As a salesperson you need to be organised.

You need to be organised not only in terms of your prospecting and your day to day schedules but you also need to have a system in place to capture, collate, sort and organise everything that needs to get done.

This not only enables you to create more time for selling but it also creates a sense of closure in your mind that enables you to focus on your selling. All of those little things that you were meaning to do or loose ends that are still open will take up valuable attention units that should be focused elsewhere!

Now, I’ve just completed listening to a very useful CD programme called “Getting Things Done” by David Allen. It’s full of tips, techniques and a specific system to remove the clutter from your mind and so you can get more things done.

What I like about it is that it provides you with a system to get things done. It doesn’t leave anything to chance. And along with the CD set comes some laminated flow charts that you can work through too.

I highly recommend it if time management and organisation is an issue for you.

Heppy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Click here for free sales tips

I received this question yesterday from one of my subscribers to my weekly sales tips:

“Hi Sean,

I have been coming up against a regular objection lately from my prospects and if you could offer some advice I would be most grateful!

When trying to close prospects they are regularly telling me that they wish to go ahead, however they have to convince decision makers who sit above them. I have offered to speak to/meet with these decision makers to help the decision making process, but this is rarely accepted.

I am sure that in some cases the ‘I need permission from a colleague’ excuse is a smokescreen, but I am also confident that it is a genuine reason in some instances.

Any help you can offer would be well received!”

My thoughts on this:

There are a couple of things to take into consideration with this.

Firstly, yes, you are right on some occassions it will be a smokescreen. That’s just how some people are wired.

But early on in the meeting/qualification you need to establish who the decision maker is and find out the type of person they are. Because what you are doing is a “sell for the sell”

You need to arm your “allie” with the tools, the knowledge and the correct approach to convince the DM.

So, the position you need to get yourself into is when your “allie” says “Yes, this is right for us. All I need to do now is to convince Mr/Mrs X”

Once you hear that it’s now time to switch into sales coaching mode!

You have to coach the prospect on how they are going to sell the idea to the decision maker.

What are their key drivers?
What type of personality do they have?
Why your product/service?
etc etc

You need to also focus on “what’s in it for your allie?” They ultimately want to look good in front of the decision maker so help them to achieve this.

It’s a complex subject that deserves a lot more time spent over it but you need to facilitate the decision making process and help your key influencer to indeed influence the ultimate decision maker.

So, remember:

You need to set up a sale for the sale!

Sean

MTD Sales Training
Telephone: 0800 849 6732

Click Here For FREE SALES SALES TIPS

Here’s an interesting question I just got asked:

_________________________________________________

“Hi Sean,

Unfortunately, I don’t need to think too much about my most burning question for you…

It’s an easy one, and I’d title it “How do I keep the momentum going with a prospect” or rewording it into “how not to lose the momentum with a prospect”.

In my business, the sales cycle can easily take one year from initial contact up to deal closure.

During the initial meeting, I often get a response along the lines of “great idea”, “I love it”, “we need to do it”, which is followed by “now we need to wait for CEO decision / budget confirmation/ take-over to be complete / products to be available and many other challenges.

My question: How to keep these prospects “hot”, during the long period from initial meeting up to finalising the deal?

The problem is that as time goes by, prospects tend to forget their excitement, forget answers that were provided, and the value proposition is kind of diminishing with time.

In this process, I do send a reminder, call to check on things, but am thinking if there is any other aspect of the “follow up whilst waiting for decision” that I can look into.

I love your periodic emails; no book ever gave me so many concrete and relevant problem/resolution like your emails!

Looking forward to hearing from you,

Kind regards,

NK

_________________________________________________

Here are my thoughts on this:

How to Keep the Sales Process Going During Down Time

In short; how do you keep the momentum and the excitement going with a prospect as you wait out your sales cycle?

Do what may be considered the opposite of what most sales people think to do.

DO NOT periodically “check” on the account or the status of the sale. Thus, inherently makes prospective customers feel that you NEED the sale and it is easy to become a pest. It can make people feel like you have no confidence and adds “pressure” to the DM.

You do want to stay in contact, but for reasons OTHER than the status of the sale in progress. This is the time for you to promote YOU and to promote that you are an industry executive and that you are more than just a sales person!

This is the golden opportunity for you to demonstrate to the prospect that if and when they make the
purchase, they get MORE than they pay for—They get you!

This is when you send them information about things relevant to their business; send emails, (not
about the progress of the sale) that helps them! Send information, emails, articles clippings, web site links that prove that you are indeed an industry leader and authority with your finger on the pulse of everything!

This is the time to demonstrate to the prospect that you care about their business and NOT just the
commission!!! This is the time for you to help the prospect see the value in doing business with YOU vs. any competitor because YOU are more valuable!

How about a phone call like this:

You:
“Hi, Mrs. Prospect, it’s NK from XYZ? How have you been?

Prospect:
“Oh, fine, N….but we have not been able to confirm the budget for your proposal yet…I don’t know…”

You:
“Oh, no! Mrs. Prospect, that’s not the reason for my call. The reason I was calling was that I just
found out that there is a big conference in London next week about Widget Management. I remember when we were together, that you mentioned something about having a problem with your widgets.

