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7 Benefits of Formal Sales Training

7 Benefits of Formal Sales Training

In order to maximize your work team, sales training will be an essential piece to your puzzle. Learn about 7 important benefits right now!

Graduating high school or college and entering the workforce is an exciting time.

That said, some adults in this position assume they are finished with learning.

In reality, we are never finished with learning.

For instance, 63% of working adults consider themselves “professional learners.” This means they’ve participated in training related to their profession in the last twelve months.

There’s a reason so many working adults attend professional training.

Professional training sessions work.

Do you want to maximize the effectiveness of your sales team? There’s no better way to do so than by hosting a sales training.

Let’s look at some of the top benefits that a training can bring to your workplace.

Sales training can boost your revenues

One reason companies give for not hosting sales training is financial.

 

It can be difficult to decide how to spend limited resources. This is especially true for small businesses with limited resources.

In reality,  professional development is one of the most responsible financial decisions a company can make.

This is because, in the long run, employee training programs pay for themselves.

You might think your company is saving money by not paying for employee development. But having poorly trained employees will end up costing you more.

Employees who have not received proper training will be inefficient and will make more mistakes. This will cost your company in revenues lost by not retaining customers and making sales.

When your employees are properly trained, they’ll be more productive. They will also achieve better results. This will boost company revenues–which can then help pay for the training programs for the next round of salespeople.

Support a consistent culture

One thing that many successful companies have in common is consistency. No matter which employee you speak with, or which location you visit, you get the same experience.

Sales training is a great way to make sure your employees are on the same page with company policies and culture.

Some companies have a group of rogue salespeople who all have their own strategy with customers. This is ineffective.

Instead, you want a strong sales force that delivers a consistent message about your company.

Investing in sales training for your employees can be a great way to achieve this.

Stay up to date on current trends

Degree programs in business can provide a great foundation for a career in sales. Even so, they are not sufficient as the only form of education for salespeople.

In today’s economy, the skills and technology that employees need to be successful are constantly changing. The most effective employees are those who can adapt and learn new things.

In order for your employees to stay up to date on the most relevant information, they will need regular training.

Providing access to professional development workshops helps employees learn new strategies. Additionally, staying familiar with the newest trends will make them more effective.

Retain satisfied employees

Some companies are resistant to investing in their employees’ professional development. One reason is that they are afraid employees will leave.

In other words, they do not want to invest money in an employee’s development, only for that employee to go work for a competitor.

Contributing to your work force’s professional development can encourage retention.

Over 90% of employees report that continuing education is important to their satisfaction at work. Furthermore, workers tend to stay longer at companies where they feel satisfied.

Additionally, investing in sales training is a great way to make employees feel more loyal to your company. Employees often feel strongly about staying and investing in a company that invested in them.

Develop a talented workforce

Even so, some employees may leave after receiving training. It is still worth it for your company, in the long run, to invest in them.

It’s all about weighing risks.

On the one hand, it is frustrating to invest in workers who then go and use that education elsewhere.

But what happens if you don’t invest in your employees, and those workers decide to stay with your company?

Of course, you also run the risk that, if you don’t invest in your employees, that they’ll leave anyway to go to a company that will.

Ultimately, the only way to ensure that your workforce will be well-trained is to provide that training yourself.

Attract great candidates

Furthermore, sales training isn’t just a great way to develop your workforce. It’s also a great way to attract new talent to your company.

The best workers typically have the luxury of choosing between offers from great companies. Factors like salary, benefits, time off, and professional development will influence their decisions.

Great candidates also decide where to work based on the company’s reputation. If you invest in your employees’ development, that will become part of your reputation. This is a great way to differentiate yourself from other employers.

Build your future leaders

A mistake that companies often make is focusing too heavily on the present, without having a sustainable, long-term plan.

Of course, paying attention to current issues is important to your company’s success. At the same time, it’s important to make sure your company is putting plans in place that will benefit business in the long term.

One way to do this is by preparing today’s sales force to become tomorrow’s management team.

Providing continuing education is a great way to grow your company’s future leaders.

This way, you’ll not only keep your best employees working at your company. You’ll also ensure that your company is being led by dedicated employees who have built their careers there.

Making a great investment

At the end of the day, providing sales training for your employees is an investment. It is an investment in the development of your employees, your customers, and your company.

Do you want a better future for your organization? Hosting a professional training is a great way to ensure that.

If you’re ready to host a sales training for your employees, contact us. We’ll get you set up with the perfect training to meet your company’s needs.

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3 Strategies to Shatter Sales Barriers

Denis Linehan Arnold Schwarzenegger

How many 250 pound bodybuilders do you know that practice ballet?

Not a lot, right? At 15 I didn’t either.

Yet it was around this age when I was first introduced to bodybuilding by an uncle of mine, a guy by the name of Martin Humphries.

I remember him lending me a copy of Arnold Schwarzenegger’s first book, ‘The Education of a Bodybuilder’ and I remember being swept away by this feeling of awe and inspiration on reading how this little kid from an obscure part of Austria went from nothing to becoming the greatest bodybuilder and action film star of all time.

Of course, I immediately joined a gym and pretty soon after that I managed to get my hands on a copy of ‘Pumping Iron’, one of Arnold’s first films.

Back in 1999 in pre ‘Celtic Tiger’ Ireland, long before the days of digital TV, this would have been on video cassette.

