close sales you need your clients to take action. As the saying goes, “you can
lead a horse to water, but you can’t make it drink,” so while you cannot make a
client do anything, you can motivate them to take the leap from potential
client to paying client.
urge your leads to take the action you want them to take, your sales team must:
Continue reading “How to Motivate Your Client to Take Action”
As a business owner, you want to do more than just sustain your
business. You want to grow it. To expand your business and increase your
profitability, you need to do more than just maintain your revenue stream. You
need to increase your revenue stream and decrease the cost of sales so that
more revenue translates to more profits. Sales
Focus Inc. (SFI) helps you do that.
Continue reading “Win Without Pitching”
In order to
continually improve sales performance, your company may need more than just
more sales agents and sales leaders with sparkling resumes. You may need to add
technical data-driven capabilities, and that requires Sales Operations.
Continue reading “Is It Time for Your Organization to Add Sales Operations?”
where good intentions get you. You don’t want your sales process to be one of
those good intentions that stays captured in your employee handbook or sales
manual. But how do you create a sales process that is actually put to use?
With more than
three decades of experience in sales and a trademarked process, the
professionals at Sales Focus Inc. have a few recommendations:
#1: Map Out Your Existing Sales Process
You do not want to
risk wasting your time recreating the wheel, but you’ll never know if that’s
what your sales process discussions will lead to if you do not first have a
clear idea of what your current sales process is.
Map out what your
sales process looks like and include some visual cues to show: Click to read more →
question that your business needs a sales team to be competitive. But, there is
room to question whether or not that sales team needs to be yours—i.e., company
onboarding and retaining top sales talent is a costly undertaking. You could
get the same results—improved sales performance—at a fraction of the cost by
outsourcing your sales team to Sales Focus Inc. (SFI).
SFI implements our
proven process-driven approach to identify, develop and execute customized
sales outsourcing solutions—solutions that bestow these exclusive benefits:
#1: Hassle-Free, Customized
When you choose sales outsourcing from SFI, you Click to read more →
The real value of
what you offer is likely not in the products or services you provide or even
the price. The real value is what you offer your customers and clients that
your competitors don’t. Finding that value is essential to increasing your
sales and growing your business.
Most of What You Offer Isn’t Your Value
It’s basic sales
knowledge that you need to demonstrate your value to your prospective clients
to make sales. It’s why you hear things like “features over benefits”. You need
to show your prospective buyers that what you sell will meet their needs, ease
their pain and provide the best value.
most sales professionals go about demonstrating their value all wrong. They
focus their attention on the areas where what they offer—the actual product or
service or price—overlaps what their competitors’ offer. This is what we call
the “parity area.” And this area of overlap—where you and your competitors are
virtually indistinguishable—accounts for about 70% of your talking points.
To find your
value, you need to find that 30%—the area where you stand alone, apart from
Your True Value
Finding your true
value requires some creativity and out-of-the-box thinking. However, your value
must be more than the product of imagination.
True value to your
customers must be:
Novelty gives rise to value. So, part of your Click to read more →
“I can manage my sales team with my eyes closed and my hands tied behind my back,” said no sales manager ever. No matter how many years of experience you have, there’s always something you can do better. Those “somethings” are often leadership concepts, approaches and strategies you already know but just haven’t applied. If your sales team needs a boost in performance, these five tips might help you lead them to the next level.
Tip #1: Prioritize and Generate Enthusiasm about Training
If you’ve scanned our five tips, you’ve likely thought to yourself, “I already know this.” We’re not claiming to tell you something you don’t already know, but we are reminding you why these tips work so that you actually implement them. That’s the Click to read more →
Sales are the lifeblood of your business, but you need more than a sales team to ensure sustainability. To make the sales you need to thrive in your industry, you need to make sales cost-effectively, and the requires a strategy.
What Is a Selling Strategy?
By definition, a strategy is “a plan of action or policy designed to achieve a major or overall aim.” So, a selling strategy is an intentional, well-thought-out approach to how you are going to get more clients, sell more products and encourage repeat buying and up-sales so that your company can get an edge on the competition and grow.
Obviously, selling strategies must be tailored to each business and each business’ unique goals. They may include: Click to read more →
A famous Major League slugger was almost washed out in his first year because he tried to be someone else. The rookie started out hitting beautifully and soon led the league. Sports writers were singing his praises. Suddenly he went into a slump. His batting average dropped from .460 to .140. Days went by without him being able to get a scratch single. Finally, the manager benched him. Three days later the manager met with his coaches. He had to cut his roster and wanted their opinion. The manager had decided that the once sensational rookie should be sent down to the minors for further seasoning. One coach, a grizzled veteran, disagreed. “Let me have a few days with him,” the coach suggested. “Okay,” the manager assented. “Three days only.”
The coach, who had been a great hitter in his time, took the rookie aside. He told him to take a few swings of the bat. “Say,” the coach observed, “you cut at that ball just like Hank Aaron used to.” The youngster blushed. He admitted that Hank Aaron had been his boyhood hero. All through sandlot and high school baseball the rookie had tried to pattern his swing after that of Arron. It had worked wonderfully and actually carried him here to the Majors. And, here in the Big League, it worked, too—for a while. But now, once the pitchers figured out his weakness, he went into this slump.
“The trouble is,” the coach told him, “is that it really is still Hank Aaron’s stance and swing. You can never quite duplicate it and even if you could its doubtful if it would be exactly right for you.” Click to read more →
The sales profession is a “people” profession: if you don’t like people, come not near!
In our contact with so many people we’re bound to come across some customers who are a challenge to get along with. Some salespeople would avoid transactions with challenging customers altogether, but they lose out on valuable business. There’s no reason for you to forfeit a potential sale; instead, use some understanding and thoughtful action to create an effective working relationship and close the sale.
The following are some tips for things to avoid – “don’ts” – when dealing with not-so-cooperative customers: