September 21st, 2015
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5 Step Process to Cultivating & Capitalizing on the Client Relationship

As many people know, in sales; finding success is very much about building relationships. Even the most profitable and successful sales pros know that without taking the time to develop strong relationships with their customers; they will not find success. It is important to take steps to cultivate and capitalize on client relationships so that you can build a strong bond with your client. This will result in future success.

Step One: Cultivate By Networking

You can’t build strong client relationships without first getting the clients. Start looking for clients by networking. Asking for referrals and reaching out to people through mutual contacts is also a great way to begin a client relationship.

Step Two: Develop a Client Relationship Base

Before you can capitalize on the fact that you have a strong relationship with your client you will want to start building a strong client relationship. Asking questions and getting to know the client and what their needs and wants are is a great start. Go the extra distance and offer them free advice and your professional opinion whenever possible.This way you well be sure to earn their trust; proving that you are trying to do more than just close a sale.

Step Three: Get Sales By Offering Them What They Want

Once you have developed a strong relationship with a client you can start capitalizing on that relationship to get the sales you are looking for. However, before closing a sale you will want to make sure that you keep your customer happy to show them your loyalty. Don’t be afraid to offer incentives, gifts, discounts and more, especially if they are a repeat customer. Keeping old customers happy is often easier than getting new ones.

Step Four: Making Sure Your Client is Happy

After you have closed the sale you should always take the time to make sure that the client is happy. Take time to sit down with them and see if there is anything else you can do or anything else you could have done to make them happy. Keep in mind that a happy customer is a customer that will give you referrals.

Step Five: Building an Ongoing Relationship

Closing a sale based on a strong client relationship is not the end of the sales process; there is still more that needs to be done. You will want to make sure that you always end a sale not by saying ‘goodbye’ but by saying ‘see you soon’. You should always expect that you have built a strong relationship with your client and that you will be able to turn to this client again for a sale.

 

Join our sales training program now to see how we help you cultivate your relationship with new clients!

September 14th, 2015
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Sales Management Strategies – How to Manage the Unavoidable and Avoid the Unmanageable!

Sales like life can lead us to many unavoidable challenges that require managing. However, there is a skill in managing the unavoidable and avoiding the unmanageable that all salespeople should acquire. In fact, it should play a major role in sales management strategies to see improved success no matter how big or how small the size of your business.

Managing the Unavoidable

Some of the most common unavoidable situations you will encounter as a sales professional may include:

  • Weak Links: Weak links in sales teams are the same as weak links in any organization or department. If you do not weed them out they will weaken the whole chain. A sales management strategy has to include handling weak links with an effective way of tracking performance, updating training and providing a warning system that will help lead consistently poor performers towards the door.
  • Rejection: Managing rejection means understanding how to become stronger from mistakes. Rejection is an inevitability of sales and not being prepared to manage rejection can lead to poor morale and decreasing revenue. The best thing to do is to use a review system following each sale be it good or bad and take note of what works and what doesn’t for training purposes.
  • Uncertain Landscape: Every industry has its ups and downs. Being able to foresee down times, make adjustments to better manage time and maintain a steady flow of sales is key to success in sales. Having a strategy that helps keep your company “economy proof” will help you maintain a strong holding in the marketplace.

Avoiding the Unmanageable

That brings us to the unmanageable. Here are some tips to avoid the unmanageable:

  • Overpromising: Overpromising is a favorite misstep of the desperate. When your team is unaware of what is realistic for your business when it comes to numbers and resources it is easy to overpromise and under deliver. Making sure there is a constant flow of real-time numbers, inventory and resources available to your sales team will ensure they do not overpromise and disappoint.
  • Poor Customer Service: Once poor customer service becomes the norm at your organization it will continue to be the norm. It is imperative you have a low tolerance policy on poorly managed accounts and customer service and support team that cannot maintain a high level of performance to your customers. Proper training, regular performance reviews and even simple additions such as a rewards system for outstanding performance will help avoid an unmanageable team of underachievers.

Incorporating simple sales management strategies such as these will help you manage the unavoidable and avoid the unmanageable.

Learn more about sales management strategies by reading through The Sales Coaching Institutes sales training process. Or contact the Sales Coaching Institute today at 847.359.6969 or via the internet here.

September 10th, 2015
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Stop Pitching and Start Solving Clients’ Business Problems

No matter what you sell your sales pitch is not your main focus. You have to think about your products and focus on solving a problem for your client. Whether you sell a product or a service you always have to be aware of how worth while that product or service is and how it can help your client by a) solving their problem and b) making them feel good about their decision at the end of the day.

Discover your Inner Problem Solving Skills

Start with a simple pen and paper approach: write down five things your company does. Then write down five problems each item solves. Think about each point carefully and dig deep. If you just sell paper, don’t think you “just” sell paper. Instead think of the different types, sizes and price breaks offered with the paper. Remember your value proposition and apply it to solve your clients and prospects potential problems.

