ISSUE FIVE | MAY 2011
Get the Results You Want From Your Training
So you have invested some or all your training budget to improve sales performance. The programmes are booked and the sales team have been asked to keep their diaries clear. You are obviously hoping the training will make a positive difference. But is hoping enough? What are your expectations? Are you looking for:
There are two ways to ensure you achieve your expectations. more…
Use social media to reach the people who can influence the buying decision
As buying business solutions has become more complex, it has become the norm for buyers to bring in multiple experts to the decision making process to help evaluate solutions. For instance, a copier sale in the past may have been limited to an office manager and controller, but today’s networked systems often require the input of the same people, plus IT specialists. This trend is expected to continue, and it’s up to the salesperson to identify and access the key players who play a critical role in advancing sales opportunities.
Our use of social media has significantly increased as a tool to identify who decision makers are - more than half of World-Class Sales Organizations reported a significant increase in their use of social media to make connections and introductions to key stakeholders in the sales process. That is twice the rate of average organizations. This activity was shown to have a strong influence on year-over-year growth in account acquisition. Read more…
Selling Against the Status Quo
People buy when, and only when, they perceive a discrepancy between reality and their desired results.
When you have a buyer who sees trouble in a situation or has a desire to improve results, they will be most eager to buy - not necessarily from you - to fix the situation. This is generally an ideal selling scenario because your buyer has already recognised that help is needed and is looking for a solution. Your success rests on how well you can connect the benefits of your proposal to your buyer’s solution image.
But, what about prospects who are clearly satisfied with the status quo, those who are in ‘even keel’ mode? Is there a chance to make a sale with these types of prospects at all? Read more…
Find out more about how Critical-Moments can help improve your sales performance. Talk to Stephen Newman on: Telephone: +44 (0)1923 818 967 email: info@critical-moments.com or visit: www.critical-moments.com