I clearly remember the feeling of excitement as I impatiently took the cassette out of its plastic box and inserted it into the video recorder and pressed play.

What greeted me on the screen was not what I was expecting.

Two absolute monsters of men being trained in ballet by this petite lady dressed in a leotard and tights.

 

The two monsters were of course Arnold Schwarzenegger and his training partner and friend Franco Columbu.

 

A Unique Point of Difference

Were they practicing ballet to appear more graceful on stage during competition to give them the edge? Or was it simply another opportunity for Arnold to appear different to everybody else?

Whatever the true reasoning was, it doesn’t matter because the strategy clearly worked. In fact I would go so far as to say that Arnold’s unique point of difference and the reason for his massive success was his willingness to continually be different and to do things everybody else wasn’t doing. What is your point of difference?

 Make Sure Your Message is Clear and Impactful 

Here is the harsh truth about today’s world: everybody wants your attention and your money. What is the strategy to get it? It’s quite simple, bombard you relentlessly with messages. So, if you want a piece of the pie you better make sure that your message is as unique, clear and memorable as possible.

You do that by making sure you are as different from the competition as you possibly can. There are many ways to do this and not all of them involve a trip to your nearest ballet studio.

Usable Expert Knowledge

For me the strategy was simple. I would spend my days off shopping the competition, finding out what they were or weren’t doing, usually they weren’t doing a lot, and then I would put systems and processes in place in my sales office to make sure the service I was providing to my clients was 1,000 times better.

That was it. Essentially what I found out was that most sales people are average, they are lazy, they are forgettable and most importantly they lack expert knowledge.

I defined myself with many points of difference along the way but most notable was my expert knowledge and my ability to convey that knowledge to my clients in a way that was easy to understand.

I studied like hell, I read copious amounts of books and consumed massive quantities of audio programs (at least 3 hours per day). I embroiled myself with subjects ranging from sales training and customer service to building materials and project development.

As I earned my certificates, diplomas and degrees along the way I would frame them and strategically place them behind my desk until eventually I ran out of room and I had to put them on the wall to the side of my desk alongside all my framed testimonials from all my previous clients. Pretty soon my office space became almost like a sales temple where people would come, sit down in front of me, gaze around in awe and just want to buy from me. I barely had to say a word. It was the ultimate example of how to use social proof and authority status to make large volumes of sales.

The easiest way to find your point of difference is to become the expert, the authority figure. Trust me, even with this knowledge the other 95% will still be too lazy to even attempt it.

Break The Rules

This is actually Schwarzenegger’s second rule for success.  (To discover all of Arnie’s rules for success click here).

Now just like Arnold, I’m not for a second advocating breaking the law here. Ethics, ethics, ethics.

But you can be extremely ethical and honest and still break some rules to get ahead in your sales career. In fact to get ahead, you absolutely must. Here is a reframe for all of you who may not be entirely sure where we are going with this:

There is very little glory to be found in playing small and if you live your life amongst the herd you’ll never discover the world of possibilities that surround you.


If you live your life like I once lived for many years in my twenties, you inevitably begin to slowly conform and be constrained by what you perceive to be society’s expectations of you.

Yes, those “rules”!

Worse still you start to worry about what people think of you. Your boss, your co-workers and your so-called friends. It is your responsibility to get on with your own life, you are responsible for your own successes and failures.

When I decided I had enough of my career in the police I remember the time when my old superintendent had the brass balls to come into my house to try and coax me back to work.

When he saw his weak pitch was failing to have any effect he of course couldn’t help but reveal the true measure of himself by telling me that I’d never amount to anything outside of the police. Needless to say that was the moment I finally quit my old life and began afresh. To this day I owe a great deal of gratitude to that man and many others like him.

Here is how you too can break some rules to get ahead and begin your new sales career:

Ignore the Critics

Learn to ignore the voices of those who criticise you and try to belittle you.

Whatever you are doing that draws that type of attention, multiply your efforts by a hundred and then a thousand. If the herd doesn’t like your actions then you are surely on the right path. Envy and jealousy only raise their heads when they see somebody rising faster than their little minds can comprehend.

Work Outside Your Comfort Zone

Get comfortable working outside of your comfort zone. Once you’ve mastered the previous point you are going to want to really hammer home with your efforts. Whatever amount of dials, door knocks, follow ups or insane hours you are putting in, keep going until the uncomfortable becomes the norm. Then double your efforts again. Watch the sales roll in.

Educate Yourself

Education. All that extra effort is fantastic.

The new mindset is amazing. But you must learn how to replace the pickaxe with a laser as you tunnel through mountains. Continual education and upskilling is what will truly set you apart and bring about massive quantities of unchallenged successes. Books, if you don’t like books then audio programs, YouTube videos, blogs, articles, posts, industry events, classes, seminars, the list is endless. You have no excuse in 2017 for not getting ahead. All the information you need can be found at the press of a button and consumed simply by looking in the direction of the palm of your hand.

 

It is impossible to be a maverick or a true original if you are too well behaved and don’t want to break the rules.”

  • Arnold Schwarzenegger

                                               

 Align Yourself With Only Quality Experts

Tony Robbins calls this strategy “Modelling”. You find somebody that is doing what it is you want to do at the highest possible level in the game, you seek them out and you copy them. That’s it in a nutshell. Why? Because as brilliant and unique as you might be, you are going to have a difficult time reinventing the wheel.

