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2
Predictable Sales Process – New Customers
Expires After: Does not Expire

Please watch the video before proceeding with this section

Predictable Sales Process

To succeed in sales today, means that you must ensure that you have clearly defined “Predictable Sales Process”, in place.

In other words, what are the most effective daily activities for you to carry out, so that you can:

  • Create an unforgettable customer experience
  • Consistently follow through until every deal is closed
  • Ensure that every customer and prospect, feels like they have had an incredible experience with both you and your organisation
  • Consistently SMASH your Sales Target

PREDICTABLE SALES PROCESS

Your documented “Predictable Sales Process” takes all the best sales practices in your organisation and documents them, for use by your entire sales team.

  • By collating and documenting your “Predictable Sales Process”, you enable your entire sales team to optimise their daily sales efforts.
  • This means that more of your sales team members will achieve their sales targets every year.

In a practical sense, your “Predictable Sales Process” is a sales model, which can be used by any member of your sales team, to replicate the success of your top sales professionals.

Your “PREDICTABLE SALES PROCESS” gives you a road map, to guide you to:

  • Perform all the right daily sales activities to support you to:
    • Consistently add meaningful Value to your customers and prospects
    • Initiate contact with your perfect prospects
    • Keep deals alive and moving through your sales funnel
    • Form mutually beneficial supply partnerships with your customers
    • Integrate into your customers businesses
    • Create an unforgettable customer experience for your prospects and customers
    • Identify cross and up selling opportunities
    • Get recorded testimonials, from your very satisfied customers
    • Get referrals from your very satisfied customers
    • Achieve your sales targets.

3
Predictable Sales Process – Existing customers
Expires After: Does not Expire

Please watch the video before proceeding with this section

Predictable Sales Process

To succeed in sales today, means that you must ensure that you have clearly defined “Predictable Sales Process”, in place.

In other words, what are the most effective daily activities for you to carry out, so that you can:

  • Create an unforgettable customer experience
  • Consistently follow through until every deal is closed
  • Ensure that every customer and prospect, feels like they have had an incredible experience with both you and your organisation
  • Consistently SMASH your Sales Target

PREDICTABLE SALES PROCESS

Your documented “Predictable Sales Process” takes all the best sales practices in your organisation and documents them, for use by your entire sales team.

  • By collating and documenting your “Predictable Sales Process”, you enable your entire sales team to optimise their daily sales efforts.
  • This means that more of your sales team members will achieve their sales targets every year.

In a practical sense, your “Predictable Sales Process” is a sales model, which can be used by any member of your sales team, to replicate the success of your top sales professionals.

Your “PREDICTABLE SALES PROCESS” gives you a road map, to guide you to:

  • Perform all the right daily sales activities to support you to:
    • Consistently add meaningful Value to your customers and prospects
    • Initiate contact with your perfect prospects
    • Keep deals alive and moving through your sales funnel
    • Form mutually beneficial supply partnerships with your customers
    • Integrate into your customers businesses
    • Create an unforgettable customer experience for your prospects and customers
    • Identify cross and up selling opportunities
    • Get recorded testimonials, from your very satisfied customers
    • Get referrals from your very satisfied customers
    • Achieve your sales targets.

4
Integrate into your Customers Business
Expires After: Does not Expire

Please watch the video, before proceeding

Integrate into your customers business

Become an additional Resource to your customers

  • In the 70s and early 80s, sales was all about manipulation and closing single transactions.
  • In the late 80s and early 90s it was about problem solving, where sales people, searched for ways to solve challenges at their customers.
  • In the late 90s and early 00s, sales were driven by identifying the right solution for customers, with the added desire to build a long term mutually beneficial relationship with customers.
  • This has now evolved even further to a place where sales people, today need to integrate into their customers businesses, where they become an additional resource to them.

To be successful in sales today requires sales professionals, to allow their creative juices to flow, where they look for innovative ways to become an additional resource to their customers, so that they can form a mutually beneficial partnership with them.

5
Sales Tip Thirty Six – guides you to get the most when you are attending an event
Expires After: Does not Expire

Attending a networking event, requires preparation and planning. The more prepared you are before attending a networking event, the better your chances are of achieving a positive outcome from any networking event you attend.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

6
Sales Tip Thirty Five – will support you to turn Networking into SALES Success
Expires After: Does not Expire

The support you get from an effective, carefully chosen support network will make succeeding, as a sales professional feel effortless. 

We will teach you very effective skills, which will allow you to easily network and form successful supportive relationships with people, who will help you succeed as sales professionals.

It will feel like you have a travelator under your feet, speeding you along the path of success.

Mutually beneficial connection with the right people is the catalyst, which will accelerate your ability to achieve all your sales goals and dreams.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

7
Sales Tip Thirty Four – learn how to use your time as effectively as possible
Expires After: Does not Expire

This module, is designed to support you to create a set of new Sales Success Habits, to support you to smash your sales target each year.

