To Increase Revenue Stop Selling

I came across this article on SG Partners today which in turn was re-published from an article by Mike Myatt on Forbes Today and thought is was perfect to share...

http://www.forbes.com/sites/mikemyatt/2012/05/01/to-increase-revenue-stop-selling/,

To Increase Revenue Stop Selling

Creating or expanding business relationships is not about selling – it’s about establishing trust, rapport, and value creation without selling. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale. I want to communicate with someone who desires to fulfill my needs or solve my problems. Any organization that still has “sales” titles on their org charts and business cards is living in another time and place, while attempting to do business in a world that’s already passed them by.

Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you like to be sold? News flash – nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions while subtle, are very meaningful and powerful.

The traditional practice of sales as a business discipline has become at best ineffective, and in many cases flat out obsolete. You see, good business practices are not static. Stale methodologies and disciplines simply die a slow and very painful death, and it is my contention the overwhelming majority of sales processes I see in today’s marketplace are just that – stale.

The problem with many sales organizations is they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs. They are not nearly as effective as they once were, and as I’ve alluded to, in most cases they are obsolete.

Trust me when I tell you that your existing and potential clients have heard it all before. They can see the worn-out, old school closes coming a mile away. They can sniff antiquated selling strategies, and will immediately tune out on presentations not deemed relevant. If your sales force is still FAB-selling, spin-selling, soft-selling or using any number of outdated, one size fits all selling methodologies, your sales are suffering whether you realize it or not. If you want to create revenue, increase customer satisfaction, and drive brand equity, stop selling and start adding value.

Lest you think I’ve lost my mind, I want to be clear that I’m not advocating taking your eye off the revenue creation ball. Rather what I’m recommending will help you generate more revenue, with greater velocity by simply doing the right thing in putting your customer’s needs first.

I hear a lot of noise about the tough economy, and revenue being down for many companies. I hear complaint upon complaint that companies just don’t have money to spend, and that nobody is buying. If you’re experiencing this type of reaction from your customer, it’s not because they don’t have money to spend, it’s because you’re selling and not adding value. It’s because you’re talking and not listening. It’s because you don’t get it…

It’s not about you, your company, your products or your services. It’s about meeting customer needs and adding value. When you start paying more attention to your customer needs than your revenue needs, you’ll find you no longer have a revenue problem to complain about.

So, my first suggestion is you change nomenclature. Clients are people not fish. Don’t “lure” or “hook” them – engage them, listen to them and serve them. Eliminate the words “suspects” and “prospects” from your vocabulary and replace them with potential clients. Think about it – do you establish trust by profiling and targeting prospects, or by attempting to understand the needs of a potential client? This is much more than a semantical argument – it’s a philosophical shift in thinking, and a practical shift in acting. Stop selling and start serving.

The truth is most corporations have a hierarchy of sales that comes with a very established and entrenched pecking order. The enterprise sales folks and key accounts reps sit atop the food chain, followed by inside sales reps, and at the bottom of the ladder you’ll find the customer service reps. The hunters are revered and the farmers are tolerated. Regardless of the titles being used, this entire concept of sales is so antiquated it’s laughable. Frankly, most people I know would rather talk to a knowledgeable customer service person over a sales rep any day of the week. The reason for this should be obvious – the perception is a customer service professional is providing information and helping them meet their needs. A sales person is trying to sell them something.

It’s time for companies to realize that consumers have become very savvy and very demanding. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold.

If customer centricity is a buzzword as opposed to the foundation of your corporate culture then you have some work to do. The reality is until I know that you care more about meeting my needs than yours, you’ll remain on the outside looking in. By the way, in order to understand my needs you have to actually know something about me…

Since the large majority of all buying decisions either begin or conclude on the Internet, you better be visible online. In addition to the basics of search engine optimization and traditional search engine marketing, I would strongly suggest getting involved in social networking. Just by having a presence on Twitter, Facebook, Google+, LinkedIn, YouTube and other social networking platforms, you not only open-up a new communications channel to your existing clients, but you also make yourself readily available to those looking to find what you have to offer.

Teach your sales force to become true professionals focused on helping their customers for all the right reasons vs. closing the big deal for personal benefit. To do otherwise will lead to missing substantial opportunities without even being aware of it.

The most important factor in creating revenue and building brand equity is the client/customer/end-user. If you don’t engineer everything around the client, your client relationships will vanish before your very eyes. Don’t be just another vendor, become a trusted advisor and advocate.

