanaged expectations. As a matter of fact, our most successful clients understand that Sales and Operations need a common, shared language. Our clients have successfully used our Consultative Sales Certification Program to work towards that goal.

Too many sales leaders use generic terminology when managing their people. They talk about opportunities, leads, closing rates, probabilities and prospecting but they don’t define those terms.

1) Define Your Terminology

When developing a consultative sales process, the terminology should be defined and agreed upon. What is an opportunity vs. a lead? Do you have clients or customers? What are objections and what are stalls? When we talk about decision makers, let’s be clear who the economic buyers are, who we define as influencers or coaches and what audiences we view as the end users. And do these roles change during the course of working for a client, and how can a sales professional effectively influence the decision-maker to mutual gain?

The list goes on and on, but the important point is that whenever your sales manager leads a sales meeting and makes reference, everybody in the room or on the phone should be clear on what she/he is referring to.

2) Use Parameters to Refine Your Terminology

The best way to manage expectations and develop a shared language is to use parameters to establish a term. Let’s talk about opportunity management. I remember times when I was still an outside sales person and our manager would go around the table, asking each sales person to gauge the probability of closing for each prospect in their pipeline. Personally, I am a very cautious, if not a conservative person (at least in sales) when it comes to predicting probability. I am even a bit superstitious and would never predict 100% unless I had a signature. Some colleagues of mine however were more courageous and daring when it came to their pipeline. For them an 80% closing probability was certain when they had a nice chat with a prospect.

These scenarios happen where there is no common, defined sales language established. For companies to have a firm handle on opportunity management, they need to have a structure in place that will help sales management and sales people to manage their pipeline. That means that you need to set parameters as to what each percentage means. For example, 80 % closing probability could mean that you need to have had all the decision makers involved, a verbal agreement and proposal that was discussed and agreed upon by all engaged parties. The remaining 20% that are still up in the air could be circumstances still unknown, such as Purchasing demanding different payment terms.

3) Be Creative, but Precise

One of my clients wanted to use a sports analogy to manage the pipeline. They referred to First Base, Second Base, etc. when it came to pipeline management. There is nothing wrong with being humorous and playful as long as everybody involved understands what those terms stand for. A North American sales manager working with sales professionals from countries where baseball is not a national sport will have people scratching their heads as to what she/he meant.

Every company has a different system set-up and the sales cycle in general will determine the details but what is crucially important is that everybody internally knows what 50% vs. 80% probability means. There shouldn’t be any confusion about that.

In closing a common, shared sales language is important to avoid miscommunication and confusion. One way to ensure that your language is streamlined is to reflect the parameters in your CRM system. Customize your database so it reflects your “Sales” language and your “Sales” parameters and make sure that only those terms are used during official meetings. You see, whenever terminology is not clearly defined there is room for faulty interpretation/translation. Have a look at the following!

Here are some examples of marketing language “lost in translation.”

  • KFC, for example, mis-translated “finger-lickin’ good” into Chinese that meant something more cannibalistic.
  • Or, the U.S. Original: “Got Milk” was definitely a wildly off translation in Mexico with: “Are You Lactating?”

 

We don’t have time for … (sales training)

Posted on: February 12th, 2014 by Monika No Comments

http://www.thewoodshop.20m.com/graphics/clockface2.jpgThe phrase “We don’t have time for …” is very often used to stall and/or avoid responsibility or just as an excuse to do nothing. There really is never a lack of time. Rather, it’s really a matter of setting priorities. If you feel that you don’t have time to do something important, I invite to re-consider.

Are you trying to avoid doing something, or do you feel that the task is not important enough to make it on top of your priority list? This is a really important exercise. In business and in life.

Everyone I know suffers from time deficiency. Our busy schedules, cluttered with appointments and obligations and getting inundated with information through voice mails, emails, social media alerts, Twitter feeds, Instagram, you name it – we’re in overload!

Today, for example I decided to clean out my Inbox and unsubscribe from many mailings. Not because the information was useless, but it wasn’t of value to me personally and professionally any longer. Freeing up my time and clearing my schedule gives me an opportunity to add things that matter to me personally or to my professional education.

But, let’s get back to the phrase of “We don’t have time for sales training” – this is something we occasionally hear from our prospects when we discuss our Strategic Consultative Sales Certification Training Program.