In order to do this, you need to do the following:

  • Explore your sales annual sales target and break it back to a monthly, weekly and daily sales target
  • Calculate all the individual monthly, weekly and daily objectives you need to achieve to ensure that you achieve your annual sales target.
  • Using your daily, weekly and monthly objectives, describe all the daily weekly and monthly activities, you need to carry out to ensure that you achieve all of your objectives.
  • Create a “POWER SCHEDULE“, that includes all the required activities
  • Ensure that you perform all the required activities and it is inevitable that you will consistently smash your sales target.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

8
Sales Tip Thirty Three – create an effective daily schedule
Expires After: Does not Expire

In this module, we offer you the opportunity to engage with an inspirational and systematic approach, that will guide you, to use your available time optimally.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

9
Sales Tip 32 – Complete a SWOT Analysis
Expires After: Does not Expire

Sales professionals, who are winning in sales today, are not your typical by-the-book salesperson, doing the same old things, the same old way, day in and day out. 

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

10
Sales Tip Thirty one – building an effective Multi-channel communication strategy
Expires After: Does not Expire

PARETO PRINCIPLE

As you design your daily routine, remember that 20% of your efforts deliver 80% of your results. Search for an uncover those 20% of your efforts, which will deliver 80% of your results and you will be equipped to run a very effective Multi-Channel communication, by investing only 30 – 60 minutes a day into this endeavour.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

11
Sales Tip 30 – will guide you to create a daily routine to ensure that you run an effective multi channel communication strategy to acquire new customers
Expires After: Does not Expire

Prospecting new customers, is hugely simplified, when you run an effective multi-channel strategy.

To do this effectively, you need to have a powerful daily routine, which will support you to carry out all the crucial activities, needed to run an effective daily multi channel routine, for new customers

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

12
Sales Tip Twenty Nine – create a daly routine to run an affective multi-channel communication strategy to support your existing customers
Expires After: Does not Expire

A multi-channel communication strategy is a powerful way to remain engaged with your existing customers.

To do this effectively, you need a daily routine, to remind you to carry out all the crucial daily activities, necessary to engage and communicate with your existing customers effectively

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

13
Sales Tip Twenty Eight – creating a routine to run an effective multi-channel communication strategy
Expires After: Does not Expire

The sales results, you will get to enjoy or “NOT ENJOY”, are directly related to what you do or “DON’T DO” daily

Commit to building a daily schedule, which enables, encourages and guides you to take “ALL” the crucial sales related actions, you need to take daily and you have no option, but to succeed.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

14
Sales Tip Twenty Seven – will guide you to identify your TRIBE
Expires After: Does not Expire

Understanding what you perfect customer looks like, is very important, as it allows you to not waste any time prospecting customers, who will never buy from you or your organisation.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

15
Sales Tip Twenty Six – will guide you to unlock your Value Proposition
Expires After: Does not Expire

Your customers don’t buy what your product is, they buy what it does for them. In other words, you need to unlock a clear understanding around the VALUE both you and your product add to any supply partnership

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

16
Sales Tip Twenty Five – learn how to explore your current products and services to see if they are still valid
Expires After: Does not Expire

The mistake most organisations make, is an unhealthy attachment to their current products and services. If circumstances, needs values and expectations have changed over the years. The question you need to answer is this:

Are your current products and services still suitable to Positively Transform your customers businesses?

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

17
Tip Twenty Four – understanding the Positive Transformation your product or services offers
Expires After: Does not Expire

Before developing your Multi-channel Communication strategy, it is crucial that you understand and can effectively, communicate what “Positive Transformation” your customers will enjoy, as a result of working with, both you and your organisation.

The reason for this is obvious. You can never expect to communicate “Value” to your comers, unless you have a crystal clear understanding about, what that “VALUE”, actually is.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

18
Tip Twenty Three – The importance of conducting regular Monthly SWOT Analysis
Expires After: Does not Expire

Unless you ensure that you consistently EXPLORE, EXAMINE and UNDERSTAND, exactly what is “CHANGING” and there is a lot, you will struggle to:

  • Create an unforgettable customer experience
  • Become an additional resource to your customers, so that you can integrate into their businesses
  • Identify and exploit cross and up selling opportunities 
  • Acquire referrals from very satisfied customers
  • Identify your perfect prospects
  • Keep deals alive and moving smoothly through your sales pipeline
  • Consistently appreciate customers and future customers
  • Close enough sales to consistently SMASH your sales target

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

19
Sales Tip Twenty Two – leveraging a variety of communication technology to engage your customers
Expires After: Does not Expire

An effective MULTI-CHANNEL DIGITAL COMMUNICATION strategy means that you are leveraging, as many communication, engagement and connection assets as possible, to communicate with your current and future customers.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

20
Sales Tip Twenty one – Optimise how you leverage the Telephone
Expires After: Does not Expire

Remember that, you are never trying to sell your product or service over the phone.

