“We all have what we call our “Rules of Sales” such as “follow the law of averages” or “People buy people”. Sean, what would be your definitive list of the rules of sales?”

That was a recent question that I received from a Sales Manager. Here are my thoughts:

I do have a firm set of sales rules and you will see how they match with the above advice. The rules are ‘BASIC’. Just follow them. I don’t have room to get into too much detail, but here’s a brief idea.

B.A.S.I.C.

If you’re willing to demonstrate each of the following principles every working day, you will succeed.

B – Believe, A – Ask, S – S.O.S, I – I.T., C – Care

B – Believe: First you have to completely and passionately believe in what you sell. You have to believe enough to be able to sell your product to your mother or other loved ones. Insist they buy, sell it to them at full price and feel good about making the full commission. Number one-totally believes.

A – Ask: Ask for the order with strength and conviction and be consistent. As you can see you can only really do this if you completely believe.

S – SOS (The Science of Selling): S.O.S. Is about understanding the mathematics of your profession: the numbers, the equations. You have to know how you are paid. By that, I don’t mean what your pay or commission is, what I’m referring to is how you actually EARN it in the first place. What is your time worth! You must understand your closing average, your average sales and your average earnings. You need to be able to attach an exact monetary figure to every sales call and activity you undertake. You need to know not only how much you earn when you make a sale, but what you earn when you’re NOT selling.

I – I.T.: In today’s marketplace, a sales professional must become an expert with industry specific technology. You have to become an expert with a good CRM (Customer Relationship Management) Software Tools, Time Management Tools and more. You have to be a skilled user of Productivity Enhancement Technology too.

C – Care: You must care deeply about what you do and how you do it. You must care for your customers. When customer’s can see that you are pushing them and that your persistence is due to the fact that you do care it will all come together.

Just follow the BASIC’s

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Looking for sales training or sales management training?
Call 0800 849 6732

1 minute, 22 seconds!

That’s how long a voicemail message was for me that I picked up last Friday!

And yes it was from a sales person too.

“Hi Mr McPheat, this is Jo Smith from ABC. Sean, we offer…”

And the sales call went on and on and on.

It ended something like “Sean, so if you’re interested please call me back on…”

Yeah right!

This is awful prospecting.

You see, when you make a telesales call and get through to voicemail you’ve got two options:

1. To hang up
or
2. Leave a message

Now if you leave a message all you should be doing is to “SELL THE CALLBACK”

You should not be going into a long winded “We do this, I called for that” etc

Instead, you should just “SELL THE CALLBACK”

So, how do you do this?

Well, my favourite is to say something like this:

“Hi Sean, this is Jo from ABC. Could you give me a quick call please with reference to XYZ Industries? My number is 33333333. Thanks a lot Sean”

Now, XYZ is a company that ABC would be familiar with or do business with or that you do business with - it must have some sort of connection.

When they call back you say “Thanks for returning my call Sean. XYZ have just taken out a full page ad with us and I just wanted to give you a call to see if there were any synergies between our companies too?”

Notice I have not used the words “Would you be interested in advertising etc”

You’ll get the majority of your voicemails returned if you use this approach.

Hope this is useful to you? Remember, there has to be a company connection if you’re going to use this approach.

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

PS
As well as sales training for your staff we also offer sales coaching and sales management training too!

I received a great question from a Sales Manager last week. Here’s what it said:

“From the standpoint of a Sales Manager, what’s the best, most useful tip, or simply the first tip to give a New Salesperson just starting out in my company?”

Here are my thoughts:

This is a great question, and this answer, like many of my answers may not be what some might expect. The first thing to do is to SELL the sales person. I mean sell them the product as if you were asking for a cheque. And if it’s something which they qualify as prospects—I would actually sell it.

One of the biggest mistakes management makes is to assume that sales people are sold on the product because they joined the team, but that’s not so. Usually, a sales person answers the ad because of how much money they think they can earn. But you have to sell the sales person on the product or service, the company and the mission. Sell them to understand and believe that their customers get the biggest benefit when they sell.

