A Sales Trainer’s Techniques to Building Rapport with Your Potential Customers
January 19th, 2012Any business organization that wants to survive the first year in a certain market must consider intensive and committed training for the sales team.
There are many methods sales trainers would recommend to help boost your company sales. But, as Chet Holmes, leading business expert and founder of Business Breakthroughs International, points out in his book, “The Ultimate Sales Machine,” without establishing a trust rapport with your clients, you will not be able to sell much.
Here are a few ideas about how you can do that.
- Make your prospects feel that they are working with an expert. As a matter of fact, the sales process is a rapport breaker, because no customer in the world will want to have you deliver your sales pitch to them. But educating your customer will help you establish a trust rapport with him. Make sure your sales people know everything that there is to know about your industry, about your products, their benefits and technical details. The more they are regarded as experts by the prospective customers they will meet, the better the chances to complete a sale are.
- Ask good, to the point and professional questions. All the reliable sales trainers working with your team will have to deliver at least a line of questioning that your team can use. These can be questions that seem like business questions, but they are in fact personal. By finding out more about your leads you can make sure you connect to the person in a way that goes beyond just making the sale.
- Make sure your sales people are empathetic. Many tend to deliver a sales pitch where they only express things about the company, the products, in other words they will only speak about who your company is. But, the real bonding with a client will come from your sales people ability to prove a genuine interest in the person they are selling to.
- Mirror the client’s attitude and body language. This is another method sales trainers can teach your people and it actually is extremely efficient. It is actually based on a simple psychological exercise. If you match your body language and tonality to what your prospects are doing and sounding like, they’ll make the subconscious connection that you are like them.
There are many more techniques your sales team can learn from our reputable Business Breakthroughs International experts. You can have a free assessment of your business needs or you can find out more about our business growth services by following this link: http://www.businessbreakthroughs.com/breakthrough-consulting.php
Tags: Sales Trainers
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4 Great Reasons Your Sales Planning Process Should Include A Constant Social Media Presence
January 19th, 2012Recent research indicates that about 60% of the clients work with social media tools when making an important acquisition. What does this mean translated in a language more familiar with your current sales planning process? It means that your organization has to do everything possible to develop a constant and aggressive online presence, especially one focused on social media.
Sadly enough, many business owners tend to overlook aspects like website optimization, blogging or social media content, although they are less costly than the average add campaign in media. But if you want to stay ahead of your competition and boost your sales, you really should consider adding online content to your sales planning process.
The following are only few of the main reasons you want to start using social media tools today.
- 1. You can have a cost-efficient sales boosting strategy
While investing in your company’s website optimization, blog creation and content as well as Facebook and Twitter content is not cheap, you will definitely pay a lot less than on other media. Especially in times of economic downturn, this can be a diminutive cost that will provide more substantial competitive advantages and increased ROI and profit margins.
- 2. You can sell more, to a new group of prospects
There is no question about the fact that social media engaged organizations are more financially successful. But mind you, presence is not enough; your company should go beyond a simple Facebook page or Twitter account. Reactivity is one of the things that are more required with social media, so you need to be able to respond to users’ comments, likes, dislikes, suggestions in a timely manner. However, putting together your sales planning process by including a Facebook presence can help bring in a new group of prospective clients. You will be speaking to a new group of people than your average customers.
- You can become part of a professional community
Using social media, companies can develop professional communities online to share expertise, solve issues and build a network of industry contacts. This is also the most appropriate place for providing thought leadership, a means of shaping the way people think about key issues or guiding them to smart decisions. An additional advantage is that, just by monitoring online conversations you can observe changing trends and needs and pick out emerging opportunities. In this way, you’ll always be able to be ahead of your competition.
- 4. You can quickly become a reputable expert in the eyes of your clients
Just sharing a bit of important information every day can help create a line of followers for your products and services. Remember: today’s buyers are not only interested in getting the best products for the best possible price. They want more, they want to know why a certain product is better, and why using it they can make a difference. They want to be informed on important aspects of your industry. You have all that info readily available, so you can share it with them; they will appreciate this more than any discount or special offer.