All you are trying to sell is “AN APPOINTMENT

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

21
Sales Tip Twenty – Building your 30 – 60 minute Social Selling Routine
Expires After: Does not Expire

I am a great believer in the Adage that states as follows: “WHATEVER GETS SCHEDULED – GETS DONE”

In line with this I recommend that you need to create a 30 – 60 minute Social Selling Routine Daily.

This routine, will support you to carry out all those crucial Social Selling functions daily.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

22
Tip Nineteen – Increase the Open rate of your Emails
Expires After: Does not Expire

HOW TO INCREASE THE OPEN AND RESPONSE RATE ON COLD EMAILS

  • It is crucial to conduct personalised research, to support a powerful sender/sendee fit.
  • Be personal and do your homework
  • Create great personalised subject lines that speak to the question “Why Me
  • Don’t include any links in your emails.
    • It is far more likely that your email will be sent to junk, when it has a link in it.
    • Unless someone knows you, they will never click on a link in an email anyway.
  • Offer some free value

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

23
Tip Eighteen – SCHEDULE TIME TO CARRY OUT THOSE CRUCIAL ACTIVITIES
Expires After: Does not Expire

Unless you schedule time daily, to carry out your crucial sales activities, such as research, setting-up prospecting calls, writing thank-you notes etc, you never get to do them.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

24
Tip Seventeen – REDUCE THE RISK OF MEETING WITH YOU
Expires After: Does not Expire

Risk is that unspoken feeling that a customer has, about forming a supply agreement with you and your organisation. It is effectively an unspoken feeling of doubt about, whether your new customer can trust you or not.

If you are able to reduce or eliminate Risk, your customers will buy with confidence.

For example,

If you offered your customers a 100% refund, if your product does not perform as promise, they would be more willing to take a chance on you and your organisation.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

25
Tip Sixteen – How are you going to ensure that your prospects, actually return your calls?
Expires After: Does not Expire

As you know, the majority of sales people only make a few sales calls and then, after they have been ignored, a couple of times, just stop calling. Most prospects, believe that, if they ignore a sales person for long enough, they will just go away.

A sales professional on the other hand, knows that they are calling the perfect prospect who needs exactly that they have to sell. So when they leave a message, they to tell them when you will be calling again.

Every time you leave a message leave a specific date and time when you will be calling back, so that they realize that you are not one of those average sales people, who just gives up. They will soon realize that you are serious about doing business with them. People want to buy from people, who show a deep-rooted desire to serve them.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

26
Tip Fifteen – How are you going to ensure that you never leave a meeting without scheduling the next meeting?
Expires After: Does not Expire

NEVER LEAVE ANY SALES MEETING WITHOUT A SCHEDULED COMMITMENT FOR THE NEXT MEETING

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

27
Tip Fourteen – Send an Agenda, before every sales meeting
Expires After: Does not Expire

As you know, getting a meeting with a future customer can be quite challenging. It most often takes a number interactions with your future customer, either by phone, email or some kind of social media or networking process, to secure a meeting. To compound things, you have invested time to research your prospect and you have even sent them a teaser with valuable industry specific data that they will find useful.

AFTER GOING TO ALL THIS TROUBLE, “HOW SHOULD YOU SHOW UP”?

You most certainly do not want to show up without a clearly defined purpose and a very clear outline of exactly what you would like to achieve during the meeting.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

28
Tip Twelve – How will you prepare to follow-up with future customers, between sales calls?
Expires After: Does not Expire

Time effectiveness, is about utilising “ALL” your available time, as effectively as possible. This means that you need to prepare the evening before, to make telephone calls, follow through with customers etc. When you do this effectively, you will gain a few extra hours each day.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

29
Tip Eleven – Use collaborative Language
Expires After: Does not Expire

Sales success today, is all about COLLABORATION. This is true, from the moment you pick up the phone. Ensure that you consistently use collaborative language throughout the conversation, as this increases the likelihood of getting a meeting by 35 %.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

30
Tip Ten – Plan your next steps before you make a GOLD Call
Expires After: Does not Expire

The more clearly you can define what the customer can expect next, the greater the chance you will make that important Face-to-Face meeting and the less likely it is that the customer will cancel the meeting.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

31
Tip nine – Make another five “Gold Calls”
Expires After: Does not Expire

As you know success with “GOLD PHONE CALLING”, is a numbers game. When you apply the “RULE of FIVE”, where you make another “5 calls” every time you feel like you have made enough calls, you get to push yourself, so that you increase the number of calls you make.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