I was at a 3 day Glenn Twiddle conference in Sydney recently and one of the speakers, a real estate guy by the name of Michael Spillane summed it up perfectly when he said, “Success doesn’t leave clues, it leaves the whole plan”.

Why prolong the learning period when you don’t have to?

Learn the strategies, the systems, the language patterns, the body language, the rationale, the thinking, the apparel, the habits, just hoover up and learn everything you can about the people whose success you wish to replicate. After all, imitation is best form of flattery.

Schwarzenegger read everything he could on bodybuilding starting out. He studied his idol Reg Park and many more like him. He saw how Reg Park used bodybuilding to transition him into Hollywood and guess what, Arnold did the exact same. He simply followed the blueprint for success that was already laid out in front of him.

Since moving to Sydney I’ve had the good fortune to learn from the very best people here in Australia. Cora Ryan, a sales expert who was recognised year after year after year in the 1990’s as Australia’s no.1 project home sales person by A.V. Jennings, the largest building company in Australia.

Mariette Rups-Donnelly, one of Australia’s leading presentation experts and coaches. Peter Spann, one of Australia’s leading wealth creation and seminar experts who presented with the likes of Tony Robbins.

If I were to attribute any of my successes to date to any one particular strategy It would absolutely be ‘aligning myself with Only Quality Experts’.

 

And as if to reiterate my previous point, here is what I credit each of these mentors most with and here is what you need to begin getting prepared for if you truly want to be the best; each of my mentors took me far outside of my comfort zone. And not just a little but out beyond the outermost reaches of the Milky Way. Because that is where true growth exists and that is where success awaits you.

It also teaches you probably the most important lesson that you can learn in sales and certainly in life. One my mother kept telling me growing up but one I never quite got: you can have everything you want in life if you are just willing to go out there and chase your dreams.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

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Written by Denis Linehan

Denis Linehan is a master sales professional and sales trainer who in his first 3 years of selling generated almost $100million in new home sales and is now teaching others to do the same.

Sales Professional | Sales Training | Sales Coaching |Sales Skills | Sales Seminars

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Nail Your Sales Pitch with 9 Killer Closing Techniques

9 killer closing techniques

Finishing strong is important. You have to close your pitch just right to make the sale. Here are 9 killer closing techniques to learn.

denis linehan sold

It’s all about the sale.

Whether you are offering a product or a service, the only thing that matters is if someone buys it.

This means you have to close the deal…over and over again.  Sometimes this is harder than it sounds and that is because closing techniques matter.

9 Closing Techniques to Land the Deal

You’ve gotten the meeting; you’ve finished your presentation. Materials have been shared; you’re feeling good. You’ve

You’ve avoided deadly sales techniques. But you still have yet to get a signature, a form of payment, and a reason to celebrate. You still have to close.

Use one of these closing techniques in your next sales call.

1) It’s about the Money!

Sometimes it really comes down to dollars and cents.

After you’ve finished your pitch, close by acknowledging how much the customer could save if they took advantage of your offer. Provide a cost-benefit analysis for his or her specific situation.

Examples:

  • “With this solution, you can save time by automating these tasks, which in turn saves you from having to pay someone to do them.”
  • “Other customers have found savings of up to 10% using this product” (And have legitimate proof to back up your statement.)

2) It’s as easy as A-B-C

Too often people wait until the end of the meeting to ask for the sale.

You should be working on closing the deal from the minute you begin contact with a potential customer. This closing techniques approach is all about conversation, building rapport authentically, and focusing on the customer’s needs.

Examples:

  • “So tell me, what is your biggest frustration you are facing in your business?”
  • “What has been a successful product for your in the past that you’ve purchased to help your business?”

3) Get Emotional

Well, don’t get personally emotional.

No one is suggesting you cry, beg, or tell woeful stories. What is suggested, however, is to create a situation where you customer forms an emotional attachment to your product or service.

Car dealers do this by letting someone take a car for a test drive. Consumer products are provided through free trials, so a customer can use it and find it beneficial to his or her life.

denis linehan sales training killer closing techniques

Pet stores do this by putting cute puppies and kittens in the window.

What does your company offer that can be experienced by a potential customer quickly, easily, and with little cost to you?

Examples:

  • A writer might offer a short blog post for free that will generate shares, likes, and views.
  • A contractor might bring examples of countertops and design elements to a person’s house who is interested in remodelling.

4) Work on Yourself

denis linehan sales training closing techniques

It’s normal for salespeople to feel a bit nervous about making a sales call.

Depending on one’s temperament and experience, these nerves could be noticed by your customer.

Think about it: would you rather buy something from someone who is confident and calm or someone who is sweating, stumbling, and shaking?

The solution?

Assume you already have the sale. Your job is figuring out the details on what brought the customer to say, “yes!”

Of course, you can’t be cocky.

No one likes a know-it-all or someone who acts like they already have the deal. So play it cool.

Focus on the values and quality of your offering. Closing techniques that convey your confidence in the product are powerful. Know that you are providing the best solution.

Examples:

  • “For you, what does the done deal look like?”
  • “What about our service makes you the most excited?”

5) The Last Word

We usually remember the beginning and the end of a presentation. If you can end your presentation, your conversation with one more thing, you might just close that deal.

Use this sticky phrase from Columbo: “Just one more thing…” to build the engagement with your potential customer.

