Becoming Successful At Sales

And it doesn’t matter if sales are high up on your list of ‘like doing’ tasks, it does however have to feature high up if your business needs to grow.
Growth can be from up and cross selling to existing clients and or from turning prospects into customers.

This information has been designed for you to get you thinking and then, if/when relevant for you, acting and reaching out for pragmatic and beneficial with any aspect of your sales.

We have outlined the key points under each topic, where we have put it in Bullet Point form, please do ask for more clarification and detail.

You can request more information on any of the topics covered.

Call/Text: 07747 270 775
Email us
Find out more about us

The Sales Sensei is a division of the My Virtual Sales Director suite of Sales Growth Support Services and has vast experience with Business to Business (B2B) and Business to Consumer (B2C) sectors and will show you how there is a significant difference to how you should approach sales that are ‘transitional’ or ‘relationship’ in type.

Topics include:

• Sales Myths
• You need different tactics for B2B and B2C sales
• Are you selling the right things to the right people?
• Is ‘free’ the only way to attract new prospects?
• Relationship-Focused Sales vs Transaction-Focused Sales
• Why consider outsourcing and aspect of your Sales Growth Support
• How to access your bespoke Sales Conversion Breakdown report

All of the above have their individual ‘Why and How To’ workbooks. To obtain your copy of the topics of most interest to you: call/text to 07747 270 775 or email us 

Sales Myths

1: Good salespeople are born, not made

Rubbish! Sales is a skill set, not a personality type. The most consistent achievers are trained, coached, and refined over time. You need relevant support, an open mind and determination to succeed.

2: Always be closing (ABC) is the best approach (covered later in detail)

You will close more doors with this approach than keep the door open.

3: People buy on price

In reality people mainly buy on value and confidence and from people.

4: More leads = more sales

Heard it so many times and still makes us angry! You can potentially expend vast amounts of time, effort and budget on unsuitable (for your business) marketing. Fixing your process often beats generating more leads.

5: You have to be extroverted to sell

Forget it; think Del Boy from Only Fools and Horses. Having the ‘gift of the gab’ is shallow and mainly unproductive.

6: Objections mean the deal is dying

Don’t try to overcome objections; encourage them and even suggest some. It demonstrates that you are looking at things from their perspective and not just your desire to make a sale.

There is a simple formula to follow: No Objection = No Real Interest

7: My products and services sell themselves

They may be (on the surface) popular; however, even the greatest products and services require clear positioning/relevance, strong messaging (why buy) and guided conversations and communications.

Top Tip: When you are close to agreeing to the sales, ask them to buy a bit more. Even if they say ‘no’, you end the sale with them having made a good decision.

I don’t want to appear to be too pushy.

Have a clear and agreed plan for ‘what happens next’. In many situations sales are lost due to lack of follow-up, not overdoing it.

8: Closing is the most important part

The reality is that closing is the result of everything you did before it. From your Personal and Professional preparation through all 5 phases of the P.A.N.D.A. Effective Relationships Process

1. Personal and Professional preparation
2. Attention – creating emails and call scripts that ‘cut through’ for attention and response
3. Needs and Wants – find out their issues and potential ‘pain’ points
4. Define your solutions after you have addressed their identified and agreed-upon needs and wants
5. Action – do it!

Top Tip: Look out for 3. How to establish their needs and wants.
Top Tip: Under-promise and over-deliver.

To obtain your copy of the P.A.N.D.A. Effective Relationships Workbook: call/text to 07747 270 775 or email us 

You Need Different Tactics For Business-to-Business (B2B) And Business-to-Consumer (B2C) Sales

Put simply…

B2B
• Audience is more driven to an initial need (potentially a problem)
• The sales cycle is longer (more decisions)
• You need to demonstrate specialist insight (with market sector experience)
• Breeds longer-term loyalty (they begin to trust you)

B2C
• Decisions often made on emotions (a want not just a need)
• The sales cycle is shorter (Amazon, etc. have understood and mastered this)
• General product knowledge more acceptable (others can supply this)
• Your audience may be more impulsive (immediacy of supply could be a key criteria)

Is Free The Only Way To Turn Prospects Into Customers?

No right or wrong answers; if early engagement with prospects is important to you, then this may be a good route. If you are taking a more considered approach, then you may want to see how you can ‘monetise’ the things you are offering.

Why offer something free to prospects?

• Reduces risk and hesitation of using a new supplier, as people are naturally cautious
• Removes the risk of wasting money
• Let’s them experience your value firsthand and builds trust quicker
• You practically demonstrate your willingness to ‘show not tell’ and measure results.
• Helps generates qualified leads, from those who you have already worked with

People who engage with free offers are sometimes:

• Easier to convert later
• Already somewhat educated about your offer and its relevance to them
• A good source of referrals – subject to your criteria

As Ivan Misner, the founder of BNI, states, ‘Givers Gain’.

