Sales Made Easy

The short answer is because they don't have a proven process to follow, or they don't spend enough time actually selling. The most common myth about sales is that a good salesperson knows how to sell anything. It's simply not true. Salespeople need to understand the unique value proposition of every product and service they are expected to sell, and they need to know where and how to start that conversation. It could also be that experienced salespeople just simply get bogged down in non-selling activities such as: Being involved in the delivery to the customer. Being overly social with the customer. Struggling with the admin side of sales. Taking all day to write a quote or research a prospect. All are common, but can be fixed with the right sales strategy and processes.

A value proposition is a concise statement of the unique value of the product or service, that relates to how the customer will derive value from it. To develop a value proposition it is important to understand: The target market, and specifically the audience that will be making the decision on the purchase. Specific value of the product or service to the customer. For example, save time or money, make something happen faster or more efficiently, or safer. The connection with the customer, understanding how the problem you are trying to solve for them affects them, and others in their organisation.

Sales tools are really important for effective and efficient selling. I have listed below essential sales tools for every B2B business. CRM - not only a customer database but a system to manage all of your interactions, inbound and outbound, with prospects and customers alike. Website - Anyone who you or your sales team reach out to will look at your website and make a judgement on whether they want to interact with you. LinkedIn profile - People like to know who they're dealing with before they interact. If they can't find you online, they are unlikely to return your calls, emails or messages. Sensible quote and invoice templates - Quoting needs to be quick and effective. The invoices need to match the information on the quote, because if they are different, you won't get paid.

If the sales team are not generating sales leads successfully, it is for one of a few reasons: They don't know how. It's possible that the system for sales lead generating has not been properly developed. There is a good lead gen system and it's not being followed. They have too many other things to do like helping existing customers Most salespeople will do lead generation in an ad hoc way and miss the follow ups. Because it was not successful without the follow ups, they are then reluctant to do it again.

Yes! Absolutely it still works but it has changed. Prospects prefer some warming up first, and that can be as easy as a connection request on LinkedIn or an email campaign. When the prospect is aware of what you do the results from the phone call will be much better. Cold calls work when the caller has a compelling offer to the recipient. It needs to informative, polite and helpful, with a clear next step.

Building rapport is all about caring about what your audience needs, which is why preparation and questions are important. Prepare before the conversation starts. Sales is a timely flow of information, what do they need to know from you to allow them to make that choice. Be sure you know the desired and possible outcomes of the conversation. Prepare what you'll say if you don't get the outcome you're looking for. It's easier to control your emotional response to a conversation if you have already considered the possible outcomes, and you are ready for them. What is their behavioural style? Try to match their style. If they want to get straight down to business, then you need to get to the point quickly. If they are more open, then you can afford to chat a little or say something funny or about the weather. DISC profiling is a handy tool for salespeople to understand their own behavioural preferences and help them identify others from certain cues.