Listen to their Problems

You can walk in and offer clients a product or service they may or may not need, or you can walk in and ask them a few questions that allow you to identify their problems. Think about what you sell and what problems your product or service solves. Base a few questions on the answers and allow your clients to tell you what it is they need. Try to come up with questions that will make your client realize they do have a problem, even if they don’t buy today, you have put it in their mind that you have a solution. Listen and then decide what part of your business will service them the best. If they keep running out of paper, offer them a standing order with a price break based on a schedule that works with their usage patterns. Don’t just sell paper, sell service that makes them more efficient.

Remember, selling is not about you, it is about your clients. In order for you to perform well you have to stop pitching and start solving problems. Your clients will thank you and your sales numbers will improve.

Learn more by contacting The Sales Coaching Institute.

August 27th, 2015
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5 Step Process to Prospecting

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Managing your sales territory and engaging in prospecting has been an important part of sales success for years. The right prospecting and management of your sales territory are some of the first and most important steps to finding sales success. In order to engage in better prospecting and more effective management of your sales territory then there are a few easy steps you can follow. This 5 step process to prospecting that will help you find the success you are looking for. Below we take discuss the 5 step process to prospecting in greater details.

Step One: Developing the Right Attitude

Before you try developing new prospecting approaches you first need to make sure that you are approaching the prospecting process in the right way. Those who are successful with sales often view prospecting as a fun way to get to know new people. You should use the process of prospecting as a way to start building professional relations with new people; not to give out a sales pitch. It is important that you enter this process fully aware that you are going to receive many rejections.

Step Two: Studying Your Target Market

After you know who your target market is within your territory, you will want to study your target market of buyers. Think about who they are, what their needs are, and what types of things will fix their problems. Your goal as a sales professional will be to help your prospect understand they have a problem and then provide a solution to that problem so you need to develop an approach that will help them see that.

Step Three: Create An Innovative Prospecting Process

The idea of presenting prospecting in a new way will help you get better end results. If your traditional way of prospecting was by phone; take the time to develop new prospecting methods. Learn how your leads like to be contacted whether it be through text, email, or even social media, and approach them in that way as a fresh approach to prospecting.

Step Four: Set Up Your Meetings At New Places

When it’s time to set up your meeting with prospects that have proven to be more than just leads; try to pick an unusual place for your meeting so that you will stick out of the crowd and so you can start building your professional relationship in a relaxed environment. Places like resorts and tennis clubs or golf clubs always make great locations.

Step Five: Maintaining Communication With New Tools

As you continue to maintain communication with your prospective clients to seal the deal on your sale; try to use newer and more advanced tools. This will help make communicating easier and can show your prospect that you are cutting edge. For example; instead of a traditional phone call, try video chat instead.

Having a 5 step process to prospecting and territory management will help improve your sales. Continue to use a process while prospecting and you will find it much easier to overcome rejection and other obstacles.

Do you like what you just read? Download our Killer Prospecting Executive White Paper to help you build your successful sales career.

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Happy Selling!

Join our sales training program right now to learn how to prospect for success!

August 17th, 2015
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It’s ALL GOOD when you close a sale!

Let’s face it if you can’t close the sale you have wasted precious time and lost money. There are a few things to remember when trying to close a sale that will make the process easier and make you more efficient.

Finding the Right Leads

When you are talking to people that you already know have may have an interest or a need for your product, you are more likely to close the sale. After all the whole point is to find people who need your product and sell it to them. If they are already prone to buy your product this will make your job a lot easier. For example, if you are selling a new baby high chair you will want to find anyone pregnant or who has small children that could benefit from your product. You can do this by going to daycare centers, play places, Lamaze classes or even parks. To find them on the Internet you can search social media sites for people that have children or are pregnant as well. They will be part of related groups on Facebook and may be found using different Twitter functions and features.

Being Consistent

Your sales pitch needs to remain consistent at all times. Do not rush the sale or make the people feel rushed to make a decision. One of the worst tactics is telling people “This deal is only good for today”, or “I’m sorry but you really need to make a decision I have to go meet another client.” 9 times out of 10 that person is going to become uncomfortable and end the conversation. The customer should always have control of the conversation. Give them options and if they are having a hard time making a decision it would be appropriate to give them your contact information so they can go home and think about it. Your tone should also remain consistent. This is one of the reasons why it is not recommended to be overly enthusiastic, because you will have to keep up the tone the entire time. The tone you exude effects the way the customer will feel. If you are enthusiastic and helpful at the beginning but lose steam at the end, the client is going to pick up on this.

Leave the Customer Feeling Satisfied

When you close a sale, the customer wants to know three basic things; shipping process, refund policy and how they can contact you in case they have trouble or questions about the product. You need to let them know when they will be receiving the product and who to contact in the event that they are unhappy with their purchase, or need to speak with someone regarding the sale or services provided. You will also need to give them extra business cards or contact information just in case they know someone else who may be interested in the product.