Examples:

  • “Just one more thing, when do you think you’ll be ready to make a decision on this?
  • “Just one more thing, I am wondering what feature you liked the best?”

6) Hold a Q & A

Start and finish your sales pitch with questions about your customer’s needs. This turns a sales pitch into a conversation, something most people prefer and are more comfortable with.

Examples:

  • “What costs are you looking to decrease in your operation?”
  • “Is there any reason why this product wouldn’t serve your needs?”

7) Summarise

Sometimes sales calls are lengthy. You might have an entire line of products or services to go through. So the important details can get lost.

At the end of the sales call, summarize the values, the benefits, and the features. This leaves a positive lasting impression.

Example:

  • “Our services allow you to spend more time on work that matters most to you, ensures that all of your social media accounts are aligned, and that your response rates to customers is higher than your competition.”

8) Now’s the Time

Deadlines make people act.

So, create a deadline that rewards your potential customer for saying, “Yes,” today!

In terms of closing techniques, this one employs a sense of urgency. It is kinder than an ultimatum, but acts in a silmilar way.

Provide a time frame under which certain benefits are available and when they would become unavailable.

Examples:

  • “If you purchase today, you’ll receive free shipping.”
  • “State that the offered package is only available until Friday at Noon.”

9) Don’t Quit

Don’t give up. Most sales take, on average, 3 to 5 visits or calls to close. As far as closing techniques go, this is the most important.

Just because you get a, “no,” or are blown off the first couple of times, the best thing to do is:

  • refocus on their needs,
  • highlight how your product or service meets those needs, and
  • follow up soon.

Selling isn’t easy.

But by paying attention to your customer’s needs, what he or she finds valuable, and demonstrating the ability to clearly address questions, you should be able to close the deal.

Use several of these closing techniques over the course of conversations with a potential customer. You may find yourself enjoying the process and making more deals.

Are you a salesperson looking to learn how to turn objections into sales? Why not enroll in our sales training programs? And if you have any questions, feel free to get in touch.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

   

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What to Do When You Run Into Sales Objections

denis linehan sales objections

Here’s how to beat some common sales objections that get in your way.

You’re always going to run into people saying no. It’s what you do next that defines you.

denis linehan sales objections

When you are in sales, you will run into sales objections from time to time.

How you handle them determines whether your business will thrive or fail.

Objections refer to anything that stops a customer from buying your product. They come as a part and parcel of the job and partly explains why many people shy away from doing sales.

Robert L. Stevenson, a Scottish novelist once said that ‘everyone lives by selling something’, so whether you are in business or not, you’ll have to contend with sales objections at some point in life.

But here is the good news. You don’t need to be a rockstar sales person to master the art of overcoming sales objections.

With the right sales training and persistence, everyone can learn how to do it the right way.

And while the task of learning how to beat sales objections might not be the easiest to learn, the rewards will be worth the efforts.

Let’s get to the reasons why potential buyers say no, and how you can overcome this.

Find out why potential buyers say no?

The first step to overcoming sales objections is to figure out why prospects say no to your products.

If you do your homework well here, you can come up with strategies to overcome the objections even before they are raised.

Sounds simple, right?

The tricky part is knowing what the objections will be.

sales objections

You can ask your past customers, existing customers, and potential customers what concerns they have about your products.

Also, interacting with your past customers might give you insights into what troubled them about your products and made them stop buying from you.

Lucky for you, we’ve done some digging and discovered the top 5 reasons why clients say no, and what you can do to overcome the objections.

Common sales objections and how to overcome them

A potential client will likely reject a sales proposal because of:

1. Price

Regardless of who you are selling to, pricing is one of the most frequent objections to a sale.

For most sales personnel, the knee-jerk reaction is to offer a discount.

Instead of selling at a lower price, which is risky and also raises questions about the quality of your products, you can look for creative ways to showcase the unique value of your products that justifies the price.

For instance, you can overcome the price sales objections by giving specific examples of how your product is unique, and how the product will solve customer’s problems.

2. Wrong timing

This is one of the trickiest objections you’ll face because the prospect is not actually saying ‘no’, but showing interest in a certain time in the future.

The prospect might say they’ll have money next month, or they might even tell you to give them more time to do research or even think about it.

Because the customer said ‘maybe’ or ‘later’, most sales professionals make the mistake of not considering this as an objection.

So, how do you overcome such sales objections?

An astute move is to dig deeper to find out exactly why the customer can’t buy at that moment.

Are they really not buying because of the budget, or because they don’t see how the product will add value to their lives.

If it’s because of the budget, you can do a follow up by presenting your pitch to the people responsible for allocating the company’s finances. They might give you a chance to present your product at a specific date in the future.

3. Fear of change

Fear of change is a very common problem, especially among employees. People fear change for many reasons–some want to maintain the status quo while others are afraid of what might be the outcome of change.

To overcome objections that originate from the fear of change, you’ll need to have a very convincing tone.

If you can, you’ll need to illustrate with examples and case studies of other customers or competitors who have benefited from similar changes to the ones you are proposing.

Fear of change is a natural occurrence, so you’ll need to impart confidence upon the prospect that the product will bring a positive change.

4. Lack of trust

denis linehan sales objections

If you want to increase your sales, you must get your existing customers and prospects to trust you.

