If you’ve been in sales for more than a day, you know how tiresome and time consuming can be all the sales related tasks which are not considered “actively selling”.
There are so many steps on the way to actually being in a sales pitch, that we tend to forget the fact that we’re supposed to “always be selling”. In fact, a recent McKinsey Global Institute Report shows that only one-third of salespeople’s day is spent on selling. The rest is spent on tedious sales tasks and administrative work.
However, how do you get to this desired sales pitch without going through all these steps on the way? Good question..
Salespeople deal with more negativity on a daily basis. More than almost any other professional. Every signed deal came after countless “nos”, phone hangups, evasions.. You get the idea..
However, in order to keep on going and get to the “yes”, you need to continue trying, again and again, until you succeed.
The list below is here for you. Having a bad day? Got another no? Read through the following list and remember that all these great people who said them, had to go through countless failures in order to succeed. And succeeded big time!
Cold calling is a fact of life for most people in sales. Most of them don’t like doing it, but do it anyway. I believe that anyone, no matter what line of business they work in, should learn how to make solid sales calls.
On the scene below, you can see a glimpse from the life of a salesperson, conducting cold calls. Very inspirational!
There is a saying in the business world which goes: “a happy customer is a loyal customer“, and customer loyalty is highly sought after. Numerous studies have shown that increasing customer retention rates by a mere 5% can increase profits by up to 95%, and the cost of keeping a customer loyal is only about 10% of the cost needed to bring in a new customer. Putting together a good retention plan will increase your company’s profits while simultaneously reducing its costs. (Guest Post)
In today’s world the market is flooded by numerous companies and the customer is likely to be well informed and know where he can get the most bang for his buck. This is where you need to step in, make sure he chooses your company, and is satisfied with the result.
On the previous “Weighted Pipelines” chapter we tried to understand how salespeople and sales teams can determine the REAL probability of a deal being closed.
It came down to setting a clear set of reliable parameters they can measure their progress against. Only by evaluating their pipeline worth using those clear set of parameters they can expect to assign real value to their projected revenue.
For those of you who watch ‘Mad Men’, there’s no need to introduce Don Draper (Jon Hamm) – a creative director at the fictional Sterling Cooper advertising agency. In case you somehow managed to miss this brilliant TV series, this movie clip is for you.
This clip demonstrates effective objection handling at its best.
When Draper’s prospects are questionings his sales team’s pitch, he flips the conversation back on them and why they are not the top company in their industry. He then reminds them that they came to his firm looking for help becoming the number one company and if they are not open to his ideas, he is not interested in serving them.