32
Tip Eight – When should you make “Gold Calls”
Expires After: Does not Expire

Wednesdays and Thursdays are the two best days of the week to make “GOLD PHONE CALLS”.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

33
Tip Seven – Number of participants
Expires After: Does not Expire

When you include more than one participant, who is there to add some value, in your sales meetings, with future customers. The chance of closing the sale improves by an astonishing 264 %

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

34
Tip Six – Next Steps
Expires After: Does not Expire

One of the most tools, to use to keep sales alive and moving through your sales funnel, is to, clarify the “NEXT STEPS“, as simply and thoroughly as possible.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

35
TIP Five – Talking price
Expires After: Does not Expire

Encountering customers, who object to the price you charge for your product or service, is as old as time itself. I want to add at the outset that, if you are encountering this objection at the end of every sales meeting, then you have made a one or all of the fundamental errors listed below:

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

36
TIP Four – Question distribution during meeting
Expires After: Does not Expire

When connecting with prospective customers, we noticed that the top performers showed a real interest in their future customers.

They asked on average 1 – 2 specific questions, during the “CONNECT PHASE“, to show their commitment to be of service to each specific future customer.

To get started, click on the lesson below.

  • Once you have watched the video and read the text, click on “MARK COMPLETE”.
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

37
Tip Three – Number of Questions, during a sales meeting
Expires After: Does not Expire

The next question we wanted to answer was then – “What is the optimal number of questions to ask during a sales encounter”?

The optimal number of questions, we discovered was around 14. To be successful, these are well prepared and structured questions, spread conversationally, throughout the sales meeting.

To get started, click on the lesson below.

  • Once you have watched the video and read the text, click on “MARK COMPLETE”.
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

38
Tip Two – Effective Communication during Sales meetings
Expires After: Does not Expire

Sales Person SpokeCustomer Spoke
76%Bottom Performers24%
69%Middle Performers31%
42%Top Performers58%

As you can see from the research above, the top performers spoke about 40 % of the time and the customers spoke about 60 % of the time.

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

39
Tip One – Number of Sales Calls
Expires After: Does not Expire

The Dry Goods Association of America, conducted a 20 year survey on making sales calls with purpose. They discovered that every time you meet a customer with purpose, the greater the chance of closing the sale

To get started, click on the lesson below. 

  • Once you have watched the video and read the text, click on “MARK COMPLETE”. 
  • You will then be directed to a quiz page, which will support you to apply each tip in your sales environment.

40
Developing your Sales Decks
Expires After: Does not Expire

The Modern Sales Environment

To be successful in sales today, requires a mix of:

  • Traditional face-to-face selling 
  • Effective utilisation of the telephone
  • Combined with technology, to assist your sales efforts and to support you to use numerous different digital communication technologies, to exponentially improve, the effectiveness of all your communication, with your customers 

The ability for sales organisations to execute at scale, depends on how well you combine your traditional sales efforts with various supportive technologies, such as:

  1. How well you can utilise the telephone, to stay connected
  2. Effective Sales Decks, which are designed to provide the right information, delivered timorously, to the exactly the right person on time, every time
  3. Using Social media to connect with these customers and future customers
  4. Using Social media advertising, to create awareness around your product and service
  5. Email campaigns to show expertise and how you can integrate into your customers businesses
  6. Support materials, to move each sale to completion and show how you can become an additional resource to your customers and future customers
  7. Effective sales info and sales resources to foster partnerships with your customers and future customers

41
Using Social Selling, as part of your Multi-channel communication strategy
Expires After: Does not Expire

In the next few sections, we are going to explore the concepts of Social Selling, email and using the telephone, in detail. This will help you to develop, all these crucial elements, of your Multi-channel communication strategy

Social selling is a crucial element within any multi-channel communication strategy.

In this section, we are going to explore this concept in detail. After completing this section, you will not only have a comprehensive understanding around using Social Selling, as a crucial part of your “MULTI-CHANNEL COMMUNICATION STRATEGY“.

You will also have designed your own practical Social Selling process

42
Using Email, as a part of your Multi-channel communication strategy
Expires After: Does not Expire

This image has an empty alt attribute; its file name is email-1024x512.jpg

The notoriously ill focused Goldfish, has an attention span of around nine seconds, which is longer than the average concentration span of people.

The information, below was gleaned by a study conducted by Microsoft, where they found that the increasingly digitalised lifestyle we live, has had an adverse effect on our concentration span.

The research showed that an average person loses concentration, every eight seconds. This has dropped from 12 seconds in 2000, since the advent of the mobile revolution.

43
Optimise how you use the telephone
Expires After: Does not Expire

One of the most crucial parts of any Multi-channel communication strategy is the “TELEPHONE

Unfortunately most sales people, shy away from using the telephone, because of their fear of rejection.