The next thing to do is to teach a new sales person about the Science of Selling (SOS). It does not matter if they are brand new to the selling profession or if they have 20 years experience. If they are new to my firm, they first learn SOS.

With SOS, of course I am not talking about the old numbers game or the preverbal law of averages. I mean they learn exactly HOW the profession works; exactly how they are paid, and how much they earn on every single sales activity.

You see, as soon as that new person hits the streets, their first goal of course is to start making some sales and the pressure is on. The goal is to get out there and make a sale as fast as possible. However, I am not concerned with them closing a sale. That is, I do not worry abut the end result end result. I am more concerned with the new person’s work ethic and consistency. I know that if he or she does a certain amount of cold calls, or sends out a certain amount of literature, of knocks of a certain amount of doors, and they do in everyday, with machine-like consistency, I know for a fact that the sale will follow! I don’t worry about them making sales—but more about them concentrating on completing the sales activities that lead up to sales.

Frankly, one of the worst things that can happen to a new sales person, is they get out there and hit a home run very early. They make a nice sale or several sales as soon as they hit the ground. The problem this often causes is this person develops a false sense of “what it takes.” Then, when the numbers catch up and those slow times come (and you know they will) that guy or that gal is history. I don’t mind people getting off to a fast start, but I make sure it is behind the understanding of the foundational work involved.

Start sales people out with a firm understanding of the work ethic and consistency required for success. Put more emphasis on the importance of making a set amount of calls, or presentations every single day, than you do on the end result.

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Looking to improve your sales process?

Hi there - something a little lighter for you…

This clip is funny!

The Truth In Ad Sales is a spoof set of ad sales, the buzz words and what staff are really thinking!

So you’ll want to watch this ASAP to make sure you get an ROI, OK? - You’ll see what I mean when you watch it!

Is this like your office?

If I had a pound for everytime I’ve seen this kind of thing…

Happy Selling!

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Looking for sales training? Try MTD!

Develop your Entrepreneurial Skills - that’s a key activity that you need to develop if you’re going to sell more product or service to the sophisticated and sales savvy buyer of today.

When I say that you need to improve entrepreneurial skills, I mean that you need to start viewing your planning, your prospecting, your sales process, in fact everything you do you need to run it as though you are running your own business.

Any decent business has systems in place, they have a vision and a plan, the have a research and department, they constantly learn, they innovate and so on.

The most successful businesses have flair and are unique.

So, in your entrepreneurial efforts I would recommend that you start to read all about entrepreneurs and what they do and what their mindset is. Apply what they do to the way that you sell.

Here are 5 top tips to improve your entrepreneurial skills:

1. Have a personal vision and a mission - what do you want to achieve in your role?

2. What sets you apart from the other sales people who are trying to eat your lunch?

3. Innovate - entrepreneurs make up the rules. How can you become more innovative in all all that you do?

4. Systems - set up systems to get the best out of your time and efforts

5. Positioning - position yourself as an expert rather than as a sales person - what can you do to become a trusted advisor?

So, improve your entrepreneurial skills and watch your sales soar!

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Looking for sales management training?

“How can I increase sales?”

If only I had a pound for everytime someone asked me that question!

You see, there are a billion answers that I could come out with in order for you to increase sales.

Let me give you a couple to go on with though!

1. Learn how to ask the right questions

Open questions, closed questions - I really don’t care what type of questions you ask as long as they MTD!

They should either Move the sale forward, develop Trust or Develop the relationship.

Questions will unearth current and future needs.

So you need to develop awesome questioning skills.

2. Understand your numbers

If you don’t understand the science of sellling then I would imagine that you are missing out on between 10 and 20% more sales right away.

What do I mean by this?

Well, in order to increase sales, you need to know what areas you need to improve upon?

For example, is it your prospecting skills, the questions you ask, getting a decision maker on the phone etc

You only know this if you know and understand your numbers.

How many cold calls do you need to make to set up 1 appointment?

How many appointments per sale?

What’s your average deal size?

You need to know all of these stats and more if you are going to be a serious player and only then can you identify which areas you need to focus on to increase sales.

You know I could go on all night about this but we have both got sales to make!

So, please take what I said and do something about it today.