Business Development Is A Priority, Is It Not?

I am a deep believer that Business Development should be a top priority for every single organization. Without it, your company won’t grow. But even more importantly for me, is that it should be mindful business development – not just making numbers. Your company should have a growth plan and a goal to gain more profitable customers. I’ve experienced more companies than I’d like to just adding numbers to their revenue stream without looking hard at profitability.

No Sales Training = Status Quo, or does it?

Our clients are always amazed at how even their top producing business development people develop new and updated insights and get great value from our Training Programs. There is always room for improvement and if we don’t learn, we stagnate, or even worse we regress. Sales is process and it’s hard. We are in the trenches every single day trying to achieve our sales goals. It’s so easy to fall into a pattern without looking up and looking around for new techniques and refining one’s skills. Decidedly, an on-going sales training program gives you an opportunity to regroup, to challenge your thinking, adjust your behavior and develop new skills.

Why is it Always the Top Performing Companies Who Get It?

Interestingly enough, most of our clients are the ones who are already successful. They don’t really have a problem with business development, but they do want to do better. They continuously seek out solutions that can help them to be more strategic and to grow revenue in a more effective way. They also know that by helping their business development staff be more effective, it will lead to a win-win situation. Their people will earn more and it will lead to more revenue and higher profit margins.

Still No Time for Training? Think Again.

What people don’t realize is that not doing anything doesn’t necessarily mean that everything stays the same. It means that you are not progressing but your competition might very well be. While your sales people are doing things the way they were done 5, 10, sometimes 15 years ago, the competition is learning to plan strategically, to overcome objections with real value solutions and to close business with clients who fit in with their strategic objectives. Sales and business development has changed in many ways in the last 5 years due to all the social media channels. If your sales people are not kept fresh and up to speed, they will be left behind. Nobody would think that using fax machines to get new business is a State of the Art practice, would they?

What is Your Business Growth Worth to You?

My health and sanity is worth 6 hours a month to me. That’s the time that I take away from my busy schedule to practice Yoga. It keeps me grounded and it keeps me sane.

My business growth is worth 20 hours a week, that’s the amount of time I spend on prospecting, writing articles such as this one and learning about new best practices.

Our clients have their sales and account management people spend 4-5 hours a month on learning to become more strategic business development people embracing and utilizing a consultative approach. When they graduate from our program (which usually takes 6-8 months, remember – sales is a process and so is learning) they have grown their business by over 30% on average. A small time investment if you think about it in terms of ROI.

So, really, it’s all about priorities. Business Development needs to be a priority, whether it comes to cold calling (schedule time every day), or staying in touch with your customers (plan to do that on a regular schedule) or learning new practices.

Not having time means that growing your company is not a priority. And that’s surely not what you are aiming for, is it?

“Even the woodpecker owes his success to the fact that he uses his head and keeps pecking away until he finishes the job he starts.”
– Coleman Cox

As you know, we deeply believe that our Consultative Sales Certification Program provides so many benefits and value to a sales organization. Interestingly enough we share this conviction with a Sales Consultant whose blog you can read here.

Three Ways to Increase Sales Training Adoption: Tom Maloney

http://www.salesbenchmarkindex.com/bid/104882/Three-Ways-to-Increase-Sales-Training-Adoption

 

In Sales: There’s Nothing to Fear, but Fear Itself!

Posted on: October 31st, 2013 by Monika No Comments

I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.

People buy from people and sometimes we don’t make numbers because there are deep underlying issues simmering. It’s hard to admit it, but we all have been afraid at times. Afraid to buy or afraid to sell. There is no shame in it. The sooner we understand the psychology of a process, the faster we will be able to face those feelings and to adjust our behavior. To borrow one of FDR’s most quoted statements that will forever hold true, ”There’s nothing to fear, but fear itself.”

If you don’t overcome buyer fears, you won’t succeed.

We need to understand and acknowledge a buyer’s fears in order to help our clients and prospects overcome that feeling and move forward. The most common fears are:

Fear of Paying Too Much – It’s vital to understand how important a buyer’s perception is and how it can affect your success.  Clients and prospects alike want to know that they have been able to get close to your bottom line.

Fear of Change – The fear of change is a very real fear for many buyers.  When someone is comfortable with the product or service they have been using for years, making a change to a new product or service is threatening to most people.