Anyway, this is not really in my area, but I thought you could use the information…”

Whoa! Or how about an email like this…

Hi Steve,
I came across this web site the other day. It has a
wealth of information that helps IT managers compare
costs and down time. It has a ton of studies worldwide
and charts – I’m not sure if you are aware of this
site, but we use it for a lot of our scientific data.
I thought it might be useful to you and your help desk
people.”

Or how about a letter like this:

Hi Donna,
I came across this article and I thought you might get
a real kick out of it! I remember that you had
mentioned how much time your people seem to spend at
the water-cooler…well this satirical view I caught in
the Times, will just crack you up!”

Take that interim time and show your would be customer that you are an expert; a high-level professional who is confidant that you WILL get the business, but in the mean time, someone who has their best interest at heart. Show your prospective customer that you are the authority in the industry and you are a wealth of information and a valuable resource who is available at ALL times.

DO WHAT ALL OF THE OTHER SALES PEOPLE DON’T DO!

Until the next time, take care of yourself and happy selling!

Sean

PS If you want to improve the performance of your sales people please click on the link below and send me an enquiry: http://www.mtdsalestraining.com/enquiry.html or please give me a call on 0800 849 6732

Sean McPheat
Managing Director
MTD Sales Training International

We’ve trained over 20,000 people around the world and I am amazed at how many times I hear statements like:

“We’re not a customer centric organisation…”

“Finance said that we can only…”

“Operations said that we can’t support that growth…”

Can’t support growth?

What!

I find that in a lot of companies the tail wags the dog. As sales people and marketers we are responsible for the growth of our companies and it’s finance and operations and everyone else’s role to support that growth and to enable it to “Make it happen”

How many “Business Preventation Teams” have you got in your company?

It’s your Sales/Marketing Directors role to clear the pathways for profitability.

In my opinion there are two kinds of workers.

There are those that make money and generate review. And there are those that cost the company money.

And if you are one of those people that cost the company money and are not responsible for generating income then it’s your job to support those people WHO DO make the company money or you’ll have no money to count or operations to manage!

So, have you identified your BPT’s yet?

Once you do, meet with them to discuss how you can work more effectively together to the common good of the business.

Ok, I’ll get down off my soap box now!

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Click here for free sales tips

Click here for our 2010 open course schedule

As an “authority figure” in the UK sales scene I am often asked for my input and opinion on the latest book releases that come out on the market.

I’ve actually got 14 of them stacked up at the moment so I’d better get my skates on!

The latest book I have had the pleasure of reading and reviewing is:

“Playing Bigger Than You Are” by William T. Brooks & William P.G. Brooks

Here’s my feedback on this book:

Firstly, this book is all about getting those big accounts. A lot of small businesses are just too scared to or think that the big boys do not need their help.

This book does a great job in demystifying these myths and goes into how and what small business should do to get the giant corporations to play ball with them!

It’s a very easy read and it gives you specific tips and approaches so you can win larger accounts within your target market.

If you run a small business and need a kick up the backside to start hunting for whales than this book will give you the impetus that you need. If you know the value of this already then the start of the book could be a little slow for you but bear with it and read it all.

Overall, this is a good addition to your sales toolbox. We all need those big accounts to keep the wolf from the door and this book helps to break down this process into easy to understand, jargon free information that will help you rather than bamboozle you!

Good job Brooks Group!

Sean

Sean McPheat
MTD Sales Training

Here are some further resources that will help you to close more deals:
(Click on the links below)

Sales Training Open Courses – courses ran at different locations throughout the UK

FREE Weekly Email Sales Tips – receive my tips in your inbox each week

In-House Training – we can come to you and deliver a course for your team

During longer sales cycles it’s critical that you keep your name in your prospect’s mind but you don’t want to become a pest either!

I’m not just talking about those cringing “touch base” calls that you make. There’s no such thing as a touch base call! They know it and you know it! They know that you’re fishing for a decision!

So instead you should keep in contact via email, postcards, direct mail, sending them information etc

But whatever you send just make sure it has something in it for them. Make sure that you provide valuable information that will help them in some way.

Have a brainstorm about what you can do to keep your name in your prospect’s mind and then do it!

Happy selling

Sean

Sean McPheat
MTD Sales Training

Click Below For Further Details:

Open Course Schedule

In-House Training

Sales Coaching

Happy New Year!

I hope 2010 brings you all that you want.

What a year 2009 was!

The rise of Susan Boyle, stupid and greedy bankers, the continued threat of terrorist attacks, the war, the loss of Michael Jackson, Tiger Woods…..

I could go on and on!

But what has gone has gone. Now is the time to start a fresh and you should do the same with your selling too.

So no matter whether you had a bumper year or a year to remember in 2009, wipe the slate clean and go again.

Happy New Year from me and all of the team at MTD Sales Training

Sean

Sean McPheat
MTD Sales Training

PS Check out our 2010 open course schedule