Happy selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

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The Art Of Cold Calling - It’s time for SMILE & DIAL R.I.P!

The modern day buyer can see straight through your false enthusiasm and approach……..it’s time to lose the smile and dial!

If you sell IT services, software or anything in this area, then you, more than any other sales person, understands the real advancement of the typical prospective customer.

Today’s modern buyer is a sophisticated and savvy individual who knows how to use all of the technology at his or her fingertips. Today’s modern buyer is a well oiled machine; a smart and cagy prospect that has heard all of the BS before—and they don’t buy it—pun intended.

To successfully approach today’s IT buyer, first you must get rid of the typical sales-pitch-money mouth-smile-and-dial approach. That big over-enthusiastic smile, that pep-rally attitude that projects the old-school idea that if you are excited and jumping up and down, than this will make them do the same is ridiculous and today’s buyer resents such an approach.

You can’t use old school sales tactics on new school buyers!

First, you need get rid of the “Have I got a deal for you pitch-man smile and attitude” and be a real person; a professional. Then it’s time to get to get DTE. By the DTE I mean: get Down To Earth!!

I don’t know why it is that makes most people who sell technology think that they have to try sound like a “white-paper!” For some reason, most people who sell IT seem to want to “prove” that they are indeed technologically aware and intelligent. The result, they talk like they are writing a technical paper or giving a speech for the Noble Prize.

You have to get down to earth. Speak like you NORMALLY speak. As you are making calls, cold calls or to set appointments; you have to learn to talk naturally. You must learn to speak in your normal jargon, tone and pace. Now, I know that sounds simple, but it’s not.

You see, once you are making a call, a business call; your body and mind takes on a different posture. Once you know that there is money involved and you may receive a “less than enthusiastic or friendly reception,” you take on a different tone and attitude. Commercialism and expectations now alter your natural communication skills. Now, a simple “hello,” becomes a performance and you are not longer really YOU. You are acting.

This act helps the IT sales person preempt a possible negative response by beginning with what they believe is a more professional and high-level and technically astute opening. The often subconscious idea is to let the prospect know, in an instant, that you are indeed a technically savvy pro — a peer, someone who has been there.

So the call begins with a false projection of what you, the sales person thinks the prospect needs to hear.

Big mistake.

Calm down! Be yourself and get down to earth. Don’t force your knowledge and brains on the customer. Just be YOU. Be you with your stutters, mistakes and broken chains of thought. Be you with words that make sense — simple and plain common sense.

In a world where all of your competitors are making hundreds of cold calls to the very same buyers that you want to reach using the very same techniques that have been taught over decades surely you want to stand out?

Having trained thousands of IT sales people over the years here is a typical opening that they make:

(Imagine a high tempo, energetic and polished performance!)

Sales Person:
“Yes, Mr. Prospect, Stewart Gram here with ABC Software. ABC offers some of the most sophisticated enterprise-wide, multi-image, spider-enabled, SEO optimization and directory enhancement technology on the market.”

Ok. You could say that. Or how about getting down to earth…

Sales Person:
“Yes, ah, Mr. Prospect, Stewart Gram with ABC Software. How are you? {RESPONSE} Ah yes Stewart, ABC offers a web site trafficking software that will help you earn a lot more money.”

Of course, neither of those are exact examples as you know what you do.

But the bottom line is that if you sell IT — get real. Become normal and unrehearsed. You may have to actually practice at sounding unpracticed. But, if you sell IT, lose the smile and dial!

The Art Of Cold Calling has changed…

TOP 5 TIPS TO LOSE THE SMILE & DIAL

Step 1:
Tone down the enthusiasm until you’ve built rapport

Step 2:
Don’t be perfect – include stutters, stammers, “erms” etc

Step 3:
Use words that you’d use to a friend

Step 4:
Reflect back a like attitude and pace of speech

Step 5:
Sound human! Your competitors all sound the same remember

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Cold Calling Tips - 5 Top Tips For More Effective Cold Calling

Cold Calling Tip # 1 - Lose the smile and dial

Don’t be all enthusiastic and over the top when you make your calls. You just sound so false and like the other 20 people who’ve called your prospect that day!