Fear of What Others Will Say or Making a Mistake – I dare to say that almost all of us wish to avoid ridicule.  Most clients and prospects are going to make sure that if they move to a new product or service, there won’t be a negative focus on their decision by their peers or their boss.

What can you do to help your prospects and customers overcome Buyer Fears?

  • Fear of Paying Too Much
    • Obviously, no one wants to pay too much for a product or service. It’s vital to understand how important a buyer’s perception is and how it can affect your success. But what does it really mean to pay too much? Clients and prospects alike want to know that they have been able to get close to your bottom line.
    • So, how do you deal with this?  How you talk about price (or their overall investment) and how you negotiate is very important. When speaking about their investment, stress the overall value that they will receive instead of the benefits or features.
    • In negotiating, make sure that the buyer will give something in return for each concession that you make. You definitely want to maintain your price integrity. This also supports your goal of the buyer realizing you don’t have a lot of leeway to radically reduce pricing.
    • Learn with our Consultative Sales Certified Training Program how to truly stand out as a top negotiator with our e-Learning Module: Negotiating For Impact
  • Fear of Change
    • The fear of change is a very real fear for many buyers.  When someone is comfortable with the product or service they have been using for years, making a change to a new product or service is threatening to most people. Change is harder for some than others.
    • So, how would you be able to deal with this? Use persuasion strategies aimed at calming fears of change. Make use of strategies to gain commitments and close the sale that match your customer’s or prospect’s buying psychology.
    • Some buyers see value in retaining a major portion of what works well and only changing minor areas that call for improvement.
    • Others prefer to see major change and improvement but wish to keep some things that do work well
  • Fear of What Others Will Say or Making a Mistake
    • I dare to say that almost all of us wish to avoid ridicule.  Most clients and prospects are going to make sure that if they move to a new product or service, there won’t be a negative focus on their decision by their peers or their boss.
    • So, how can you deal with this? Stress how your product or service has helped other similar companies enhance and/or improve their products or services. Suggest a final meeting with your contact’s associates or supervisors to reassure that everyone is on board with the change.

Our Latest Super-Seller Graduates!!

Posted on: February 14th, 2013 by Monika No Comments

Today, on Valentine’s day we wanted to share a special present that we received from one of our participants. A wonderful testimonial from one of our recent CSC Graduates:

Tom, Monika, Marcia, … I want to thank you all for the great sales training program!! I learned so much about how to recognize the behavioral styles of my clients and prospects. This has helped me better adjust my approach throughout the sales process. During the course of our training program, I improved my sales and business development consistently. By the year’s end I was awarded “Most Improved Sales Performance” for 2012!

I want to thank Mach 1 Global for implementing the CSC program for sales and now our operations personnel to help them understand the process. And thank you CSC team for helping me improve and grow in sales! – Marianne W., VP Global Accounts,MACH 1 GLOBAL

So we thought that we give you a present today, sharing our success story that will provide insight on how one of our clients increased business revenues to pre-recession levels by implementing our CSC training program.

Cutting-edge Sales Training – A First Step to Top Performers

One of our clients decided to embark on a mission to provide a cutting-edge sales training program to a select group of their sales team who all work remotely from headquarters. This specialized logistics and transportation solutions provider wanted their sales and account management staff to become top performers, too.

Let’s face it, even successful sales and service professionals have some areas to improve. Yet top performers consistently outperform their average counterparts by large margins.

Know Your Clients and You’ll What They Need

In utilizing CSA’s Certified Training Program with a pilot group, our client quickly established that the training program was making a dynamic change in the way their business development professionals were planning and executing their business efforts. Revenues increased, for some in the pilot group by 40% and 50% within a few months. Additionally the members of the pilot group were motivated to go the extra mile for their clients as they acquired new, deeper skills and knowledge in understanding who their clients were, were able to more efficiently and more quickly to develop new business as well as expand business with existing clients. This mindset change began to spread to their operations management.

Everybody In – Let’s Congratulate the Graduates!

And today, seven months after the kick-off of their program, we can proudly congratulate the first group graduates from our Arizona client’s organization. The program is ongoing for three more groups, each with customized goals and training calendars. Their success of the pilot group is testament to their perseverance and hard work applying the core consultative sales and service concepts to their jobs on a daily basis. These seven certified top-performers can now proudly carry and use the nationally accredited and recognized CSC emblem as Consultative Sales Certified Professionals. And they have a few tips for you below their graduation photo!