People and businesses prefer to buy from companies they know and trust. These are typically corporations they have transacted with before.

So if you are a new player, your chances of successfully clinching a deal are slim.

But that does not mean you can’t strike a deal. The secret here is built trust with your prospects. Give them reasons to believe that the product will put them in a win-win situation.

For example, you can remove the financial risk by imposing a money back guarantee policy on your products.

You can also use a sample to show your client how the product works.

Give them more reasons to trust you by displaying any certifications you have as an industry expert.

Your website should also be trustworthy with the proper security and fraud protection.

5. Authority

 

You will always encounter objections such as, “I like the product, but I’ll need to consult my boss/partner”

This can yield positive results, assuming the client actually intends to consult with others but not using this as an excuse.

If your hear this objection, the best you can do is to respect the prospect’s wish and ask if there is any other additional information you can provide which might be of interest to the other parties.

To ensure this doesn’t mount to a deal ending sales objection, try to suggest a joint sale meeting with the other parties so as to answer any question that may arise.

Summary

The main reason why prospects raise objections is because salespeople and businesses fail to address issues that are important to these potential buyers.

Knowledgeable sellers, however, knows how to address all concerns even before making a sale, which increases the likelihood of winning a deal.

They know the best way to overcome sales objections is by visualizing a case where you answer all the questions before they are thought of.

So before making your next sales proposal, make sure you’ve identified the prospects needs, the motive for buying, and be ready to show that your product can provide value that competition can’t.

Selling is all about psychology, and your products and your existing customers are your best test subjects.

Are you a salesperson looking to learn how to turn objections into sales? Why not enroll in our sales training programs? And if you have any questions, feel free to get in touch.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

   

 

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Avoid These 7 Deadly Sales Techniques

Denis Linehan Business coworkers working on a presentation

Want to sell more? You need to let go of these unforgivable sales techniques. Are you still using any of these?

Whatever product you happen to be selling, you doubtless recognise the need to adhere to a few tried and true sales techniques. Sometimes, however, you find that your execution of these techniques is somehow lacking.

You set aside time to work on your pitch each day and approach as many potential clients as possible, yet you still don’t get the results you desire.

You must be doing something wrong, something that successful sales professionals have already mastered.

How, though, do you even begin to reassess your application of the various techniques you’ve familiarized yourself with as a salesperson?

While there are several steps you can take, you must always begin by identifying everything that you’re doing wrong. That said, follow along as we detail 7 sales techniques that are ineffective.

Doing Everything On The Fly

A career in sales often demands improvisation of the salesperson, but sometimes we take improvisation to an unreasonable level.

Despite the fact that we need to be adaptable, there is no shame in rehearsing your pitch from time to time. As a matter of fact, if you know your pitch inside out as a result of practicing it often, you’ll be able to better modify it on the fly.

Further still, there is no reason that you shouldn’t have all of your materials prepared before you start dealing with a potential client. We guarantee you that few people will be willing to wait for you to get your things together, which means that you’ll miss out on a sale or two for your lack of organization.

The short version? Don’t improvise your pitch if you don’t have to, and set up shop before you get to work.

Talking Too Much About Yourself

There is a narcissist in all of us, and we need to keep it in check when we’re on the job. Yes, we sometimes get excited about the products we’re advertising, but clients don’t want to hear us prattle on about our services and goods.

In fact, many of them tend to want to voice their concerns, and if we allow them to do so, we can better address those concerns while making our pitches. That is to say, your customer should be speaking more than you during any interaction.

Furthermore, going on and on about your services comes off as obnoxious and makes you look as if you really want to make a sale; you obviously want to make a sale, buy your customer should not get the sense that you’re desperate to do so.

Trust us when we say that some of your potential clients are already somewhat annoyed by your presence as a salesperson, so letting them take charge of the conversation is one of the more invaluable sales techniques on this list.

Making Long Pitches

This tip goes hand in hand with the previous one. As we’ve already established, nobody wants to hear you talk about your services at length.

Well, unsurprisingly enough, people also aren’t too fond of lengthy pitches.

Whenever you make a pitch to someone, you should always operate as if your client has somewhere to be. In other words, the client is not on your time. You’re instead on your client’s time.

Consequently, you need to speed up your pitch. You can do so by condensing the pitch or literally speeding the process along.

Whichever method you choose, make sure that your pitch doesn’t exceed one minute.

Approaching As Many Potential Clients As Possible

We’re as fond of the law of averages as any salesperson, but the law doesn’t mean much of anything if you don’t carefully vet your clients.

Targeting is critical if you are not going to waste your time.  Too many sales people think “everybody” is their market palce when in fact 80% of your prospects will be from a pool of very similar people.

To be blunt, we are asking you to discriminate here, but in the best way possible.

Being Too Persistent

Out of all of the bad sales techniques, we’re listing here, this one is probably the worst.

sales techniques - too persistent

No, we’re not telling you not to try to win your clients over, but there is a point at which your persistence becomes harassment.

And no client wants to be harassed.

You can generally tell when you’re being too persistent due to the fact that clients begin to show that they’re annoyed with you after you’ve shoved your product in their faces 6 times.

In order to avoid coming off as persistent, you can set a limit for yourself. Tell yourself, for example, that you won’t ask more than 3 times unless you’re given reason to think that asking again would be beneficial to you.

Coming Off As Aloof

No one likes a salesperson (or person in general) who isn’t personable.