For a free assessment of your sales planning process and an overview of our growth consulting services, you can use the highly regarded services of Business Breakthroughs International.
More details here: http://www.businessbreakthroughs.com/breakthrough-consulting.php
Tags: Sales Plainning Process
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3 Sales Trainers’ Recommended Steps To Take When Developing A Training Program For Your Sales Team
January 18th, 2012Are you looking for the best sales trainers in the business to start an intensive sales and development training process within your company? Before anything, you need to have a clear plan in mind. Establish your priorities, otherwise you may end up paying a lot of money on an incredibly expensive training program that will not yield the desired results.
Here are three essential actions to take, coming from the expertise of Doug Brown, leading Business Breakthroughs International executive and sales specialist.
1) Put together a strategy
Before taking any action to implement any sales training, you must determine exactly what you want that training to deliver. If the sales people in your company are developing customer interactions over the phone, you may need the sales trainers to teach phone techniques. Or maybe you need to bring in more leads or to build customer loyalty. There are different skills involved in these objectives and you really need to know your objectives before making a further step. Then, consider your desired results. Do you want to increase your sales by 50%? Or maybe you feel like you need to double your company sales? By having a clear goal in mind, you can save a lot of money invested on mindless training courses that your company may not need.
2) Establish a clear timetable
No business manager wants to have sales people losing a lot of time by doing anything other than selling. Make sure you allocate a certain amount of time, which is in accordance with the sales training objectives. And don’t hope it will all be over in a day or two: a recurring meeting with sales trainers can produce significantly better results.
3) Insist on attitude development techniques
Of course, the main objective in any sales training is to boost the sales process. But without the right attitude, your people will always fail. Make sure that some of the classes focus on attitude development. Habit creation is a matter of practice and repetition. Sustainable sales training must build both in depth knowledge and skills along with positive attitudes and habits.
Working with our reputable sales trainers can significantly improve your sales team chances of achieving your business objectives. You can find out more about our services and business growth techniques here: http://www.businessbreakthroughs.com/breakthrough-consulting.php
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Three Secrets to Putting Together A Great Social Media Campaign& Boost Your Sales Planning Process
January 18th, 2012So, your business has finally made the first step towards implementing social media strategies to boost your sales planning process. But, how do you make the most of this experience and how can you measure your return on investment? If you are able to see what percentage of people you converted from a prospective client to a buying customer, then you’ll know for sure your social media campaign is working.
Here are three secrets to developing a successful social media presence for your business.
- Make sure your social media presence is measured
Without measuring ROI, most of your social media efforts are lost. Aren’t you using analytics to measure and assess your sales planning process? It would be a big mistake to think you shouldn’t be measuring your social marketing ROI. How else could you know that you are really making progress?
- Make sure you have a good SEO project in place
There are many advantages to using social media: you get a lot of new leads, you reach a wider array of customers and you can get their feedback directly. But social media without SEO is thrown away marketing. If you don’t know the best keyword phrases to use, definitely consider hiring an expert.
- Make sure you feed your social media content regularly
Yes, this is a cheaper marketing method, one that will undoubtedly improve and boost your sales planning process. But make no mistake, success doesn’t come over night: this method requires a constant feeding of content and in a unique and original manner if you intend to conquer your local market. In order to be constantly new and exciting to your social media followers, you will need to create content, post it, update it, organize contests, prepare incentives and so on. You can either do this in-house or hire a special team for that, or you can choose the professional services of a leading growth company like Business Breakthroughs International.
For more information on our breakthrough services and growth consulting check this link: http://www.businessbreakthroughs.com/breakthrough-consulting.php
Tags: sales planning process
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Learn How to Grow Sales by Building a Professional Core Story for Your Organization
January 18th, 2012If you want to know how to grow sales and help your company evolve in these dark economic times, take some time to figure out what your business objectives are. Are they the same as they were when you started your business? Have they changed?