Remember that you are not picking up the phone COLD. You are using a variety of different methods (multi-channel communication strategy), as described previously, to create awareness and engage your future customers, before you use the phone, to try to arrange a face-to-face meeting with your future customers.

I believe that the telephone, is crucial, as it is generally, the final step in your Multichannel Communication Strategy. It is the place where you connect with your future customer, so that you can arrange a Face-to-face meeting with them.

Remember that, you are never trying to sell your product or service over the phone.

All you are trying to sell is “AN APPOINTMENT

I believe that the best place to start unpacking the concept of “GOLD PHONE CALLING”, is as follows

  • You must know, what the most effective, day of the week, is to use the phone, to try to arrange Face-to-face meetings with future customers?
  • You also want to know, what is the most effective time of day to makes these calls is?

44
Develop Routines, to support your Multi Channel Communication Strategy
Expires After: Does not Expire

No matter how much effort you put into ensuring that you have:

  • Identified the best communication channels to use with your existing and future customers
  • Created an unforgettable customer experience, so that you can consistently “WOW”, your existing customers.
  • Divided your existing customers into A, B and C customers, due to their size, turnover or potential.
  • Created your magnificent 50 prospects, which you will focus your prospecting efforts on
  • Done loads of research on both your existing and future customers

Unless you actually consistently utilise your research to create “TAILORED” content, which you regularly communicate with both your existing and future customers, using your Multi-Channel strategy, all your effort will be wasted.

To run an effective “Multi-Channel Communication Strategy“, requires consistent daily input. To ensure that you do this consistently, you will need to develop a daily routine to support your efforts.

Whatever gets scheduled – Gets Done

45
Multichannel Communication Strategy
Expires After: Does not Expire

The pandemic has changed the way we do business forever. One of the new challenges we now face, is that both our current and future customers, want less face-to-face contact with us. This has highlighted the need for a more “INTEGRATED COMMUNICATION” strategy to manage, service and support our industry, markets and customers.

In line with this we want to highlight a number of ways that you can engage your current and future customers, using a variety of different types of communication methodologies.

In this module, we will share a number of really powerful sales communication, engagement and connection tools and techniques. These sales communication tools will help you, to remain relevant and engaged with your customers, despite the fact that engaging in face-to-face contact, has become more difficult.

The trend we are now seeing in our markets, has been coming for a long time, the Corona virus and the lockdowns, have only served to accelerate things. Before the lockdowns, our clients were already extremely busy and did not have time to waste on unnecessary sales meetings.

Even before the lockdowns; arranging face-to-face sales meetings was already becoming quite difficult.

The reason for this is as follows:

  • People have become so over loaded, that time has become, a very scarce resource
  • People have become far more informed, due to easy access to the internet, so meeting with sales people, as sources of information, has become irrelevant.
  • People have the attention span of a gold fish and don’t respond well to unnecessary “SOCIAL TYPE – POINTLESS CALLS” from sales people.
  • Customers see all face-to-face meetings, as consuming one, full hour of their already busy day.
  • People do not have time to waste, with sales people making calls, just so that they can ensure they meet their quota of face-to-face calls that day.
  • Obviously, due to concerns about the pandemic, people, are less likely to want to hold a face-to-face meeting with any sales people.

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B – SWOT Analysis Monthly
Expires After: Does not Expire

Now that you have completed your first Intensive SWOT Analysis, it is time to complete your “MONTHLY SWOT ANALYSIS”. As you have seen, with how quickly the the Corona Virus, became a full blown lockdown and the changed needs and expectations of your customers. Our world is changing at an ever increasing pace. 

Unless you ensure that you consistently EXPLORE, EXAMINE and UNDERSTAND, exactly what is “CHANGING” and there is a lot, you will struggle to:

  • Create an unforgettable customer experience
  • Become an additional resource to your customers, so that you can integrate into their businesses
  • Identify and exploit cross and up selling opportunities 
  • Acquire referrals from very satisfied customers
  • Identify your perfect prospects
  • Keep deals alive and moving smoothly through your sales pipeline
  • Consistently appreciate customers and future customers
  • Close enough sales to consistently SMASH your sales target

Please either watch the video or listen to the audio, before proceeding

Sales professionals, who are winning in sales today, are not your typical by-the-book salesperson, doing the same old things, the same old way, day in and day out. 

Winning sales professionals 

“Step outside their comfort zones, become creative, innovative and embrace new ideas”

Embrace Change 

“To start to win at sales, it is time, to embrace and welcome change”

Winning sales professionals, invest the time to discover the following:

  • They understand how to prosperously navigate the always-changing sales landscape
  • They introduce new ways to nurture mutually beneficial partnerships with all their existing and prospective customers 
  • They consistently look for ways to stand out from the herd.