Cold Calling Tip # 2 - Sell the appointment

When setting appointments sell the reasons for setting the appointment and not your product or service. Any objections should be met with “That’s why we should get together!

Cold Calling Tip # 3 - Getting voicemails returned

Don’t leave a big long message about what you are about and why you called. You need to sell the callback not your products and services.

Cold Calling Tip # 4 - Planned not canned call scripts

Rather than working with a script use a framework. If you get sidetracked when using a script it can really throw you so use some guidelines and a framework and be flexible.

Cold Calling Tip # 5 - Learn how to spot a gatekeeper screen

There are two types of screens: BLIND SCREENS and INVESTIGATIVE SCREENS.

A blind screen is one where if your name is not recognised you do not get through and an invstigative screen is when they ask you screening questions BEFORE they tell you that the gatekeeper is not available! Click here for some further information on gatekeeper screens

Carry out these tips and enjoy the success you’ll have with your cold calling!

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Tips For Negotiating

I get asked a lot for my top tips for negotiating and it all depends on what you are negotiating for.

Sometimes a negotiation can be based on the price that your client wants to pay and what you want them to pay!

Sometimes it’s for the products and services that you both want or don’t want if you get my drift!

It all depends on the circumstances.

So, here are some top tips for negotiating:

1. Aim High

Let me put it this way. Your price will usually only go in one direction and that’s not up! So aim high! At some stage you’ll probably be required to make a concession here or there so you need something to “play with”.

2. Don’t give away too much too early on

Too many sales people sell the family jewels at the first attempt. If your product is £5,000 and you agree to sell it to me for £3,500 then what does it tell me? Well, unless what you got out of the deal was valuable too you’ve just tried to “do me” by trying to get me to pay an extra £1,500 because you dropped your very quickly! Discount in stages.

3. Lose the EGO

You want the best outcome for both parties. Not for YOU! Not so you lose face in front of your
prospects or peers. A lot of “no deals” result because the 2 parties are too focused on winning and looking good rather than having the right outcome.

4. When is it time to walk away

Do you know when it’s the right time to walk away from the deal? You need to have this in mind before you start the negotiation. When is it time to say “No deal”

5. Planning!

Go into the negotiation with some primary and secondary objectives. What’s your ideal scenario? What would you ultimately want from this in the ideal world? What’s the least you would be willing to accept? You need to know these because in the heat of the negotiation you could get swept away if the other party knows what they are doing!

I hope those quick tips for negotiating help?

At the end of the day I always strive for WIN WIN negotiations where each party thinks they got the best end of the deal. If you can do this then you can really build long term profitable relationships with your prospects and clients.

Happy negotiating!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

How To Develop Your Communication Skills

Communication skills are vital if you are going to be a top sales person.

But improving those communication skills is easier said then done.

Without doubt the two most important skills are questioning and listening.

Let’s have a look at some questioning techniques you can use.

Open? Closed? Which questions should you use?

I don’t really care as long as they have a purpose!

Questioning With SOAR

Being able to SOAR
An analysis of many thousands of sales has directed us to an acronym that helps us remember the process of questions within the sales call.

The underlying philosophy is for sellers to ‘think buyer’ and help them to understand their needs and potential solutions.

The acronym SOAR stands for SITUATION, OBJECTIVES, ‘ANTI’ and REWARDS

Situation Questions ask about the customer’s operating context and business situation. What is the current business situation that the customer is in? Who else is involved in this decision?

Objective Questions ask about the customer’s goals, visions and ideas that will take them from their current situation towards a solution. What would be the ideal solution for you, Mr Customer? What changes would you like to see in your supplier of services?

‘Anti’ Questions ask what stops you from achieving this, or what is against this happening at the moment. It elicits possible objections without you having to deal with them later.

Reward Questions probe for explicit needs, either directly or by exploring the value or importance to the customer of solving a problem. Would a faster back-up service reduce backlogs? How would a more efficient claims service help? Would x also produce savings with y?

So, asking effective questions is a surefire way of how to develop your communication skills.Keep improving, keep getting better at what you do and the results will come.

The little 1 percenters make a huge difference when added up.

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732