Here are a few updated objectives any business, large or small, should set:
1) To get clients to buy more, more often
2) To dramatically increase the market influence
3) To become an expert in the clients ‘eyes
4) To have better communications in place that can help bring in new prospects
5) To have an unbeatable anti-competition strategy
Now, ask yourself, how can you achieve these five crucial objectives? The answers are plenty, and most of them, are closely linked to an improvement of the sales process. But how can you learn to grow sales for your products or services if the way you do business doesn’t change? Business Breakthroughs International has a unique approach for you, by building a successful core story. This innovative concept has been specifically created and brought to perfection by world renowned growth expert and strategist Chet Holmes.
So what is a core story? It is basically the essence of your company; it is how you communicate with your market and your existing and prospective clients. It basically incorporates research and data analysis into an all-engulfing vision of who your organization is. Just think about this: how many times, when you sold your services, you simply stated why you feel you are better than your competition? How would it be to show them market info and trends that suddenly make your products/ services more important in their mind? It is just as simple as that: people don’t want to hear sales pitches anymore. What they want is information that is useful, reliable, ground-breaking and fast, they want to find out from you how the market has changed, how the new products can make their life better. If you are willing to provide data which, to you is readily available, they will gradually turn up for more information. With knowledge, the need to buy will also appear and instead of a one-hit client you will have a recurring one. This is what a well-done core story can do for you and your business.
The best thing is that you don’t even have to spend all that money on learning how to grow sales through sophisticated methods. A few minutes with one of our research analysts can help you find the data you need to create a compelling core story that will go onto resonate with your customers increasing your sales and your customer base. For a free assessment of your company and more details on our business growth services check: http://www.businessbreakthroughs.com/concierge-services.php
Tags: how to grow sales
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Follow Corporate Consulting Guidelines and Improve Your Business Sales with Visual Aids
January 18th, 2012How is your business sales machine working these days? Are you using the same techniques you were using years ago? Well, that would be a big mistake, since the clients, the market, and the economic backdrop have all changed. Ask any corporate consulting specialist and they will tell you: once in a few years, you, the business manager and your sales people need to learn how to attract more buyers, influence them more effectively, and close more sales once you are in front of those buyers.
But how are you delivering that sales pitch? A common mistake made by sales people is that when they come to a meeting they simply talk through their presentation and expect the customer to remember everything they are told. Try adding visual aids to your presentation and you will see that this simple enough measure will automatically double your sales. Here are a few statistics to help you understand why visuals are so important in a sales presentation.
- People usually remember 20% of what they hear and 30% of what they see.
- Eighty-five percent of the information taken into the brain enters through the eyes. The brain can take in information at 400 to 500 words per minute, but people speak at only 125 words per minute. The largest part of the brain is set aside just to deal with information taken in visually
- So, basically, if you add visual input, the info retention can get considerably higher, up to 80%.
A visually rich presentation keeps the eyes busy and the brain more active and alert to learn the information you are presenting.
So, before throwing in the towel make sure your products or services are sold using various forms of video stimuli from charts to graphs, lists, cartoons, pictures, role plays or small video materials.
A trustworthy and highly experienced corporate consulting provider like Business Breakthroughs International can teach you a lot of useful techniques that can help your company double or even triple sales in just a few months. You can have a free assessment of your organization and find out more about what our internationally renowned specialists can do for you. For more information, click here: http://www.businessbreakthroughs.com/breakthrough-consulting.php
Tags: Corporate Consulting
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Close More Sales By Addressing Your Leads’ Emotional Choices
January 18th, 2012Have you ever wondered what drives your customers to buy from you? Is it “a certain need” or is it because they know your products/ services are “what they want”? Before you try and find an answer think about this: how many of your clients actually come back for another purchase? If you want to learn how to grow sales, what you want to do is bring in more of the “want” clients, as opposed to the “need” ones. They are the ones that will come back and maybe even refer your products and services to other prospects as well.