Populate a SWOT Analysis Monthly 

To ensure that you take the blinkers off and you start to develop a clear picture of everything, both positive and negative, going on in your sales environment, it is crucial that you commit to conduct a SWOT analysis, at minimum once a month.

This will help you to do the following:

  • Examine where you are
  • Know what opportunities may have appeared, or disappeared
  • Uncover everything that may have changed or is changing in your sales environment and markets 
  • Identify any new skills, tools or sales techniques that may be required, to keep winning at sales
  • Support you to identify any sales resources or other support you may need to succeed.

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Leading your Sales Team to Greatness
Expires After: Does not Expire

For you to achieve the desired sales success, for your branch, department or division, means that you must:

  • Get things done through your people
  • Be the example you want your Sales Professionals, to exhibit
  • Accept that you need your people more than they need you

Get things done through your people

As you depend on other people to perform, in order for you to achieve your branch or departmental sales targets. You need to become a master of “POSITIVE INFLUENCE“, where you commit, to become a supporter of each sales team members success.

Be the example you want your Sales Professionals to exhibit

Whatever attitude, behaviour or characteristic you want your Sales Professionals to exhibit. You must ensure that you epitomise every one of them yourself. Your people, follow your example. If you want your people to be inspired, energetic and driven to succeed, then that is exactly the attitude and behaviour, you should project.

Accept that you need your people, more than they need you

Change your attitude towards your Sales team and accept that you are not there to manage them or to hold them accountable for their performance. You are there to support, encourage, mentor and coach them to perform optimally.

Your role is one of support, guidance and encouragement. In other words, you must ensure that you:

  • Exhibit the attitude, work ethic and commitment you expect from your team
  • Accept that your primary role is to:
    • Coach
    • Mentor

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A – SWOT Analysis
Expires After: Does not Expire

Please either watch the video or listen to the audio, before proceeding

Sales professionals, who are winning in sales today, are not your typical by-the-book salesperson, doing the same old things, the same old way, day in and day out. 

Winning sales professionals 

Step outside their comfort zones, become creative, innovative and embrace new ideas

Embrace Change 

“To start to win at sales, it is time, to embrace and welcome change”

Winning sales professionals, invest the time to discover the following:

  • They understand how to prosperously navigate the always-changing sales landscape
  • They introduce new ways to nurture mutually beneficial partnerships with all their existing and prospective customers 
  • They consistently look for ways to stand out from the herd.

Become a Perpetual Student

It is time for us to accept that if we want to be winners, we must become perpetual students of:

  • Our customers
  • Our industry
  • Our markets
  • Our profession

In this ever-changing landscape, it is crucial that we start to look both inwards and outwards, to examine the ever-shifting sales environment.

Look outside your Comfort Zone

Consistently find new ways to wow your customers, by: 

  • Accepting that you must Look outside your comfort zone, or should I say outside your “familiar zone
  • Accepting that both you and your organisation, have WEAKNESSES
    • You must then uncover, innovative ways to mitigate or eliminate them.
  • Identifying all possible THREATS in your markets and at your customers.
  • This will support you to develop strategies, to help you to work around, mitigate or completely eliminate any weaknesses, both you and your organisation may have.
  • Exploring your market and customers, so that you identify all the possible OPPORTUNITIES available to you.
    • Once these opportunities are identified, you then need to develop plans to take advantage of all of them.
  • Knowing what the STRENGTHS both you and your organisation possess
    • Once you understand all the strengths, that both you and your organisation possess, you will be equipped to operate optimally.

Populate a SWOT Analysis Monthly 

To ensure that you take the blinkers off and you start to develop a clear picture of everything, both positive and negative, going on in your sales environment, it is crucial that you commit to conduct a SWOT analysis, at minimum once a month.

This will help you to do the following:

  • Examine where you are
  • Know what opportunities may have appeared, or disappeared
  • Uncover everything that may have changed or is changing in your sales environment and markets 
  • Identify any new skills, tools or sales techniques that may be required, to keep winning at sales
  • Support you to identify any sales resources or other support you may need to succeed.

49
Break out of a Sales Slump
Expires After: Does not Expire

In this module, we offer you the opportunity to engage with an inspirational and systematic approach, that will guide you, to use your available time optimally.

We will teach you a simple approach that will, help you to:

  • Improve your level of focus
  • Teach you the art of prioritisation
  • Guide you to learn how to discover those 20% of daily sales related activities, which deliver 80% of your sales success
  • We will teach you to leverage the most Value from every hour of every day.

You will be guided to first identify the right daily sales activities, to support you to:

  • Smash your sales target
  • Create an unforgettable customer experience
  • Consistently add meaningful “Value” to all your customers and prospects, on an ongoing basis
  • Integrate into your customers businesses, so that you can become an invaluable additional resource to them and their business.

