Sitting here at 7.14 on a Sunday morning…
The dog is snoozing on the other couch in the loungeroom… all is quiet….
Reflecting on the sales lessons of last week I can share with you..
I flew to Sydney last week to work with a team of 25 franchisees for a hygiene, equipment cleaning company.
These guys are on the up and up… but they had some goals, some areas they wanted to take to the next level…
1. LEAD GENERATION
2. SALES CONVERSION
Their story is not so dissimilar to many prospects and clients we come across.
Great track record..
Not telling their story using SALES SCIENCE.. Sales Process way too loose..
Not converting interested prospects with SALES SCIENCE.. Sales process in need to capturing and drilling..
Little or no training of the team in SALES SCIENCE strategy and techniques…. New team members in particular need SALES PROCESS Masterminding and drilling..
By the end of the day, they had at least 15 powerful new strategies and techniques to GENERATE MORE HIGH QUALITY LEADS… and CONVERT MORE SALES AT HIGHER AVERAGE DOLLAR TRANSACTIONS AND HIGHER MARGINS… as well as be doing their clients a better, more high value service..
It trully was another SALES BREAKTHROUGH day..
So what’s this got to do with you?
As the great Scott Peck wrote in his best seller ‘The Road Less Travelled”.. (and I will add to and paraphrase..)
“The Truth will set you free… but first it might annoy you..(and make your undies go tighter…challenge your comfort zones… upset your status quo…. ask you to do something different so you get a different result…)
So let’s do a mini audit to see what you might need to do different if you want a different result in your LEAD GENERATION or SALES CONVERSION…
Let’s put your SALES PROCESS under the microscope..
A QUICK SALES BREAKTHROUGH AUDIT
1. How good are you and your people at telling your story? Your companies story? In such a way that it demonstrates the power and value of what you do for clients?
2. How well trained are your people in SALES SCIENCE? Have you trained them in how to develop rapport? Have you trained them in the top 10 questions they should be asking EVERY time they meet with a prospect? Have you trained them in how to handle the top 5 objections people have to investing in your product or service?
3. How well trained are your people in how to actually ASK FOR THE BUSINESS? How good are your people in CLOSING THE SALE?
4. Do you have a documented SALES SYSTEM? Have you actually mapped out the steps your people (and you) should be following to make a sale?
5. Have you trained your people in what to do when someone asks for a DISCOUNT?
6. How often do you get your team together to share best practices and MASTERMIND new strategies to generate more leads and close more sales?
7. Is your quoting/ proposal system following NEW SALES SCIENCE principles or is it more like a Plumber or Carpenters quote?
I won’t go on with more questions…
If you answered any of these questions and your undies went a bit tight..
If you answered them and you realised you have a gap between what you have and what you should have..
IT’S COSTING YOU BIG….. LARGE….. HUGE…. MORE THAN YOU REALISE… AMOUNTS OF MONEY..
That’s money you could be using on more marketing… new products.. more staff…. new office furniture… school fees.. taking your family on a holiday….etc….etc…
Get onto it NOW..
If you have a sales team of 5 or more (and you’re not already a client of Blue Rocket) FreeSalesBreakthroughPack.com and fill out the details to get $637 of FREE Sales Breakthrough Information and Coaching that will get you moving in the right direction.
If you have a boss or business owner or Sales Manager who might have answered the above questions poorly… send them this link or get the pack and give it to them..
Anyway.. the dog is still snoozing..
And I’ve got to keep moving..
PS: Off to Sweden this week to play in the World Masters Water Polo Champs… Over 50’s..
John will do the next few posts…. I’ll stay in touch via Facebook and John… See you when I get back on Aug 16th..
We have another of our New Sales Science Seminars on August 23 in Perth… Make sure you register to come at www.bluerocketlive.com