The Sales Leader Blog

Test your knowledge  with this Sales Quiz. Just answer the topical sales question below and have Colleen give you her answer!

Which is a warning sign that a deal in your pipeline won’t close this month as you’re planning?

1. It is less than 70% probability to close

2. The stage is “in negotiation”

3. You have not had voice contact in the last 3 days
4. Budget is committed but no verbal approval yet

Pick your answer and see how you do!

Greetings!

OK – first of all, don’t rush to judgement. The photo was taken after Chris and I returned from last weekend’s motorcycle trip to our local microbrewery, Beau’s Brewery. As you can see, we waited until our return to break out their product. By the way, we learned that those big beer “jugs” are called “growlers”. Don’t ask me why….email me if you know…

Beau’s is a great example of knowing your target market. They set them selves apart as an upscale micro-brew by producing small batches of craft beer. And to add to the artisinal brand, they are certified organic and have very environmentally friendly practices. And the beer is delicious.

As you’ve heard me say many times, aligning your sales and marketing with your target customer is critical for success. But sometimes, we forget that success in sales also means putting your head down and grinding through the details. Ruthlessly pursuing every opportunity, asking the tough questions and doggedly filling in all the details.

I hope everyone is having a great summer and enjoying a bit of down time with friends and family…

P. S. I know that many of you are heading to the campground, cottage or beach this summer. To help you return recharged and armed with new ideas no matter where you are, I’ve made it easy for you to review the strategies from our recent Sales Accelator Webinar Series. Make sure to check it out!

• Watch the full webinar series on-line
• Download the series audio for your computer
• Subscribe to the podcast for your Apple device

If you are struggling with your sales, if leads are not where you want them to be, or if you are not hitting your goals then you must CHANGE your sales strategies. If you continue doing what you have always done, expecting a different result, you will (As Einstein would say) are insane!

Change doesn’t have to be hard. It can be fun, and it certainly can be profitable! Here are two of my is my favorite question when I need to remind myself to change.

“When was the last time you did something for the first time?”

“If you don’t like change, you’ll like irrelevance even less” Ret. General Sheniski

A person’s ability to change is tantamount to his or her ability to grow and expand in life’s overabundant awareness. Rigidity, or lack of the ability to change, is only a spiral downward to death and dying. Which end of the spiral do you prefer to be on? Yes, it is true. When you’re green you grow. When you’re ripe you rot. Not a very pleasant thought, is it?

If you are struggling with change begin simply. If someone suggests a new restaurant for lunch, do not respond with “I don’t eat that type of food,” say instead, “I will give it a try.” When shopping for clothes, don’t always visit the same store and department that you have purchased from for decades, but rather explore something that might make you feel youthful, more colorful, or even more alluring. If invited to visit a place such as a museum, art show, book store, carnival, opera, musical, or whatever that normally does not excite you, decide that it’s your time to do something new.”

Don’t be afraid of changing your work if your results are not what you expected. Just pick one small thing – the opening line, adding or removing a question your voice tone – try something new and measure the result. If it’s worse off…you can always go back. It’s better you might just hit your goal

Dedicated to making this your best year yet!

PS. I would love to hear your stories of change. What have you changed this year and how has it resulted in Success. The stories can be personal or professionals long as you are willing to share. Hearing about how others change can be very rewarding and motivating for others. I would love to engage the Engage community to support it’s members

Unless you have 100% market share, some of your target customers aren’t buying from you yet.  Clearly, something is preventing them from doing business with you and, if you could figure out what that might be and make it go away, they’d be yours.

I recently made up a “possible preventor checklist” for a client to help determine why people were not doing business with them. This list could be helpful to you in thinking through why some of your target customers are not yet buying from you.

Check out the list below, determine which “preventors” might apply to your business…and then get creative about how you’re going to overcome “preventors”. Here’s the list.

1) Perhaps some of your target customers don’t even know that the product or service you sell exists.