Want to know how to do this - check out SG Partners Super Sales Clinic workshop in June

Ten important factors to Sales

Thanks to the original post (http://www.gradconnection.com.au/forums/thread/marketing-and-sales/top-10-sales-techniques/?page=last) of these 10 important parts of sales

Sales techniques are used in majority of sectors such as marketing right to Finance and IT, selling everything from software, a service or a product. After you are training to bring you up to speed about what you''re selling, you need start bringing in the business. These top ten tips sales techniques gives an overview of the type of skills you need to use to gain new business and build and maintain client relationships.

1) Prepare
Before you make your first initial contact with the potential client, make sure you research their business thoroughly, understand their industry and take a look at what their competitors are doing. Also, do a little web research on the person you''re going to be talking to.

2) People skills
Some people find meeting new people easy as it comes naturally to them, but others find it difficult. Remember you''re face and personality of your company. There are many courses that can help develop your people skills and cover many aspects such as questioning and listening skills, giving and receiving criticism and praise and using assertive behaviour.

3) First impressions really count
If you are having your first meeting, first impressions are really important. Majority of people make their first impression in 15 seconds of meeting you. To feel confident, you need to look confident. Make sure you look you clean, tidy and are dressed appropriately. Do not wear jeans to your first meeting; even if they are a casual company, the first meeting is always about looking and appearing smart.

4) Starting a client relationship
Once you''ve made the first contact, you need to build on the relationship. It is important to listen and understand their business needs. Once you''ve built that relationship, shown you understand, and earned their trust, you are on the right track to making them a regular customer.

5) Relationship Building
To build on the relationship it is important to maintain regular contact with the client. If you don''t then they will either go to your competitor or lose trust in you. Make sure they know that they can contact you on your email, work number and mobile.

6) Listening to your client
Your client might mention a problem that they are currently experiencing at work. If you can solve this problem, don''t be afraid to give them your professional advice, even if they don''t ask for your help. You have to be confident in finding solutions to their work.

7) Sell the benefits
Sell the benefits of your product or service. Remember that your product or service is benefiting their business needs. You are helping them gain a flexible work schedule to make their work life a little easier on them.

8) Don''t rush the sale
Never let your customer feel like they are being rushed into a sale. This is important especially if you''re still building the relationship. If you can make them feel that they are in control of the relationship, you won''t risk losing the client to a competitor.

9) Remember a promise is a promise
If you promise to do something, perhaps a favor relating back to your services/product, make sure you follow through. If there is a deadline, make sure it reaches your client at least a day before. If you''re forced to extend the deadline, contact the client straight away and let them know.

10) You''re the expert
Never forget that you''re the expert in your field, make sure the client knows that they can turn to you for advice. You understand the industry and have the knowledge to provide expert advice and share good practice.

For more information on how to combine Lean Six Sigma with Sales please contact me at roland.weber@chaseperformance.com or visit our website: www.chaseperformance.com

Super Sales Clinic - Brisbane Australia

Here is information on a sales clinic by SG Partners and Michael Lang for March 2012

I can't seem to get traction, they only buy on price, they won't return my calls - sound familiar? 

Well if nothing changes, nothing changes. 

So what are you going to do differently next year to get traction, to have people buy on value, to have people see you as the trusted advisor.

SG Partners Super Sales Clinic March 13 &14 2012

Do you or are there people within your organisation that need to grow sales, meet budgets, provide customer service? 

What would happen if you and others could engage even better to create better outcomes, such as:-

• Create even more revenue opportunities created
• Negotiate Higher margins
• Create better win/win outcomes
• Manage customer expectations even better
• Creating long term, consistent business streams

Whether you and others are in direct sales, sales engineering roles, internal or customer service roles,"Super Sales Clinic" will improve, enhance and create an even better outcome for you and the company.

Do you want yourself and others to know:-

• How to Get Your Customers to Spend More Money
• 8 Ways to Sell Against a Lower Price
• 5 Things to Say to Win Over a Customer
• 6 Essential Rules for Closing Deals
• The 8 Most Crucial Sales Skills
• Quick Fixes to Make Your Clients Happier

When: March 13 and 14th
Where: Brisbane
Investment: 1 person $2,134    2 persons $3,520 (that's only 1760 each)   3 persons  $4,319 (massive saving to only $1,440 each) click here for registration flyer.

Wait there is more, from some last workshops this is the feedback we received.
A bit of an update with my sales success from the Sales Clinic: 
A $120k sale with a margin increase of 14% compared to a normal sale of this product  - tools utilised - being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 
Additional sales of $100k throughout the month with increased margins and now repeat business - being more people to more people and building rapport and gaining complete trust quicker. 
Not a bad return on investment!!!!!!
I am very excited about becoming an "even better" sales professional as I develop the skills further.Simon 
Here are some testimonials from previous workshops
"I recommend SG Partners because I thought I knew what I was doing but I was wrong and SG Partners helped me work that out.' Sales Person.
"The workshop gave me some great practical techniques and I was really impressed with the trainer's understanding of the client buying thought process". Peter
"The content and interaction was outstanding - the presentation was not only practical but delivered in practical language! I now have the tools and understanding to be better at customer service". Graeme 

We are about to release the Workshop, we already have people interested, places will be limited to 20. If you are interested in being even better at what you and your team does then contact me for first dibs at registering.