You might think you look cool and professional when you approach your potential clients in a suit and tie and give a scripted speech, but the fact of the matter is that you won’t make any sales this way.

Instead of being so stiff and rigid, you need to create personal relationships with your clients by appealing to their likes and dislikes. If you notice, for example, that a client is wearing a Metallica tee, mention it and see what happens. The client will likely warm up to you.

If, however, you’re not pitching in person, you’ll have to rely solely on verbal cues and your prior knowledge of the client in order to accomplish this task. You’ll definitely have a harder time of things, but it’s doable.

Not Actually Asking For The Sale

You’d think that asking for the sale was one of those sales techniques that was evident, but as it turns out, there are some people who completely forget to ask for it.

sales techniques - ask for the sale

They spend 2 minutes talking up a product only to forget the most essential part of any sale.

While clients will no doubt understand that a salesperson wants them to buy the product he or she has been describing, salespersons simply need to be more aggressive about making sales.

To be blunt, describing a product without asking someone to buy it makes a salesperson look weak and unsure, and you definitely don’t want to come off as either of those things.

Finding Sales Techniques That Work

Needless to say, for every sales technique that doesn’t work, there is one that does.

You just have to put some time and effort into finding those techniques.

Having said that, if you keep reading up on sales strategies, your pitch and technique are sure to improve, and, before you know it, you’ll be one of those expert salespersons that fledglings come to for advice.

When that time comes, just remember to share your wisdom. Everyone needs a little help sometimes.

 

   

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9 Easy Ways to Double Your Sales

Denis Linehan double your sales

Ready to double your sales (who isn’t)?

These tips are easy, actionable, and they’ll take you there. Get ready to start crushing it.

 

Who wouldn’t jump at the opportunity to double your sales? Even the best of the best could always use a few more dollars in their pocket.

Nothing happens without hard work, but to double your sales is very possible.

What it takes is some know-how surrounding the sales game; a little bit of human psychology, and just the right amount of effort to have you sales sheets exploding.

 

Double Your Sales Tip #1: Value Yourself And Your Clients

People are attracted to success.

They flock to it for the potential that some of the success will rub off on them.

Use this idea to your advantage. Start targeting high-value clients, while also charging more for your own services (if that’s included in your job).

You’re likely to attract more and more high-value clients after you’ve landed the first.

Obviously, if so and so bought their product from you, you must be the person who can make things happen. After all, so and so never settles for anything less than the best.

As a bonus, these clients also open doors for new referrals.

 

#2: Exclusive Events

If you’re going to attract the best clients, you’ll need to speak their language.

“Wooing” the big client isn’t just a sales cliche.

People enjoy being catered to, and love exclusive invitations to events.

If your company doesn’t host sales events, throw one yourself.

It might take some effort, but you can’t pitch sales to the big guns without putting in the hard work first.

With any luck, word of your events will spread and people will strive to secure an invitation.

#3: Dress To Impress 

High-value clients want to see someone put together. A salesperson who can dress for the occasion.

Take the time to put together your outfit, regardless of how casual the event. People respect those who dress well.

There’s some science behind this tip.

Attractive people are likely to earn more money over their careers than their less attractive peers.

If you make an effort you’ll earn respect, and your clothes can help accentuate your natural looks.

 

#4: Make Follow Up Calls

You’ve heard it over and over; make your follow up calls.

Show people you’re interested.

End sales calls or meetings by setting a date for your follow call/meeting.

This breaks the ice for further contact.

Some salespeople are nervous of coming off as “too pushy.”

While that’s possible, sporadic or scheduled follow-ups are always a good idea.

What if the client simply forgets to call?

#5 Social Media Isn’t Just For Fun

Seven in 10 Americans use social media to connect with other people.

That’s 224 million people.  

There’s a good chance that you, and many of your clients, actively use social media in your personal life.

So why not your professional life?  Research says only 1 in 4 salespeople knows how to use social media to sell online.

Start yourself a professional Facebook page and start gathering friends. You’ll probably “friend” more than double your current clients soon after creating your account.

 

#6 Build Your Reputation

We’re not talking about your reputation of having the best clients.

Or the reputation of closing large sales.

Don’t get us wrong, both of those are important. But this is about building your reputation as a trustworthy person.

Denis Linehan Trust

Your clients need to know that you’re upstanding and trustworthy.

It’s important to show your clients that you’re willing to place their needs above your own.

Honesty and integrity spreads. Clients whose trust you’ve earned are likely to recommend you to their friends and colleagues.

 

#7 Gather Those Leads

Building a large list of potential clients is crucial to long-term sales success. Where else are you going to find new leads?

Take a page out of the digital marketer’s playbook and create a website landing page that collects emails.

Email marketing is a surprisingly powerful tool when it comes to generating new sales.

Email marketing campaigns to qualified lists see up to 66 percent conversion rates (emails sent vs. sales). That kind of outreach and sales potential will help double your sales.

#8 Learn To Take No For An Answer

Salespeople often hear the phrase, “never take no for an answer.”

You’ve almost assuredly heard it before.

The phrase is supposed to mean to give every sale your best shot. Do everything possible to entice the client.

However, this saying often gets taken far too literally.

The best way to come off as a pushy salesperson? Actually never take no for an answer. Just like your good reputation spreads, so does your bad one.