Be wary of:

• Attracting people who only want “free”
• Undervaluing your service
• Time/resource drain if not structured properly

The key is to make the free offer:

• Limited (time/scope)
• Relevant (aligned with your paid service)
• Strategic (leads naturally to a paid next step)

Free offers work best when they’re not just “free stuff” but are a controlled way to prove value and move prospects toward a buying decision.

Are You Trying To Sell The Right Things To The Right People?

In the Sales Myths section, we covered (and challenged) more leads = more sales.

Let’s consider people buy from people first.

Look at how your circle of influence can support and help you increase your sales conversion.

1. Those who already know, like and trust you. Small number but very powerful.
2. Those who know of you but do not (yet) know you. Leverage opportunity.
3. Any business that could potentially buy from you. Anyone and everyone’s profile.

Top Tip: Start at the centre (1) and work outwards. Mass marketing may have appeal; however, it’s less likely to convert.

Relationship-Focused Sales vs Transaction-Focused Sales

Mixing up the techniques for relationship and transaction approaches to new sales can have a negative effect if applied incorrectly.

• Relationship = longer term
• Transaction = shorter term

Relationship-Focused

• You invest time building interest and trust
• You guide, advise, and challenge
• You stay involved throughout the process and after the sale

Look out for and plan for:

• Repeat business and referrals
• Strong customer loyalty

Transaction-Focused Sales

• Speed and efficiency are very important to them
• Minimal relationship building need from them
• They want a clear offer to make a quick decision
• Minimal or no need for follow-up

Look out for and plan for:

• Short sales cycle
• Lower price point
• High volume (lower yield)
• Limited customer loyalty expected

As a guide, service provision is a good example of relationship sales, and product provision is similar to transactional sales.

Why Outsource Sales Growth Support

Outsourcing sales growth support can and should work well, but it’s not automatically the best choice.

If your product is highly technical or your culture is very specific, fully outsourcing can backfire. Where it shines is when you need speed, expertise, and consistency without building everything from scratch.

Companies like yours choose The Sales Sensei because you can access proven expertise across a variety of market sectors and success and experience in B2B and B2C, for the fraction of the costs associated with a Sales Director.

Our clients have told us they like working with the Sales Sensei because:

• We deliver ROI faster, as performance improves
• We challenge the ‘status quo’ with an open mind
• The support required is specific and flexible; you control the amount and frequency
• We identify potential blind spots your team may be missing and bring in new ideas
• Positive change is achieved faster and more efficiently
• Your sales conversions improve
• Very valuable senior management time can be deployed elsewhere
• You ensure that the support you receive is fully measurable and accountable
• Learning is reinforced with KPI’s and targets
• You see and use us as an extension of your team, not a replacement for leadership

Top Tip: Get full buy-in from all stakeholders before you proceed. Your new outsourced sales growth provider should welcome or even insist on this.

How You Can Access The Sales Sensei Sales Growth Support Services

Any of this sounds familiar:

• You’re getting leads… but they’re not converting
• Your sales are inconsistent or unpredictable
• You and/or your team are “busy” but not generating sales
• You’re unsure what’s broken in your sales process

Get started with support that is free and with no ongoing obligation, 100% confidential and exclusive to your sector (subject to availability).

Ideally positioned for businesses with:

• Too much time spent on prospecting
• Low conversion of leads
• Inconsistent sales results

Example introductory programme:

• Phase 1 review of your current sales processes
• Quick audit your current sales funnel
• Identification of 1–3 biggest potential revenue leaks
• Feedback on your messaging/conversion approach
• A simple ‘next steps’ Sales Growth plan

Quick context:

• What are you selling? Who do you sell to? What’s not converting?

Priority access (if then required):

• Free Sales Growth Review (8–10 questions about your sales process)
• Salesperson/team mentoring programme
• Conversion-focused training
• Ongoing support

To ensure that The Sales Sensei is the right fit for you, we will ask that you answer a few quick questions to enable us to be prepared before we begin the Phase 1 process.

Probably not suitable for you yet if:

• You’re not actively selling yet
• You’re just looking for “free advice”
• You’re not open to making changes

How It Works

1. Set up a call to conform the programme is right for you and us
2. Answer a few quick questions about your current sales process
3. Get Approved
4. If it’s a still good fit for both, you’ll be invited to book your programme

About The Sales Sensei

You’re not getting theory; you’re getting real-world sales insight.

The Sales Sensei helps businesses:

• Improve lead conversion
• Build effective sales processes
• Train and mentor sales teams
• Act as a virtual sales director

The Sales Sensei Growth Support Introductory Services are available to one business each week.

Apply now: call/text to 07747 270 775 or email us