We look forward to seeing you and your people there.
PS> If attending this workshop increases customer loyalty and improves revenue and profit, SG Partners will be held liable.
PPS> Attendance at this workshop will improve how your people interact with people, it will improve your sales process, it will improve how your clients think of your people.

Sales Call Reluctance

Below is a great article from Connie Kadansky and a link back to her site for more information.

Overcoming Sales Call Reluctance Must Be Done to Build Business

by Connie Kadansky

Nothing is more foundational to sales success than prospecting. Yet most people hate to prospect! It does not have to be that way. The majority of entrepreneurs and salespeople suffer from call reluctance®, the hesitation to initiate contact with potential buyers in sufficient numbers. Call reluctance is not fear of rejection or fear of failure. It is due to an emotional interference which renders our knowledge, skill, ability and talent useless. It is not just cold calling and telephone prospecting. It is much more.

Research shows that in our culture, the highest rewards do not go to the hardest working, the most intelligent or the best prepared. The highest rewards go to the people who are most willing to self-promote. For a very few, self-promotion comes naturally. When the fear to self-promote limits prospecting behavior in entrepreneurs/salespeople, it becomes Sales Call Reluctance®.

The most financially successful salespeople/entrepreneurs are those who sell the most. That’s pretty obvious, right? But why do they sell more? Because they make enough contacts day in and day out so that they always have people to see, to talk to and to sell to.

Tips for Overcoming Sales Call Reluctance:

1. Be honest with yourself. Many people are more willing to admit they are alcoholic, than that they are sales call reluctant. Are you getting in front of qualified prospects consistently and comfortably? If not, why not? Many people want to hide and deny their call reluctance. Admitting they are call reluctant is the first step to overcoming the debilitating disease of prospecting.
2. Observe your behavior on the sales call. Call reluctance shows up there, too. What happens when it is time to ask for the business? Do you shy away? Do you hope that if you are nice enough, they will ask to buy?
3. (If you are making all the money you want and meeting your objectives, do not do this exercise!) Write down your self-defeating behaviors. Do you commit to making 50 calls a day and stop at 20? Do you get caught up in busy work so you can avoid prospecting? Do you lose business cards? Do you write a prospect’s name on a sticky note and then misplace it? Do you have selective forgetting when it comes to asking for referrals? Do you target avoid certain people? CEO’s? Lawyers? Doctors?
4. Be able to clearly, concisely and confidently articulate your potential value to your prospect. If you can do this, you are not wasting your prospect’s time.
5. Take an inventory of what you have to offer. Once you are convinced of your value, the process of prospecting becomes much easier because you are “sold” on you.
6. Use a sales preference assessment. A validated instrument can quantify specific challenges and suggest appropriate steps to address sales call reluctance issues.
7. A powerful technique to overcome call reluctance is to capture what the self-critical inner voice is saying to you ON PAPER in YOUR HANDWRITING. Recognize this voice? It is an internal saboteur that must be defused. This hyperactive voice says things like, “I don’t want to intrude” or “I haven’t done enough research about their company.” “They are probably still at lunch.” Once captured on paper, write realistic responses to the critic’s claims. Engage the internal voice in written dialogue. For instance, “I may not be totally knowledgeable about their company, but I have the basics down.” Recognize the goal obstructing statements and counter those with goal supporting statements. Once an individual is willing to do these exercises, they are on the fast track to becoming incredibly comfortable prospecting.

Remember:

Opportunities are never lost. The ones you miss go to someone else.

Connie Kadansky is a certified coach, professional speaker, and trainer specializing in Overcoming Sales Call Reluctance®. She offers effective tools and training to diagnose Sales Call Reluctance and assists salespeople and financial advisors in highly profitable prospecting. Connie facilitates the Fear-Free Prospecting and Self Promotion Workshops® in the United States and Canada. For additional information, contact Connie at (602) 997-1101 or email her at
connie@exceptionalsales.com

Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press.

Please visit exceptionalsales.com for more information

Welcome to Sales Information Collection

After many years of working in sales and using resources like books and sources from the web I decided to compile some of the best available information and sources in one spot.

I hope you find this helpful and value any comments.

Best regards
Roland Weber, Melbourne, Australia