Sales Training Courses – YOSM

By Emma Monro.

Anoop is concerned about you.

After the amount of sales people he has been in contact with over the last few weeks, 1 thing stands out above the rest.

There is a culture in the sales industry of NOT BEING PRESENT.

Have a think about it.

How many times have you been thinking about an ‘angle’ while doing a clients needs analysis?

How often are you thinking about your next appointment while your client is telling you about his challenges?

When your client asks a question, do you internally groan at the thought of answering it?

We’ve all done it.

But it doesn’t serve us.  And it doesn’t serve our clients.

To have a client wholly engage with us, we need to wholly engage with them first.

But how?

It goes beyond having great listening skills.  It is about letting your mind follow the path the client is laying.  Then take a moment.  NOW is the time to answer or propose a solution.

Creating the answer/solution while your client is still talking – bad move.

What is the right move?

Letting go of the fear of the silence.

The silence between when your client finishes talking, and when you start answering/proposing is a really powerful time.

It is something to be respected, nor feared.

Anoop has some great tips about Being Present, in this week’s episode of YOSM TV.

So share with us.

What do you do to ensure you keep present during your sales process.

If you are using this is your next sales meeting, ask your team.  ”How present do they think they remain during the sales process.”

PS.  Want to meet and ‘hang’ with us, face to face?  Visit here on Thursday, 12.30pm AEST, for our Wins and Challenges Hangout.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

By Emma Monro.

When I ask about Raving Fans, what comes to mind?

Football stadiums full of screaming people…

13 year old girls lining up to get Justin Bieber tickets…

A packed Apple Store on the day of the Iphone 5 release…

Imagine having that for your business.

There are things you can do to create raving fans, but first you need to understand there are 2 types.

1.  Those that are already your customers.

2.  Those that aren’t your customers but will sing your praises to anyone who will listen.

How do you treat yours?

Anoop has some great tips for you in today’s episode of YOSM TV.

If you are using this in a sales meeting, ask your team, “what can we do to reward our raving fans?”  Feel free to share what you come up with in the comments below.

PS.  Want to meet and ‘hang’ with us, face to face?  Visit here on Thursday, 12.30pm AEST, for our Wins and Challenges Hangout.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

Have you heard of Pleasuretown?

No?

It’s that wonderful place where there is no pain, and no objections.

It is the place that your clients are wanting you to take them.  In fact, they are begging you to take them there.

But they may not know they want to go to Pleasuretown.

Actually, they may not know it exists.

Clients only seek a solution if they are so much pain that they know they need to move away from it – but they don’t know where, what, or how, to move toward something else.

This does not mean that we need to actively put them in that pain space.  We only need to understand their place of pain and where it has come from.  Only then can we create WITH them, a Pleasuretown solution that will alleviate their pain.

Make sense?

So, how do you do that?

By asking questions.

Check out Anoop’s explanation here, in this week’s episode of YOSM TV.

So, ask yourself.

How do you firstly understand your clients pain?  How do you move them to Pleasuretown?

I would love to hear some of the questions you ask around these two areas.  Feel free to share them in the comments section.

PS.  Want to meet and ‘hang’ with us, face to face?  Visit here on Thursday, 12.30pm AEST, for our Wins and Challenges Hangout.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

It’s too expensive.

Those words have been said by everyone on the planet.

But why?  Why do we say those words?

Even more important… Why do our clients say (or think) that?

The answer is simple.

They either don’t value it, or they can’t afford it.

Now we know that, how can you create a sales process that will do the following:

1.  Weed out those that can’t afford it, in the early stages of your sales process, and;

2.  Build so much value during your sales process, that your offer ‘clicks’ with them.

Anoop has more to share on the topic in this week’s episode of YOSM TV.

If you are using this YOSM TV episode for your team meeting, here is this week’s exercise.

Firstly, for the next 2 weeks, track the amount of times someone has the ‘it’s too expensive’ objection.  If it doesn’t come up, then you are on track.  If it does, you have some work to do.  Ask the hard question, “Is it that you don’t see the value, or you can’t afford it at the moment?”  (Be careful of your tone!)  The answer to this question will let you know whether you need to qualify better, earlier, or build more value.

PS.  Want specifics?  Register your interest here to get more out of your sales process.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

Guest post by Michael Simonyi, of Davidson Recruitment.

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Welcome to Findings from the front line, focusing on issues that I’m seeing in my business, which may be of relevance to you and yours.

