The Business Intensive

Business owners, imagine solving 2 key business challenges in only 2 months?

Is it poor financial systems, reporting, profits, sales or people management? Or you simply need better systems to help you ‘get out from under the business’ to ‘back in control’?

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Strategic Insights Matter

If you would like a complimentary discussion about your business then register here.

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Business Owner Help | Play Short Video Below

Sales Team Results. 5 Easy Fixes.

Sales Issue 1. Low Sales Lead Conversion

In field or internal sales, a low sales lead conversion would be less than 45%.

To determine what maybe causing this, investigate:

• What it sounds, looks and feels like engaging with your business as the customer (mystery call)?
• Is the team demonstrating a genuine interest in the customer and how do they show this or are they just pitching or worse, following a script?
• How does the marketing process and early stage of the sales process prequalify the leads?
• Are you using your sales time to sell to your true Avatar or just tire kickers?

Sales Solvers
– Shift Sales Mindsets; Define Avatars; Adjust Sales Process; Improve Sales Conversation Skills.

Sales Issue 2. Discounting or Too Many Giveaways

Discounting significantly impacts profitability, and brand and value perception.

To determine what maybe causing this, investigate your value proposition:
• What value do we offer and how important is that to each Avatar?
• How do we illustrate and articulate value in our written and oral communication and through the people representing us in the market.
• How skilled are the team to build dissatisfaction or desire through the sales process?
• Is your culture supporting ‘discount to compete’ or ‘differentiate to compete’?

Sales Solvers –Define Your Avatar; Articulate Value Proposition; Build and Train Questioning Skills; Internal Messaging.

Sales Issue 3. Don’t Know Why We Loose Sales – What the Numbers Say!

Many businesses we work with don’t know what is that is loosing them sales. Here are some CRM ratios and what potential causes these ratios may highlight.

Sales Solvers – Adjust Sales Process; Review Proposal; Train Pressure Free Selling Skills; Define the Buying Stages; Train Buyer Types and How to Sell To Each.

Sales Issue 4. The Endless Follow Up

Many sales people complaining that they are loosing a sales once the get to the follow up stage.

To determine what maybe causing this, investigate:

• If you measure performance by ‘the number of proposals’ or the pipeline total, which has it largest total once a proposal has been delivered. This can drive sales people to rush the sales process just to get to a proposal. Then the never-ending ‘follow up’ process begins.
• If the sales person is offering to present the business a proposal, or it is requested by the customer.
• Is the proposal benefit laden or feature laden?
• The difference to sales if you email a proposal versus presenting a proposal.
• How they are arranging and conducting the follow-up calls?

Sales Solvers – Review KPI’s and messaging; Adjust Sales Process; Train Proposal Presenting Skills and Follow-up Skills; Define the Buying Stages.

Sales Issue 5. Sales Cycle is Too Long Unnecessarily

The sales process and sales people’s behaviours can elongate the sales process

To determine what maybe causing this, investigate:
• What preplanning is done – is there a clear ‘advancement’ objective?
• How much time is dedicated to small talk vs commercial conversations?
• How often do you need to go back and ask more questions?
• When are the other stakeholders joining the sales process from your business and from the customers?
• If sales people understand the buyer signals to determine to move forward?

Sales Solvers – Review Planning Expectations; Train Advancement, Questioning Skill; Define the Buying Stages, Sales process and Expectation of Internal Stakeholders.

Improving sales is more than sales training – a sales team takes five areas to be aligned to really shine – Strategy & Standards; Systems & Processes; Sales Skills; Sales Coaching; Success Rewards

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Seven Must Haves to Get Great Sales Results by Tanya Gray

Sales effectiveness requires both an efficient sales process and trust-building skills. To be the best, you must focus on getting the best return on your time. To do this, you need:

1. A Compelling Value Proposition For Each Avatar

Your value proposition is the primary reason a prospect buys. It explains:
• What problems you solve or improvements you provide customers
• Specific benefits (quantified value)
• Your unique position

There is no right or wrong way to create one. To be effective, it needs to be articulated in the prospect’s language, be distinctive, and clear and concise. This means it makes sense in 10 seconds or less.

2. Laser Targeting Your Avatar Segments

To be effective, you must be speaking to the right people every time. Many people in sales waste time visiting unqualified leads or not speaking to the real decision-maker.

The purchasing officer may order the goods, but at any time the ‘man above’ could change that. You need valuable relationships at all levels, and if you are struggling to engage at that level, you need to bring in your business owner.

To define the target market/ avatar, consider their demographics, behaviours, KPI’s (Key Performance Indicators) and other potential emotive drivers. You need to know where they are, how they think, behave, what their pain is, risks and potential payoffs.

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