2) Or, they know it exists but they think they don’t need or want it.  Perhaps they simply aren’t aware of the value or benefits of what you sell.

3) They don’t know that you exist…or they’ve forgotten about you.

4) The name of your business is vague, confusing or misleading so that your target customers aren’t even sure what you do. Or perhaps your value proposition is not focused on the client. Does your value proposition clearly state how others benefit from doing business with you?

5) For some reason, they don’t like you or trust you. Some fear, doubt, uncertainty or negative assumption about you is preventing your target customers from choosing you. What’s the reason & how can you deal with it?  Have they had a bad experience with you, or someone like you?  Does your business look unwelcoming or intimidating in some way?  Do they believe that it’s inconvenient or difficult to do business with you?

6)  Some fears, doubts, uncertainties or negative assumptions about themselves might be preventing them from buying your product or service. Perhaps they believe that they’re not smart enough or skilled enough to wisely choose or successfully use what you sell.  Or, perhaps they believe that they can’t afford to do business with you.

So, what might be preventing some of your target customers from doing business with you?  Set aside one hour to review this checklist with some of your team or team mates. Think and feel like a target customer, get inside their minds and hearts and see what you come up with. Then, get creative in dealing with the “preventors” in a way that makes you the logical and preferred choice. Create a compelling value story and communicate that in everything you do.

And, if you’re wondering if it’s worth the trouble, remember that increasing your sales by just 5% could grow your bottom line by as much as 25% to 40%.

Dedicated to Increasing your Sales,

Colleen

“I need some more time,” “let me think about it” and “call me back next (month, quarter or year)” are three of the most frustrating phrases you’ll ever hear in sales. The worst part is, these aren’t even valid objections you can deal with. They’re stalls. And stalling is twice as frustrating because it almost always masks a real objection. When you get a stall, you have to figure out how to dance around it, find the real objection, handle it – and then get the deal back on track.

So what can you do to stop your prospects from stalling – and put an end to the summer time sales blues? The best solution if you suspect a stall may be coming is to do something about it BEFORE it happens. Preventing stalls and objections is the single most powerful – and least used – sales technique I know. If you have a client who regularly seems to get cold feet around this time, try some of the following patented stall prevention cures:

1. Bring up the stall first and have an answer ready. Say: “Mr. Customer, you may be thinking that it’s best to wait until after the year-end to buy. I’m concerned that if you do that, we won’t be able to guarantee you these prices.”

2. Keep your pipeline full. If you have a pipeline with at least 3-4 times as many prospects as you need in order to meet your goals, you (and your manager!) will feel far less pressure. When you feel less pressure, you’ll close more deals. Ironic? Yes. True? You bet.

3. Start calling customers early on in the period to create a greater sense of urgency.

4. Set price increases in June to take effect September 1st. This 3-month window of opportunity will encourage your customers to buy now.

5. Create a unique holiday special. Hold a sale at the beginning of August  or for Canada Day / Independence  to boost sales in Q3.

6. Have a “closing blitz day” at the office or, better yet, arrange a longer contest to see who can close the most deals.

7. Hold a series of seminars on issues that are important to your prospects and customers. Start it first thing in the morning at a desirable location, schedule the best session just before the end of the period – and make sure to serve great food!

8. Build relationships all year long by staying in touch with your customers on at least a monthly basis. Send them a “thank you” or “thinking of you” card, take them out for coffee, or just give them a call. Try to stay away from email, as it’s not the most effective relationship-building tool.

I’ve mentioned this before, so if you have not tried it already check out www.sendyourcardnow.com. You can set up a free gift account by logging in with username: engage and password: selling to send up to 2 cards no charge. Your client gets a real card in the mail….and you get a hassle free way to stay in touch!

Your homework this week is to find a way to reconnect with a 5 clients that you have not talked to in a while. Chat about their business, not yours, and reconnect in a professional yet friendly way.

Dedicated to increasing your sales,

Colleen Francis