My insights are gained by virtue of:

• fielding any number of calls per day from people considering career changes;
• meeting most days with sales leaders within both corporates and SMEs, to talk about issues facing their businesses;
• conducting up to a dozen in-depth, face-to-face interviews with salespeople each week; and
• attending industry-specific events such as MESCA Briefings, Bowen Basin Mining Club and Brisbane Mining Club functions every month.

By way of background, I’ve been recruiting since September 2003, with a specific focus on sales, sales leadership and business development roles across the resources, construction and engineering sectors for the vast majority of that time.

Enjoy, and please feel welcome to give me your feedback (I’m a recruiter, I can take you being direct!).

2013 – Quarter 1 is done and dusted:

There’s business out there, but it’s patchy.  Companies I’m talking to – often direct competitors – are reporting a real mixed bag in terms of market conditions. Some seem to be holding their own, while others are telling me tales of woe in terms of market conditions. There’s not universal doom and gloom, but there’s not rampant optimism out there, either.

Investment in systems is paying off.  It’s probably no coincidence that businesses which have spent time on their sales processes, and on coaching implementation of those processes into their sales teams, are reporting a payoff. More effective targeting of prospects, more productive meetings with those prospects, and more accurate, realistic pipelines are examples of the anecdotal feedback I’m hearing.

But not everyone’s doing it. The good news, for those who have put structure and rigour around their sales processes, is that plenty haven’t. And I’m not just talking about the SME sector, which is where one might expect less structure – there are corporates I’ve met with that are still not using effective CRM systems, and plenty of salespeople and BDMs working without KPIs other than the sales number they’re expected to deliver. Scary, but true.

Compelling EVPs matter.  If you’re looking to attract top talent and you don’t have a compelling EVP, you’re in strife. Don’t know what an EVP is? It’s your Employee Value Proposition, and it’s the reason people decide to join your business (or not). Good people need to be sold the opportunity if you’re going to have a shot at convincing them to leave what they’re doing now (and your pitch need not have anything to do with what you’re going to pay them, by the way).

“Turning up” works.  Some of the best few performers I’ve talked to in recent months have a very simple outlook – be persistent, be consistent, and try to deliver value in every conversation and meeting they have with a customer or prospect. Simple stuff, but it seems to work. Who’d have thought?

As always, please feel welcome to call anytime, should you be looking to source high-quality sales talent or wanting to discuss where your career is heading.

Regards…Michael – Davidson Recruitment.

Thanks to Michael Simonyi for sharing his insights from the front line.  What are your thoughts?  Feel free to share them in the comments below.  And if you aren’t sure where you are currently sitting, this is a great reminder to look at your numbers, examine your sales process and adjust your plan for the remainder of the year.

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PS.  We are now taking expressions of interest for our next YOSM Masterclass.   To register your interest for May, or to have a custom course delivered for your business, register your interest here.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

Is this the conversation that goes on, inside your head?

“Gulp.

There going to ask me that question that is going to make me look bad.

Shit, what am I going to say?

I know…..”

First of all STOP!

Get out of your head, and listen to the client.

Coming up with the answer, without fully understanding what the client is asking, is what is going to trip you up in the first place.

In this week’s episode of YOSM TV, Anoop is going to explain what NOT to do when handling an objection.

If you are using this YOSM TV episode for your team meeting, here is this week’s exercise.

With your team, on a white board, right down all of the objections that regularly come up during your sales process.  Ask your team how they normally start addressing the objection.  This will give you an insight into any training they are going to need to do… so they you can address their concern!

PS.  The April YOSM Masterclass has sold out.  To register your interest for May, or to have a custom course delivered for your business, register your interest here.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

Sometimes, you’ve just got to tell those leads, to move on out of your sales funnel.

Yes, it’s nice to have a lot of leads, but wouldn’t your time be more productive if you focused on those who are an ideal fit?

There are some key things to do , and questions to ask, throughout your sales process which will funnel it down.  The goal is to be closing prospects that are the right fit for you… not just anyone.

*It starts with targeting the right prospects.

*The next step is to have a few key qualifying questions.

*Having a rock solid needs analysis will serve both your prospect and yourself in assessing whether there is a mutual fit.

If there is no fit, then move the prospect onto someone who does serve their needs.  And move yourself onto prospects that do have a need for your services.

Do not present to them just for the sake of it.  STOP THERE.  Walk away.

You’ve determined that your offering is not the right fit for them.  Why would you keep moving (forcing?!?) them through the sales funnel anyway?

Ego.

