Thursday 25 October 2012

Sales Insights

Running with you the Sales Reps

I attended a sales meeting a few days back, always good to spend some time to do some sales training with those reps that are KEEN to renew their focus. Not the mavericks!
So we went through the following-

-Three main objectives set per key client,
-Three main activities that generate sales,
-Tactics for attracting the RIGHT clients,
-Defining loyal clients and How to reward them,

The above are some of the areas I cover in my Key Account Management Model.

So hopefully a refresher for you.

Till next time go sell your way to Success.

Friday 12 October 2012

There are Great Sales Reps

Running with you the Sales Reps

Given the market conditions business is still being done, and you the rep are to be thanked for this,
many company's "bash their reps", for not preforming, do not blame the economy, it is old news, please do not let this happen to you.

Here is how you can get things into perspective and to manage your diary, every company has a sales process, here is how I see it.

I call it the sales game-(an overview)

-Prospecting and new clients-cold calling,demonstrations, proposals, selling solutions, to name a few,under this heading,-next
-Existing clients- problem solving, upselling,key account management,trust/relationship building,
service, your key numbers(not just sales in money terms and gp%) but other key numbers!!
-Networking- how do you go about this!
-Your Product-product quality,product knowledge,product mix sales, competitor awareness!
-Self development/training-sales meeting,skills development,personal leadership development,
-Sales admin-emails, sales reports,crm management, phone calls, quotes
     etc,etc,etc, yep you get the picture.
So a lot to get through in a day, a week, so look at your diary now, how is it planned for next week!
   Which translates into your management of your time, right, good, go do it.

Till next time go sell your way to Success.

Friday 5 October 2012

The Perfect Prospect/Client

Running with you the Sales Reps

We all want the perfect situation, so what does this mean in our selling game.

The Perfect Prospect/ Client is one who-
  - has cash flow to pay you
  - has potential to grow, so more sales for you
  - has character, keeps his word, you must keep your word same for clients
  - a mind set of win win, many people do not believe in this, disappointing!
So Prospects/ Clients want the perfect supplier, what does this mean-
   - client centred, solution driven
   - creative thinking
   - commitment
   - competent
   - competitive pricing
   - under promise and over deliver

So till next time go sell your way to Success


  

Thursday 4 October 2012

Powerful Persuasion Part 2

Running with you the Sales Reps

Herewith more on the above subject by Tom Hopkins, as sales people we need to implement,
Powerful Persuasion.
How do you go about "reading your client",how do you build trust and long lasting relationships.
   -think of ways to keep in touch,
   -keep your word,
Remember one of your goals is to persuade your client to like you better than the opposition rep,
critical step in winning business,
Whatever you are selling, you are in the Relationship, Service and Investment business, when clients buy from you , they actually invest with you and then your company, simple, I suppose.

This week I had two reps from competing businesses come see me re- a deal that I am working on,
four day's gone by and no follow up from them on the quotes they gave me, life must be good for them. They are however negatively affecting their company's brand!

Tom's Champion Creed
"I am not judged by the number of times I fail, but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and KEEP TRYING"
Till next time go sell your way to Success.