What Every Sales Manager should be Training in their Sales Training – But 90% Don’t
Ever thought you had a sale in the bag..
You race back to the office to write up a plan, a quote, a proposal..
You spend hours and hours writing it up..
getting it just right..
You send it..
Then you never hear from the prospect again..
You miss out on the sale… plus you’ve spent hours and hours on it only to have your efforts vaporize into nothing??
This Sales Training article is for you..
WHAT DID YOUR MOTHER SAY?
Did your Mother or Grandmother or someone significant in your life ever say something like
‘It’s the Little things that mean a lot…’?
As I got older I read about the Chinese ‘Death by 1000 cuts’ philosophy.
That is, (in most cases) it won’t be just one thing that causes the death (of a person or a company or a marriage or a footy team).
It will be a combination of 10 or 100 or 100 factors.
Football coach Mick Malthouse (who probably borrowed it from someone else) call’s it the ONE PERCENTERS.
Those ONE PERCENT things you need to do that will MAKE ALL THE DIFFERENCE in the game.
A MISTAKE GUARANTEED TO KEEP YOU BELOW BUDGET
In a coaching session with an experienced Sales Professional this week (who happened to be performing below budget) I was reminded of my mothers ‘little things mean a lot’ and the Malthouse ONE PERCENTERS.
Geoff (not his real name) is a super enthusiastic fellow.
He is keen to do whatever it takes to reach and exceed his budget.
He is still relativley new in his job but should be closing more deals than he is.
When we were role playing out what he is doing in his sales process – I call it my SALES PROCESS DIAGNOSTIC – there it was…
It was like when a Doctor puts his or her stethoscope on your chest and says COUGH…
Then says ‘ummmmm… there’s something there allright..’
Geoff was doing many things right.
He was hearing about the clients business.
He was getting the clients needs.
In his head he was getting clear what his company could do for the client….
But…. (then he was making the mistake I have seen many professionals make…
the mistake that was costing him hours and hours and hours in time and losing him many sales in conversion rate)..
He wasn’t (what I call)……..BALLPARKING…
It was a mistake I’d made many times years ago..
Until I got so frustrated with losing so many sales myself..
I finally woke up in the middle of the night with the Flash…
I set a new rule there and then..
NEVER GO BACK TO THE OFFICE TO SPEND HOURS WRITING A PROPOSAL UNLESS YOU’VE MADE SURE YOU’RE IN THE SAME BALLPARK..
Is our solution in the same ballpark as the one you had in mind Mr. or Ms. Client?
Are our investment options in the same ballpark as you had in mind Mr. or Ms. Client?
If the answer is NO….
Let’s talk about it more to see if we can get in the same BALLPARK..
If we can’t get in the same ballpark, I’m not playing any more..
And I’m certainly not going back to the office and spending hours of my precious time writing out a plan that isn’t even anywhere near the ballpark..
Who can relate to what I’m talking about here?
This was a million dollar breakthrough for Geoff..
We also came up with and practiced a scenario that was costing him and his colleagues big money when dealing with prospects who were getting alternative quotes and proposals… (but that’s another story..)
If you want to find out more about Ballparking or any of our other Best Business B2B Sales Strategies – come along on October 24th …
SALES MANAGEMENT MASTERCLASS – OCTOBER 24TH –
OB CITY- EARLY BIRD BONUSES – TAKE ACTION NOW..
Go to www.salesmanagementsecrets.com to book early for the next Masterclass.
If you’re a Sales Manager..and you want to be a better Sales Manager
If you ever want to be a Sales Manager… and you want million dollar, real world, proven coaching to help you get there..
If you have a Sales Team... and you want to get them selling more, producing more..
If you run a Business that has to sell to stay in business…
If you’re in a Sales Team..and you want to sell more, make more, achieve more..
If you just want some motivation and extra tools to help you sell more…
Come along, enrol today, book now to get your seat… and bring a friend or colleague while you’re at it..
Be there on October 24th …
I seriously doubt I’ll be running another before the end of the year…
The last one I ran in March this year was an absolute hit…
You will take away Sales Transformation Ideas and Strategies
I guarantee will make a massive difference to your Sales Team performance..
It’s barely more than the cost of a pizza…
and if you book more than one person you save 50% on the extra tickets…
Click Here to Secure Your Seats Now.. for your Sales Training Event of the Year..