Then, using a tried and tested time effectiveness system, we will support you to get as many of those activities completed in a day as possible.

50
Networking for Success
Expires After: Does not Expire

The support you get from an effective, carefully chosen support network will make succeeding, as a sales professional feel effortless. 

We will teach you very effective skills, which will allow you to easily network and form successful supportive relationships with people, who will help you succeed as sales professionals.

It will feel like you have a travelator under your feet, speeding you along the path of success.

Mutually beneficial connection with the right people is the catalyst, which will accelerate your ability to achieve all your sales goals and dreams.

51
Science of Selling
Expires After: Does not Expire

Please watch the video before proceeding

UNDERSTANDING EMOTIONAL INTELLIGENCE

Emotional Intelligence is the ability to recognize emotions in yourself and others and then to know how to effectively communicate with your prospects and customers, where they are. In other words, it is the crucial sales skill required to recognize the different thinking styles, exhibited by your customers and prospects, so that you can adapt your approach, to suite these different ways of thinking.

Sales professionals, who invest time to improve their Emotional intelligent, remain focused during sales interactions. This means that they are able to utilize their critical thinking skills, where they get to engage with their customers in meaningful dialogue during sales meetings.

Imagine that the personality type distribution, was equal, I.E. each of the four different personality types made up 25 % of the population. It is also well known that we are able to sell to people, with a personality type similar to our own. This means that we are only effective with selling to 25 % of the world’s population.

When we learn to become the chameleon in the room, where we can engage our customers, according to their personality type, thinking style and decision making process, we increase our ability to sell by 300 %.

52
Sales Tips – To Make you Great
Expires After: Does not Expire

Please either watch the video or listen to the audio, before proceeding

I want to share a few simple, but very effective sales tips to help you to get the most from your sales day.

In this course, I will highlight some powerful sales tips, which will support you to improve the way you utilise your available time daily. These tips, will help you to ultimately close more sales and support you to consistently, provide an unforgettable customer experience.

This course is packed with powerful “SALES TIPS” that will support you to very quickly improve your sales performance and results.

53
Predictable Sales Process
Expires After: Does not Expire

Please watch the video before proceeding with this section

Predictable Sales Process

To succeed in sales today, means that you must ensure that you have clearly defined “Predictable Sales Process”, in place.

In other words, what are the most effective daily activities for you to carry out, so that you can:

  • Create an unforgettable customer experience
  • Consistently follow through until every deal is closed
  • Ensure that every customer and prospect, feels like they have had an incredible experience with both you and your organisation
  • Consistently SMASH your Sales Target

PREDICTABLE SALES PROCESS

Your documented “Predictable Sales Process” takes all the best sales practices in your organisation and documents them, for use by your entire sales team.

  • By collating and documenting your “Predictable Sales Process”, you enable your entire sales team to optimise their daily sales efforts.
  • This means that more of your sales team members will achieve their sales targets every year.

In a practical sense, your “Predictable Sales Process” is a sales model, which can be used by any member of your sales team, to replicate the success of your top sales professionals.

Your “PREDICTABLE SALES PROCESS” gives you a road map, to guide you to:

  • Perform all the right daily sales activities to support you to:
    • Consistently add meaningful Value to your customers and prospects
    • Initiate contact with your perfect prospects
    • Keep deals alive and moving through your sales funnel
    • Form mutually beneficial supply partnerships with your customers
    • Integrate into your customers businesses
    • Create an unforgettable customer experience for your prospects and customers
    • Identify cross and up selling opportunities
    • Get recorded testimonials, from your very satisfied customers
    • Get referrals from your very satisfied customers
    • Achieve your sales targets.

54
Unlock your Value Proposition
Expires After: Does not Expire

Please watch the video below before proceeding

Unlock your Value Proposition

Well done! keep up the great work! This is where we really put the rubber to the road and where we start to wrestle with the concept of your Organisational “Value Proposition” and how to leverage this to your advantage, when you engage with either existing or future customers.

Invest a little additional effort now, into understanding your Organisational “Value Proposition” and you will reap huge rewards from this Sales Enablement Solution, as you learn to connect your “Value Proposition” to your customers needs, values and expectations.

Taking “VALUE” to the next level

I want you to take things to another level, where you really understand what your Organisational “Value Proposition” is, so that you can use this as a starting point to become an integral part of your customer’s businesses, a vital cog in their wheel of success.

Where possible look for “Innovative” ways to integrate into your customers businesses.

Example:

  1. We run a “Sales Enablement” business where we offer to support our customers to build their sales strategy, sales plan, predictable sales process and we enable their sales teams, to effectively implement them.
  2. We then create a meaningful long term partnership with all our customers, as we support them with the effective implementation of all three.
  3. This way they are able to generate more profitable sales, improve efficiencies, optimise their bottom line and reduce the costs associated with acquiring customers, building meaningful partnerships and generating profitable sales.
  4. We then consistently look for ways to become an integral cog in their business, where over time they begin to depend on our organisation for all sales related support.
  5. Using the above example: Can you think of a few innovative ways you can integrate into your customers businesses, so that they can begin to depend on you too?