 Stand up and take a bow!

 

Consultative Sales Certified Professionals – Accredited Super Sellers
These seven certified top-performers can now proudly carry and use the nationally accredited and recognized CSC emblem as Consultative Sales Certified Professionals.
From left to right: Tom D’Agostino, Chief Trainer at CSA, Kirk Stauff, Marianne Wilson – Most Improved Employee of 2012-, Yvette Cheesebrew, Ray Torres, Bob Heine, Vinnie Balsamo and Herb Reich.

A few things our Graduates would like to share with all our readers:

5 Tips from Our Super-Seller Grad

  • Know Your Market! Prioritize your sales efforts according to potential for sales, not based on current sales.
  • Know Your Customers! Adjust your approach to each of your contacts based on their behavioral styles and role.
  • Ask Questions that help you understand each contact’s vision and pain points.
  • Stress Value based on business impact and the personal win for each individual customer.
  • Position solutions that help the customer save time, make more money, operate more efficiently or give them peace of mind. Anything else doesn’t matter!

Here’s what the CEO is saying about our CSC Program

“Consultative Sales Academy’s Custom Training program has significantly helped our team improve their performance. We’re finally back to pre-recession sales results and momentum. Because of the success and positive feedback from both seasoned professionals as well as new sales team members, we are implementing this program company-wide for sales team members, sales managers and operational managers. Our team is geographically dispersed, which makes CSA’s blended approach of e-learning, web training and coaching very desirable. We especially appreciate the flexibility of the program and the personal attention that CSA’s coaches provide to each individual participant. This program is a long-term commitment that is definitely worth the time and investment if your goals are to truly impact sales performance and results. I highly recommend this program.” – Jamie Fletcher, CEO, MACH 1 GLOBAL

 

 

 

 

 
 

 

 

 

One of our clients decided to embark on a mission to provide a cutting-edge sales training program to a select group of their sales team who all work remotely from headquarters. This specialized logistics and transportation solutions provider wanted their sales and account management staff to become top performers, too.

 

Let’s face it, even successful sales and service professionals have some areas to improve. Yet top performers consistently outperform their average counterparts by large margins.

 

 

 

 

 

 

 

 

Know Your Clients and You’ll What They Need

 

 

 

 

In utilizing CSA’s Certified Training Program with a pilot group, our client quickly established that the training program was making a dynamic change in the way their business development professionals were planning and executing their business efforts. Revenues increased, for some in the pilot group by 40% and 50% within a few months. Additionally the members of the pilot group were motivated to go the extra mile for their clients as they acquired new, deeper skills and knowledge in understanding who their clients were, were able to more efficiently and more quickly to develop new business as well as expand business with existing clients. This mindset change began to spread to their operationsmanagement.

 

 

 

 

Everybody In – Let’s Congratulate the Graduates!

 

 

 

 

And today, seven months after the kick-off of their program, we can proudly congratulate the first group graduates from our Arizona client’s organization. The program is ongoing for three more groups, each with customized goals and training calendars. Their success of the pilot group is testament to their perseverance and hard work applying the core consultative sales and service concepts to their jobs on a daily basis. These seven certified top-performers can now proudly carry and use the nationally accredited and recognized CSC emblem as Consultative Sales Certified Professionals. And they have a few tips for you below their graduation photo!

 

Stand up and take a bow!

Consultative Sales Certified Professionals – Accredited Super Sellers
These seven certified top-performers can now proudly carry and use the nationally accredited and recognized CSC emblem as Consultative Sales Certified Professionals.
From left to right: Tom D’Agostino, Chief Trainer at CSA, Kirk Stauff, Marianne Wilson – Most Improved Employee of 2012-, Yvette Cheesebrew, Ray Torres, Bob Heine, Vinnie Balsamo and Herb Reich.
A few things our Graduates would like to share with all our readers:

5 Tips from Our Super-Seller Grad

  • Know Your Market! Prioritize your sales efforts according to potential for sales, not based on current sales.
  • Know Your Customers! Adjust your approach to each of your contacts based on their behavioral styles and role.
  • Ask Questions that help you understand each contact’s vision and pain points.
  • Stress Value based on business impact and the personal win for each individual customer.
  • Position solutions that help the customer save time, make more money, operate more efficiently or give them peace of mind. Anything else doesn’t matter!