People will flock to the salesperson who gives them their much-needed space.

 

#9 Know Your Product

This might seem an obvious thing to state, though many salespeople don’t know the finer details of their product.

For instance, if you’re selling homes, you need to know the housing market in your town, the surrounding towns, and the entire state.

If cars are your thing, you better know the finer points of every engine on the lot.

There’s nothing worse than looking uneducated because the consumer knows more about the product than you do.  And that’s very easy in the internet age.

Selling people “a dream,” as it’s called, isn’t the goal. “Fluff” talk won’t win over many customers.

Hit the customer hard with intimate knowledge. You should know better than them if their purchase is smart.

If you want to double your sales, it takes hard work, determination, and a solid reputation. Stick to our 9 easy steps and you’ll double your sales in no time.

   

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How to Blast Through Your Sales Targets

denis linehan sales targets

You want to do more than reach your goals. You want to destroy them. These tips are all about crushing your sales targets.

How much can you achieve?

 

 

You’ve set up all of your goals, and now it’s time to hit all of those sales targets.

You want to be the best of the best and you’re ready to prove it. Push your limits and exceed your sales targets.

Want to know how to maximize your sales? Let’s get started:

1. Do Your Research

Check out your competition.

Which companies are selling similar products to your company?

What prices are these products being sold for? What strategies are they using?

Find the weaknesses in each company’s strategy in order to develop your own better one.

Scope out which products are being sold the most and why. Have you been gearing your products towards the right consumers?

Once you’ve done your homework, you’ll be able to make your next move confidently.

2. Create the Right Content

Creating the right content is an absolute necessity for blasting your sales targets.

The smartest salespeople know exactly how to reel in their sales targets and what kind of information to give to each sales target.

The content must be relevant to each individual consumer.

In addition, the right salespeople will diversify their clientele. You must have more than one specific target in order to really maximize your sales.

If you only have one target audience, it will become harder and harder to continue selling to those people.

Use your content to convince your consumers that they will not be able to survive without your product. Appeal to their emotions by making them feel like they absolutely have to buy it.

Your content is extremely powerful, so make it count!

3. Work Together with Your Marketing Team

You should definitely work together with your marketing team in order to blast through your sales targets.

Your marketing team members are probably the ones creating your content. Work with them to appeal to your consumers.

Use the content and information they provide you in order to maximize your sales.

If your amount of sales begins to plummet, work together to figure out what the problem is in your marketing strategy and then find a solution that will work.

A statistic shows that 61% of companies with a well-established sales enablement strategy work very closely with their marketing team.

Do not underestimate the power of teamwork!

denis linehan marketing team

4. Defeat Your Sales Targets with Awesome Customer Service

Companies that are solely focused on making the most profits and only trying to reach their target goals often neglect the people who are most important: their customers.

Having excellent customer service is crucial for any thriving company.

Consumers remember which companies have had good customer service and which companies haven’t. Be sure that your customer service makes a positive, lasting impression on your consumers.

Most of your clients are probably previous customers, right? You’ve made them happy at least once already, so keep up the good work!

Make sure that your retention rate continues increasing. This truly is one of the best ways to blast through all of your sales targets.

5. Do Not Discount Too Much

There is a misconception that if you discount your products more often, you will end up making more of a profit.

However, this is completely false.

In fact, you will lose more money than you gain by discounting your products way too often.

denis linehan no discount

Of course from time to time you will want to have a sale or some sort of discount opportunity, but save it for a special occasion, like maybe a Black Friday sale.

Do not just discount your products for the sake of discounting. This will take you backwards instead of forwards when trying to reach your sales targets.

Don’t make the mistake that so many companies make so often. Discounting is great sometimes, but not too much.

You don’t want your customers to take advantage of you, as well.

6. Ask for Feedback and Referrals

You do a lot for your customers in terms of trying to make them as happy as can be, right?

As a result, it is very okay to ask your customers for something in return.

After every purchase, send your customer an email or use a separate web page where customers can provide feedback on the products they just bought.

Give your customers the option to write reviews of your products on your product pages online.

Show your customers that you truly care about them and that you value their opinions. Their feedback will also help you improve your services.

Your customers want to feel respected and attended for.

If you show them that you are listening to their needs, not only will you be able to better your company, but you will also probably see an increase in your previous customers’ retention rate.

One of the greatest ways of bringing in more customers is through word of mouth.

Potential customers who read your past customers’ raving reviews of your product will be more inclined to buy from you because they’ve read someone else’s testimonial.

People will trust previous customers, and that will bring you even more consumers.

Moreover, ask your customers for referrals. You can provide them with some sort of incentive such as, “For every customer you bring, you’ll get $5 off your next purchase.”

Companies like Uber do that very well. Uber gives each customer a special code. When that customer provides their code to someone who has never used Uber before, both the new customer and the old customer get up to $15 off their ride.

7. Commit to Your Sales Targets

Make sure that your company commits to its sales targets, in whatever way that means to you.

Commit to improving your product or keeping promises that you provide your clients. Commit to developing stronger sales strategies by engaging with your entire team.

Everyday set small goals for yourself to achieve, besides your primary sales targets. Take whatever steps towards commitment that your company needs in order to maximize your sales.

Now you’ve got all of the tools to take on the next level of your sales targets. Do what you can to go above and beyond achieving your sales goals.

Get moving, and blast through those sales targets!

