Happy Fathers Day to all you Fathers out there…
Another week has raced by..
And the Fremantle Dockers had a fantastic win against Hawthorn yesterday… Cath, I, James and my old mate Symo were there to see some brilliant footy played by Pav, Hill, Mayne and the boys.. (and I’m not really a Dockers fan.. just a fan of great sport…) anyway… let’s get on with it..
LESSONS AND SALES TIPS FROM THIS WEEK IN THE WORLD OF BLUE ROCKET SALES TRAINING, SALES COACHING AND SALES CONSULTING…
SALES TIP #1: STAFF INCENTIVES – TO PAY OR NOT TO PAY?
Was with a client today and we were talking about sales staff incentives.
He was against it because he said ‘but what about the rest of the team that are needed to service the sale. You can’t have the sales team getting all the money and the rest not getting any bonus.. You’ll have them at each other’s throats..’
My point to him was that ‘without the sales team doing the hunting, the rest of the tribe don’t get to eat..’
We also discussed a way that you could incentivize both the sales team and the support team.
The real objection this client had came shortly after when he said, ‘it’s all very well for the sales team to get the bonus when they make sales, but they still want their wage even when they don’t meet target and budget (and we still have to pay them even if they don’t hit target)’
That’s when we introduced the idea of a risk/reward scheme. You make money when you hit and exceed target, and you make less when you don’t.
This is a system South West Airlines and many others have pioneered.
It relies on people choosing to either be part of the programme or not. It also involves a lower base salary but a greater share in the upside when the company does well.
Want to know more. Give us a call.
Lesson: Use the right targets and incentive structure, and watch your results skyrocket.
SALES TIP #2: SALES SYSTEMS – THE BLUE ZONE CAPTURED BRINGS GOLD
In a Sales Breakthrough workshop with a media advertising client group this week showing them the Sales Questioning System we use and advocate to our clients.
As the great Buckminster Fuller said (I’m paraphrasing here) ‘don’t try to convince people to change their behaviour… change their environment by creating an artefact that makes it obvious they should abandon their old problem producing, inefficient behaviour and take on the new behaviour using the artefact because it’s the easiest thing to do.. (Don’t try to convince people to stop swimming across a roaring, flooded river… build them a bridge…)
So we have built our clients a SALES BRIDGE.. THE POMVIC SALES BRIDGE…
We showed them the questions, written down in our POMVIC document template system and how they could apply that tool to gather better information, get the prospect realising just how much they wanted and how valuable the clients advertising products were, and how that information could then be used in their proposal documents to CLOSE MORE DEALS at a HIGHER AVERAGE SELL PRICE..
The team were over the moon..
Lesson: If you don’t prescribe to your sales team the questions and the words to use in the right order (especially in the Blue Needs Discovery Zone), they’ll make up their own questions and their own order.. and in 99% of cases, I guarantee it, they will stuff it up.. (and you will lose sales as a result)
If you want help scripting your Selling Questions, or want access to our POMVIC document, contact us and enquire to see if you qualify as a client. This tool has taken us 20 years to develop, and is now making our clients $100,000’s extra per month… IT WORKS.. AND IT PAYS OFF BIG TIME!!
It is a closely guarded secret we only share with our clients and people who attend our Sales Mastery Bootcamp.. Stay on the lookout for when we next run one..
SALES TIP #3: HOW DO YOU CLOSE? NICE WORK M.
With our Office Furniture client today and one of their sales guys tells me how he closed a deal the other day (without giving away a huge discount which he normally did..) using a technique we taught him in the last training session.
He’s over the moon..
He used our Value Build then Price Drop (without the price drop) Close..
He also used our ‘Breathe and Face Screw’ technique to close the sale, avoid discounting and maximise the margin.. (a technique one of my mentors has used to build a multimillion dollar retail operation…)
I can only reveal these secrets to clients (sorry about that) but safe is it to say….the great thing about sales training is that we can teach you something in the morning that WILL actually make you money in the afternoon..
I said to M ‘you’ve made my day…’
John and I just love hearing the success stories of our clients..
As we say in our newsletter, ‘selling is at the centre of the economy… the better we all sell, the better the economy functions..’
PS: make sure you get yourself a copy of the latest newsletter and … see how you can win yourself the latest Apple Ipad …
If you know someone with a Sales Team of 5 people or more.. who are keen to take their sales to the next level… Click Here and pass on their details.. We’ll send them a powerful pack of FREE Sales Breakthrough Tools valued at $597.. follow them up.. and if they become a client of Blue Rocket.. they win.. and you win.. Guaranteed!!
See you next week..