Here’s what the CEO is saying about our CSC Program

 

 

“Consultative Sales Academy’s Custom Training program has significantly helped our team improve their performance. We’re finally back to pre-recession sales results and momentum. Because of the success and positive feedback from both seasoned professionals as well as new sales team members, we are implementing this program company-wide for sales team members, sales managers and operational managers. Our team is geographically dispersed, which makes CSA’s blended approach of e-learning, web training and coaching very desirable. We especially appreciate the flexibility of the program and the personal attention that CSA’s coaches provide to each individual participant. This program is a long-term commitment that is definitely worth the time and investment if your goals are to truly impact sales performance and results. I highly recommend this program.” – Jamie Fletcher, CEO, MACH 1 GLOBAL

Get Prepared Before You Pick Up The Phone

Posted on: November 15th, 2012 by Monika No Comments

Let me start with a question: Have you ever received a phone call from a sales person who stutters around, doesn’t really know who you are, what your company does and starts rambling about some product/service offering that is not at all relevant to your needs?

I’m sure you have, and that can certainly be annoying! That sales person didn’t do her/his “homework”!

In a consultative sales environment, doing your research and getting prepared for a call is as essential as actually picking up the phone and dialing. The first step in a consultative sales approach is the “Pre-Call”, in other words, doing your “homework”. Well planned and executed preparation will help you once the person you are calling on picks up the phone.

Being informed means adding value to a conversation. Whether it’s your first conversation with a prospect, or a follow-up call with a long-time client. It also puts you, the sales person, in a position where you don’t sound like you’re dialing for dollars.

Whether you’re calling on a new prospect or trying to expand your business with existing clients, research and preparation are key.

 Prospecting For New Business

At the core of successful consultative selling is developing a customer-centric sales process and being diligent. Not pushy, not aggressive, but consistent and strategic. You will need to identify exactly what you are selling and what value it brings to your prospects.

Successful consultative sales professionals take time to understand what truly differentiates their service from their competitors’ similar products or services. They do their research. They also make sure they know their own strengths and opportunities for improvement and growth.

Once you have established what you are selling, and how the features and benefits can be of value, then you can begin to do your research to find out who your “ideal prospects” are.

Don’t try to boil the ocean! Be targeted in your approach and choose your prospects accordingly!”

While it is important to own your story, to understand the product/service that you offer and being able to communicate the value, it is also just as important to make sure that your offering fits with your prospect’s objectives. And that you will need to find out. When it comes to prospecting, we usually have to come from a place of assumption because we normally don’t really know the inner workings of a prospect’s organization. In today’s business environment, it’s a lot easier to prepare than it used to be. In the past we had to rely on hearsay or recommendations. Today, we can research companies and people using all the tools available in the on-line world.

This makes it easier for us to prepare but we also want to be careful so as not to assume too much. What might appear to be true could turn out to have changed because on-line data is not always up to date. It still gives us a general reference and guidelines to work off, a starting point for conversation and exploration, and asking questions.

The more research we do before picking up the phone, or writing an e-mail, the easier it will be to start a dialogue. Why? Because people want to feel special, no matter what their title or position is.

In a consultative sales environment, we don’t need to reach out to every single company in the universe. Usually, our universe is a lot smaller than we think once we start researching our ideal prospects.

How can we identify whether a prospect is suitable or not?

Do Your Research, Research, Research, and Some More Research

  1. Make sure you know and fully understand what your offering entails, and in what ways it might be beneficial to your prospective clients.
  2. Identify why your service or product is unique, or superior.
  3. Research and locate companies that would potentially benefit from your offering and where you see a possible fit.

 

For example, if you own a small law firm in Pennsylvania specializing in contract and trademark law, and you are not licensed outside of the state, it will be easier to determine who your prospects could be.

If, however, you are a service provider and your offering could be sold without geographic limitations, you will need to find other qualifiers to sharpen your efforts. Here are some qualifiers that can be used:

  • Industry
  • Geography (you may not want your sales people flying all over the country)
  • Revenue/Size
  • # of employees
  • Public vs. Private sector
  • Website presence (websites are the store fronts of any organization and a lot can be learned from the way a company presents itself on-line)

 

One common mistake in sales is to play the numbers game. Many sales people think (encouraged by their leaders) that more sales calls equals more revenue. It really doesn’t. The more focused you are as a sales person, the more you will find out about your prospects and the higher the likelihood is that you will have meaningful conversations to get you closer to your goal. And your goal is always either closing a sale or, if it’s not a fit, leaving a good impression.