- Selling for prospect’s need
When you are pursuing an “I need” sale, the prospect usually has a problem that he needs solved: a new vacuum cleaner because the old broke, a repairing product for their car, and so on. Normally, the sales process here goes fairly simple as long as you are able to help the prospect solve their problem. A good salesperson who wants to close more sales with such clients will know how to ask the right questions to determine which problems the prospect is facing, how to even engage the prospect’s emotions, which is a critical step in motivating an individual to make a buying decision. If the price of your product or service compares favorably with the quantified impact of the prospect’s problems, the deal is done.
- The “I want” sale
This is in fact where the art of selling lies and this is where you can be more successful, close more sales and make sure your prospects turn into recurring clients. Basically, what a good salesperson will do is appeal to the client’s emotions, make them realize they “want“something for the gratification of owning something of real value. Thus, emotion and visualization become the two main drivers of the process. By helping your prospect visualize what it would be like to own the product or service they want, you engage their emotions. In these days, it is no longer about who has the best product, it is all a matter of who manages to close more sales and increase their client base. Any good sales person will start the process with a line of questioning, where you find out who your client is, what their level of commitment is and why they would like to buy a certain thing. Take those emotional wants, desires, and needs, from the answers you get and use them to appeal to their emotion. Tell them how others will feel when they see them in that new car, new outfit, or when the home improvements are complete; this usually works, although not with all clients (this is why it is crucial to treat your lead as a friend, speak to them openly and try to find out more about who they are).
Ultimately, business success comes from customers wanting to buy from you and returning for another buy. So, if you ask any specialist how to grow sales and improve your business potential, they will tell you that selling is the key.
For a free assessment of your sales process you can check Business Breakthroughs International’s concierge pages: http://www.businessbreakthroughs.com/concierge-services.php
Tags: close more sales
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Why Your Team Should Work With The Best Sales Trainers To Improve Your Sales Process
January 16th, 2012No matter what industry your business is in, how large your organization is and who your average customers are, you need a solid, constant sales training program put in place by the best sales trainers. If you think that just by hiring the best talent that money can buy will be enough, think again. Here are a few statistical facts that will speak for themselves:
1) The average company can lose up to 30 percent of customers every year.
2) Fifty percent of the sales managers are too busy to train and develop their team
3) By only cutting the rate of customer defection by 5%, a company can increase profits up to 50%.
4) In a company, 20% of the sales team delivers 80% of the sales results
5) In only 10% of the sales do salesman actually make more than three contacts.
In truth, it is not always the best company in the industry that will manage to capture the largest market share, but it will always be the one that works with the best sales trainers in the business.
This is why an intense and committed sales training program will always create incredible results, no matter how large or small the company may be. The fact is that sales skill training can make all the difference in the world.
Of course, having a recurring training session is not always easy, especially if your organization is not a large business. Fortunately, there are a number of excellent options available to allow smaller companies to take advantage of the best professional sales trainers, without breaking the bank.
The right sales skills training will of course differ from company to company. Before anything, make sure you carefully consider your organization’s training needs. Also, think carefully about which employees need to be trained. You may want to consider extending training beyond your commission salesmen and sales representatives; you can include support staff, customer service representatives and members of management.
Overall, it is important to provide all employees selected for the training process, an ongoing process, since selling techniques change and so does the industry. You want your people to be up to date with the latest marketing trends.
The right sales training can separate the most successful companies from all the rest. You can always ask for a free assessment from our leading Business Breakthrough International experts or you can choose to schedule a meeting with our world renowned sales trainers.
You can find out more about your business growth methods and services here: http://www.businessbreakthroughs.com/breakthrough-consulting.php
Tags: Sales Trainers
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Improve Your Sales Planning Process By Adding Social Media To Your Marketing Strategies
January 16th, 2012No matter how you are structuring your sales planning process in today’s economy, one thing you are not allowed to overlook, is expanding your sales and product presentation online. Furthermore, your company’s social media presence should increase if you want to be able to grow your sales and outrun your competition. Everyone is doing it nowadays.
More companies are becoming aware of the importance of online marketing on social media sites such as Facebook, Twitter or YouTube, as opposed to more classical strategies. Your sales planning process can include a special budget for website optimization, blogging and social media content.