As you commit to “WOW” your customers and you strive to keep creating an unforgettable customer experience, you not only close the doors on your competitors, but you get to increase the size of your sales team too.

  1. As your customers become raving fans, they will gladly refer you to other potential future customers.
  2. They will also even edify you with future customers, which will make closing sales a mere formality.
  3. They will also be willing to record video testimonials for you. These recorded testimonials are a powerful tool for transferring trust from your very satisfied customers to your prospects.

55
11 Handling Objections
Expires After: Does not Expire

This image has an empty alt attribute; its file name is Turning-No-Into-Yes-1024x532.jpg

Objections are always a good thing

56
4 Three Magic Words for Sales Greatness
Expires After: Does not Expire

The Three Magic Words for Sales Success

This course asks you to invest time before each sales call to properly prepare, as every minute spent preparing prior to any sales call, will save you hours later on.

It will also put you in a very powerful place, where you better understand your customers needs and equip you to build connection with and long-term mutually beneficial relationships with the right people

57
6 Your Combination Lock for Sales Success
Expires After: Does not Expire

Please watch the video below before proceeding

This course is designed to help you unlock the sales champion, which is locked-up inside you.

As you develop your own tailor made Lynchpin Questions, you will be equipped with a toolbox of powerful, engaging questions, which will help you to identify your prospects needs, so that you can communicate your value to them in terms of their specific needs, values and expectations.

It will also equip you with a powerful tool to uncover potential objections or risk, which your prospect may be experiencing.

Before continuing, please video below :

As you learn the art of effectively using “LYNCHPIN QUESTIONS“, you will more easily close sales, integrate into your customers and prospects businesses and become an indispensable additional resource to them.

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10 Closing
Expires After: Does not Expire

How would you describe the concept of “CLOSING”?

  1. Is it the culmination of your sales efforts
  2. Is it a time to celebrate, because, you have a new customer
  3. Is it a time to move your focus, towards your next prospect
  4. Does it mean that the sale is over?

I want you to wrestle with this few questions for a moment.

Once you feel that you have wrestled with these questions, enough, I will answer each of those questions in turn.

1. Is it the culmination of your sales efforts?

Well I guess that the whole point of canvassing a prospective customer, is found in when you become their new supplier

OR IS IT“?

Yes of course, you will supply them with your product or service, but you must mentally see yourself as much more than a mere vendor – you must see yourself as a

“SUPPLY PARTNER”

When you change the narrative and the way you see your relationship, with your customers, everything changes.

Vendors are mere suppliers of products or services, in exchange for a financial consideration

Whilst, “SUPPLY PARTNERS” are there for the long haul, constantly looking for ways to Add Value to the Relationship. They are constantly exploring, looking for innovative ways to integrate into their customers businesses.

2. Is it a time to celebrate, because, we have a new customer

Yes, of course, we celebrate every win.

The difference I want you to create in your mind is as follows:

  • Yes, be excited and celebrate the win, but do so by showing the customer with additional VALUE.
  • See every new customer, not as a Vendor-ship, but Rather as a long term mutually beneficial PARTNERSHIP
  • Start from day one to try to find innovative ways to INTEGRATE into your customers business

This change in your approach to every sales, changes the way you see it:

You no longer see yourself merely “Closing a Sale

Instead

You see yourself “OPENING a PARTNERSHIP”

3. Is it a time to move your focus, towards our next prospect

Yes, of course, we need to always have a full sales pipeline, so we need to keep uncovering new prospects. This is especially true, if your role, is purely one of acquiring new business.

The change I would ask you to make here is as follows:

  • Keep your eye on the new ball and ensure that you invest sufficient time into each Supply partnership
  • Supply partnerships, require a lot more attention than do mere vendor-ships.
  • Build a multi-channel communication strategy to support effective communication with all new and existing customers

4. Does it mean that the sale is over?

The answer to this is a very definite NO, unless your sales role, is purely one of acquiring new business.

The crucial change you need to make in the way you view any sale, is as follows:

  • View every closed sale, as the beginning of a new long term mutually beneficial supply partnership
  • Look for innovative ways to become an additional resource to all your customers, so that you can effectively integrate into their businesses.
  • Create a schedule that includes deploying a multi-channel communication strategy, so that you can ensure that your customer feels engaged at al times
  • Consistently, find innovative ways to keep adding value or said differently – “APPRECIATING YOUR CUSTOMERS
  • Create a schedule, which will ensure that you do enough to consistently create an unforgettable customer experience