Get Ready to Pick Up the Phone

Once you identified 15-20 companies (as a starting point) that could be a good fit for your product/service offering based on your research, it’s time to prepare what you’re going to say and even more importantly, what questions you’re going to ask. What kind of questions do you ask? Use open-ended questions to give the person you are speaking with the opportunity to explain their situation, their potential needs in their own words. Practice what you could say, how your prospects might react. Prepare a “Prospect Analysis Form” or open a CRM file so you can enter all the information you will be receiving. Then it’s time to pick up the phone. Be personal and engaging in your conversations with the presumed decision makers and they will provide you with insights on whether your initial assumption was correct. As a result you could find out that the marketing team is not the department that will buy your service, but perhaps a newly developed consumer insights team. If you are knowledgeable, courteous and respectful, people will guide and help you to find the correct path. It will also help you collect valuable market research and sharpen your message going forward.

Get in Another Person’s Shoes

In the end, make sure you visualize that you have a person on the other end of the line. Someone possibly a lot like you. You’ll do yourself a great service and be able to offer something of value by putting yourself in the other person’s shoes.

Get the Consultative Sales Model
Here’s where the Consultative Sales model begins: PRE-CALL, where you set your objectives, do your “intelligence” work, and develop your
repertoire of questions for your prospects..

Setting your Benchmarks for Hiring Sales People

Posted on: September 6th, 2012 by Monika 1 Comment

Having been in the field of sales and sales training for so many years, I know the recruiting process can be complicated, lengthy and full of pitfalls. Do you go with your gut feeling? Do you trust all the references? Do you hire somebody who is charismatic, or somebody who knows the industry? What can and should you measure objectively to help ensure that you’re making the right choice?

First Impressions

Many companies feel that sales people should be aggressive and gregarious. In a consultative sales environment that can actually be an obstacle rather than an asset. Hiring a good sales person is as difficult if not harder than hiring a good account manager. The challenge is to make sure that no matter what, your sales people will conduct themselves in a professional way. After all, they are usually the first introduction to your brand or company.

I can’t tell you how many times I have encountered unprofessional behavior from sales people who were calling on me as a business owner. Bad first impressions can ruin your  perception of a brand and the likelihood of you choosing that brand and working with that company will be lower. It’s a fine line between persuasion and intrusion. Good sales people need to find that balance every single day, every single time they pick up the phone and every time they interact with a prospect.

Sometimes, the desire to sell is so high that courtesy goes out the window. Often, sales people want to impress with product knowledge rather than understanding the prospect’s needs. Very often this is caused by pressure to meet numbers rather than building long-term relationships

Finding a Fit

So, how do you choose a sales person who will fit in with your organization’s culture? Let’s say you think you’ve found the right candidate. You’ve interviewed that person, so have others in your organization. You’ve done reference checking, and everybody is more or less in agreement that you have a good match. Now, what can you and what should you do to objectively establish how good a fit they really are. The good news is there are a number of widely tested tools that can provide you with the kind of support you can readily use, without taking large chunks out of your day and your budget!

You can utilize tests such as the Myers Briggs Type Indicator, but also have a look into the Kolbe A Index, which you can administer to your entire team and then your candidate(s) to determine how well they fit and can work together with the other members of your team. You’ll find the results can be real eye-openers!

What Strengths Are Most Important?

Once you’ve found the right personality and work-type match, let’s make sure everyone’s working in the same direction. In our B2B environment today, standing out and becoming your clients’ provider of choice demands a comprehensive, solution-oriented or consultative sales approach, built around your own client-centric philosophy.

You’ll want to examine your own sales process. Will your sales person need to do their own prospecting? Will they have to work with other team members to push a sale through the funnel? Being a door opener and/or a team player at the same time could present a challenge. Sales people always have at least one area of weakness and depending on your organizational DNA that will determine your hiring criteria. For example, if you have an inside sales team available, you can hire outside sales people who are strong relationship builders and closers.