Of all the possible tools that the Internet has put at our disposal, probably the most powerful instrument remains social media and, by using it to market your online business, you are proving to be business savvy. Besides connecting with your customers you will also build a relationship of trust which can boost your sales in quite a short time.
Here are a few essential advantages you can get by tuning your sales planning process to the newest social media trends.
- More leads, more businesses to connect to
Aside from the fact that you can win a lot of young social media users as clients, your online presence is beneficial to your relationship with other businesses, since social media can also be used to share thoughts with others in your field of activity and even set up a profitable partnership.
- More direct contact with clients and leads
Many of your customers are already used to it; they like to be offered the possibility to share their thoughts online. You will notice that it is essential for your business to be shown and open to their participation. When you can connect with these users through social media channels, you make it easier for them to find you.
- Better and stronger position with search engines
When conducting a search online, many people will just look at the first few results, and you need your website or your company page on Facebook to be among those. This will ultimately bring you the prestige you want in the eyes of your customers, who will view your company as a leader in the industry.
- Better results for significantly less money
Social media is considered one of the cheapest ways to inform customers about your new products and services. Your social media pages can be efficiently used to inform your readers about special discounts or privileges your products or services are offering. It will hardly cost a thing and you will have the advantage of making your online clients feel special. And, it is a known fact, when a company engages its customers, it has grown as a brand.
A reliable growth expert company like Business Breakthroughs International can help you develop your online presence and subsequently improve and modernize your sales planning process. You can find out more about our services here: http://www.businessbreakthroughs.com/breakthrough-consulting.php
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How to Grow Sales by Having a Thorough Market Research and Analysis
January 16th, 2012One of the toughest objectives to meet for established businesses is being able to grow and dramatically increase their market influence. More and more business owners or managers will just shrug their shoulders and say: “it’s a tough economy, surviving may be enough.” Well, this is a tactical mistake and it’s a big one. You have to constantly learn how to grow sales, bring in more leads and improve your brand awareness.
Now is the time to achieve that breakthrough you have been waiting for. How? By conducting thorough market research and learning everything that there is to know about your industry, your clients and competition. Knowledge is the only thing that can efficiently help to close more sales.
So where do you start? Before you can find new customers and learn how to grow sales, you need to understand three vital aspects of your business.
Who is your customer?
Studies have shown that it is five times more expensive to win a new customer than it is to motivate an old one to buy from you again. Repeat and referral business accounts for up to 80 percent of an average company’s revenues. Let’s face it: if you don’t know who your clients are, you really don’t know your business, so how can you respond to changes in sales patterns or market fluctuations? Market research can help you find out what your customer thinks about your product or service, as opposed to what you believe they think.
Who are your competitors?
This is again one of those areas where many established business owners can commit a mistake: believing they know who their competition is. The truth is competitive analysis is the only way to gather intelligence. Sadly, few businesses undertake competitive analysis on a regular basis. Don’t just assume that, since you are struggling with bad economic times, your competitors are making the same mistakes as you. You may be surprised at how well they understand how to grow sales in this changing market. Every company is different so, when it comes to competition, you must focus on your company’s advantages and work to sharpen those advantages going forward.
What is your target market?
Things are continuously changing in the way people do business nowadays. If you have a long established business, chances are you haven’t much kept with the current trends and that would be another tactical mistake. You have to thoroughly understand how your market works these days. By understanding your market you will know which benefits are favorable to sales and which will facilitate more effective selling strategies. You can easily establish how to grow sales more efficiently by conducting some simple research on your specific industry, something most business owners fail to do.
Many business owners today like to think they know everything about their industry, customers and competition, when in fact they are only guessing. Don’t commit the same tactical mistake. Get your facts right and do it on a regular basis. A well established company like Business Breakthroughs International can help you with your market research. For a free assessment of your organization needs, check our concierge services: http://www.businessbreakthroughs.com/concierge-services.php
Tags: how to grow sales
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