Admit it.  It is not productive for either of you to keep going.  Move them on out of your sales funnel, put them in someone else’s.

Anoop has more great insights here for you.  (No bloopers this week, just a killer intro!)

If you are using this YOSM TV episode for your team meeting, here is this week’s exercise.

Ask your team to bring in all of their leads in their sales funnel.  Look at each one individually.  Create a plan with your team to move each individual lead… forward or out of the sales funnel.  This will give your team a productive focus for the week. 

PS.  The April YOSM Masterclass has sold out.  To register your interest for May, or to have a custom course delivered for your business, register your interest here.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

We all know about the who, what, where, why, when and how questions, but how many of us consciously build our sales process around them?

There is a place for these questions in many stages of the sales process, today though, we are going to focus on using them to qualify our prospects.

As an example, this is how we at YOSM would qualify you.  (Not necessarily in this order!)

1.  Who does the sales training in your business?  Who manages the success rate of your sales process?

2.  Why do you think you are having that success/failure?

3.   What is happening with sales for you at the moment?  What would make the management of your sales team easier?

4.  When would meeting be convenient for you?

5.  Where is your team located?

6.  How many in your team?  How do you currently support your sales team’s needs?  How important would a cost effective training solution be to you, if it didn’t matter where your team members were located?

Why do you want to qualify your prospects so thoroughly?  Because you don’t want to sell shoes to people who wear thongs!  (Click to learn more.)

Anoop has 2 bonus questions for you, and some fantastic bloopers, in today’s episode of YOSM TV.

If you are using this episode of YOSM TV in your sales meeting, consider running this exercise with your team.

Write down Who, What, Where, Why , When and How on your meeting room whiteboard.  Brainstorm with your team some qualifying questions starting with these words.  Pick out the best 10 and practice them.  Remember:  these are Qualifying Questions.  You want to find out if your prospects qualify to be your target clients.  There is no point having HEAPS in your sales funnel if 80% of them aren’t suitable for your business.

PS.  As this episode went to air, the YOSM Masterclass sold out.  To register your interest for May, or to have a custom course delivered for your business, register your interest here.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

Don’t be mistaken.  Anoop is not praying.  He is about to launch into a bit of a rant.

Why?

Because sometimes we can be a bunch of whingers.

I know what we do is challenging.  We have to constantly bounce back from rejection.  We have to constantly put other people first.

And it can be exhausting.

But sometimes we form habits that make our job SOOOOO much harder.  Like coffee.  Coffee is the drug of salespeople.

It is not necessarily a good drug for us.  Sometimes we use it as an excuse to avoid what really needs to get done.

Like doing 10 calls before 10.  Have know idea what 10 before 10 is?  Then watch today’s episode of YOSM TV.

Even better… if you know what 10 before 10 is, and you still haven’t implemented this habit, then today’s episode is a must see.

Check it out here.

Using this in your team meeting?  Here is something for you to try.

Implement 10 before 10 for your whole team.  Measure the results over a month.  Come back here and let us know how much of a positive difference it made for you.  Even better, share how much MORE money your team made by doing 10 proactive calls before 10am.

Want more?  Work with us.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!

Google

By Emma Monro.

Having a full sales funnel is the best!  You’re busy, you feel like you are being productive, you’re hitting lots of your benchmarks in phone calls and appointments etc…

But you still aren’t hitting your targeted sales number!

Aargh!  What is going wrong?

There are 2 things to ALWAYS keep in mind when it comes to lead generation.

1.  Who is your target?

Here is a reminder for you.  ”Don’t sell shoes to people who wear thongs.”  Simple.  When you are prospecting, ask yourself, does this client wear shoes or thongs?  Have no idea what I am talking about?  Check out the video below.

2.  How is your stature and what is your headspace, around picking up the phone?

Your stature plays a HUGE importance in determining your headspace, and how clients receive you on the phone.  Stand up, pull your shoulders back, clear your throat.

These are both simple things that we all tend to forget about after a while.

Consider this your reminder!

If you are using this in your team meetings, consider this.

What you have just read is the very beginning of a sales process.  It will pay you well to get it right and do it well.  Make sure your team understands the importance of this, and the rest of your sales process will flow much more smoothly.

Want more?  There are 2 spots left in our next course starting 18th March 2013.  You can find out more here.

Have an outstanding Sales Week,

Emma Monro
Creator of YOSM

Want more?  Subscribe to our email list and get things that is only shared with our subscribers… they are keeping their sales skills so sharp that I pity the fool who says no to them!