As far as one area of sales competency is concerned, you need to make sure that your candidate is a good listener. That is something you can easily assess during the interviewing process. Pay attention to how many questions your candidates ask vs. the candidates tooting their own horn. You should also make sure that your candidate is a good writer because written communication is key to making connections today in the evolving use of social media and email communication. Here’s another important step in the interviewing process. Before hiring sales people engage the candidates in phone conversations. In today’s B2B environment almost all prospecting is done over the phone.  Sometimes people come across strong in-person, but their phone presence is weak.

Assessing Sales Skills & Knowledge

We’re getting closer now. Your candidate has good oral and written skills, has a good phone presence. But what about all the other areas of sales skills and knowledge that are essential to being a top sales person? We have worked with our research partners for many years to establish eight areas of sales competencies that have proven to be the foundation for the success of top sales professionals in a wide range of industries. So, how do you find out if your candidate possesses these competencies, and in which areas is there a need for improvement? Within our Consultative Sales Certification Training Program we have an integral element which is our initial Sales Skills & Knowledge Assessment. We have all participants to work through this assessment before we conduct any training. This comprehensive assessment gives you a very detailed and measurable view of a sales person’s skills and knowledge in the arena of solution-oriented or consultative selling. It also helps you understand if their strengths or opportunities to grow are in prospecting, overcoming objections, closing the sale, etc.

This assessment helps our clients hire the right people and after a successful completion of our sales training efforts we can test their consultative selling skills and knowledge again to gauge their improvement. We have found that even the best sales people have areas of improvement and the only way to measure is working off a set of well-established benchmarks.

Bottom line is that you can’t hire the right person if you don’t know what you are looking for and you can’t measure success if you don’t have a benchmark.

Liposuction or Weight Watchers/Effective sales training or Quick Fix?

Posted on: August 9th, 2012 by Monika No Comments

Sales is a process, so is losing weight

Effective sales training is like joining Weight Watchers. You change your approach to eating and exercising and the effects are long lasting. Ineffective sales training can be compared to crash diets or getting a liposuction where the weight will come back quicker but if you don’t change your habits it will come back. People who want to lose weight need to think about changing their eating habits and their lifestyle. Sales people who want to be more successful should encourage their leaders to provide sales training that is effective and shows results. Sitting in a class room for a couple of days might not be the answer.

Consultative Selling is a lifestyle as much as healthy living

Unless you are lucky and born with an overactive metabolism you will have to watch what you are eating and do some exercise. And, unless you are born with the unique gift to sell (which not everybody is), you will benefit from good and effective sales training. Companies that require a consultative sales approach should arm their business development and client facing employees with the tools to be more effective. There is no quick fixes, not in healthy living or successful selling.

A mindset shift needs to happen

When participants enroll in our consultative sales program we make them aware that sales is a process and so is shifting your mindset. Ideally, we see a shift in perception and application over the first month, but it might take a bit longer for learners to digest the information and for them to apply newly developed techniques in a way where they don’t have to think about it any more.

It doesn’t happen overnight

The day when you choose a banana over a muffin without thinking can be compared to the day when a sales person asks more questions without having to remind themselves that they should be listening more than talking. That’s when behavioral change actually takes place.

This is what one of our graduates said. That is when change actually happens.

“I used to think that the word “sales” was a dirty word. I am a VP in a transportation company – it’s about moving freight and finding loads.  Now I think differently about what sales means. I have seen what consultative business development does to relationships and both my business & my clients’ business!”– S. M., V.P., TRANSPORT NATIONAL

And this is what happened as a result:

“… after having been in operations for over 15 years and I am learning so many new things…everything I am learning is on my mind before I ask or answer a question. I have been able to close two accounts and getting close to two others, and working to close an account that will be over a million dollars a year.” – Y. C., Regional Sales Manager

Increased Revenue is the goal

The goal of effective sales training is to shift the way we feel about the process and by doing so we will uncover opportunities and add value to our prospects and clients, which will result in additional revenue.

This is however something that cannot happen in a day or two. The reason why we work with companies who understand that sales is process and change happens over time is the same reason why Weight Watchers doesn’t promise that one will lose 10 pounds in a week.

Kudos to all the business leaders who provide an environment where their sales people are allowed to learn more, even when they are already successful.

There is nothing wrong with being more successful, slimmer and healthier!