   

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7 Strategies to Sell More

increase sales

If you want to build your sales skill to sell more, here’s seven strategies to help.

The sales process can be as simple or complex as you want. This is related to the type of offer you have. Selling water bottles is not the same as offering a tailor-made consulting service.

This activity is like a sphere that allows you to go from one side to another immediately. When you see it that way, you release yourself from a lot of pressure. It is ok to go wrong and return to a point. It is no sin; rather you are covering today a gap that tomorrow can be a great hole.

  1. Be Effective

Although many people find it hard to do, that habit can be achieved in a very simple way: you have to do the homework. Before you pick up the handset and call a number at random, first investigate who the person you are going to contact is. Should you prepare, people will even notice and increase your chances of success.

This advice applies to e-mail marketing because in most cases companies send the same e-mail to hundreds or perhaps thousands of recipients without first making sure if these recipients really need what they offer. This instead of generating interest could be annoying for people.

The good news is that today you have more resources to know more about your potential customer’s thanks to the Internet. In this way, you will get important data, for example, who the person is, what he / she is engaged in, what sector he / she is developing in and what geographical areas his / her company operates.

 

  1. Know more about your prospects

You must be proactive as well as define the characteristics of the candidates to become your customers. This is called profiling.

When making the first call you have the opportunity to find certain data that you needed to supplement the information collected in your previous research. Now, if you get an appointment, it is a sign that the person is interested in seeing you. Do you know what the reason is? Find out in the interview they program.

 

  1. Pay attention to details

The sellers (mostly) suffer from a problem: they speak, speak and speak. big mistake. What you have to do is go to the point and say things as they are.

For example, give a quick response or offer you a competitive price. So if you make a proposal that satisfies these points, you are ready to close the deal.

Do not just focus on the need; know the expectations. To do this, once again you must ask what people expect from you in exchange for the money they will pay you; you have to earn it.

  1. Fulfill what you promise

If you dared to offer something so as to take the sale, you better fulfill it. If you lie or exaggerate, in the end, this will cost you more than not close the deal. A lie leads you to another lie; It is a snowball that grows and crashes. In case you can not solve all the problem you are facing, clarify or give options – like making alliances with other companies – to reach the goal.

 

  1. Work on your smart questions

If a salesperson goes to an appointment without preparation, it can mean two things: he is a sales expert, or he does not know that he is making a serious mistake. To get the most out of an interview with a prospect, all part of a training you should do with your business partners.

During this process, you have to define the smart questions that will help you to verify, validate, verify and clarify all the information received. The purpose is to close a business today, but also to project future transactions.

 

  1. Charging is part of selling

An example of an intelligent question is: do you have the money to fulfill the payment obligations I propose? There is nothing in the world worse more than a customer who can not pay you. This is part of the profile, so you have to confirm it from the beginning.

 

  1. It is worth diversifying

Do not put all the eggs in one basket. It’s good that you have a very good customer, but what will happen when you leave or no longer need you? Rule: A single buyer should not represent more than 20% of your total sales. If so, you will face great pressure to sell and that when mistakes come.

 

 

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Techniques for High Level Sales

The most valuable and best way to increase your profit is to make a transition to high level sales.

If you feel like you’re falling short in your sales and not meeting the goals you originally set out for yourself, there is nothing to fear. There are many different levels and strategies for sales, but high level sales is something that many people think you have to be born to be good at, but there are a few simple strategies to use to begin your journey in making sales at a higher level than you are now.

Cross Selling or Upselling

Cross-Selling or Upselling is considered to be a key entry point for those wanting to transition to high level sales. By offering a regular client another product alongside the original offer, you are more likely to make the additional sale on top of the original one if the product is relevant to your customer.

Just make sure to know the difference between the two. Cross-selling is suggesting another product to be purchased in conjunction with the original sale. Upselling is giving your customer the option to add something onto the original sale that will increase the profit on a sale.

Solution Selling

Sell a solution and not just the product you are selling. If you are looking to make a high-level sale, you need to show the customer that you really care about fixing their problems and not just pushing the product on them.

If they are looking to market their business and you want them as a client, you need to show them what the end results will be for their business. Whether that means increased revenues or expected new customer acquisitions from the promotions you create, the customer needs to know what the end results will be to make a large monetary commitment to your business.

Customized options  

Provide customized options to your customer. Often times when people are considering a big purchase they do research of some kind to find out exactly what they are looking for.

Most of the time they end up finding different products or services that offer qualities that not all of them have together. The best way to have your customer fall in love with your sale is to give them options. By giving them a variety of solutions to their problems you can find a more customized product or service that they are willing to shell out the cash for.

There is also a good chance that the customer will find two options they like best and you can package these offers together to increase your sales level overall.

Build Your Sales Case

Build a case for why your product or service is better, even at a higher price. When pitching to a higher level of customer who is willing to spend extra cash on something they find valuable, you can fail at closing a sale if you do not do your research. Walk into a sales pitch with research in hand that shows that your product or service is worth the extra money.

You want to close the deal knowing that your customer feels like they are going to be financially better off with the use of your product or service even if they hand you more cash than they originally planned to give.

 

There are other ways to create higher level sales, but these four strategies are some of the easiest ways to seal a higher profit deal. Success in lower level sales is hard to come by, but moving towards higher level sales could mean the difference between living a mediocre life and living the life you have always dreamed.