Are you involved in making sales for your company?

If any part of your role as a business owner or member of staff involves creating and or maintaining effective relationships with clients or prospects, then at some stage the dreaded (by some) subject of sales comes up.

There are more myths surrounding the sales environment than there are sightings of the Loch Ness monster.

With over 30 years of successful experience in both B2B and B2C sectors and supporting start-ups, growing businesses and established companies The Sales Sensei will show you how to demystify sales with a unique formula for sustained success – Mindsight + Process = Sales Harmony.

Sales Support, Advice, Guidance and Training

With sales you don’t know what you don’t know, so who do you reach out to for support, advice, guidance and training?

Unfortunately, in many cases the person closest to you with your role and potential career development can only pass on to you what they have been taught, we call that ‘sharing knowledge gaps’, where what they pass on to you is their understanding that could be incomplete, outdated, or even incorrect.

A very common example of this is where call scripts and email templates are used repeatedly because they have worked in the past.

Quick tip: ask when the most recent version of a call script you are using was created.

With The Sales Sensei, you will quickly discover how the elements of ‘Mindsight + Process = Sales Harmony’ fit together, and you will immediately gain control and see improved results with your sales activities.

Your new knowledge will enable you to fulfil your potential.

The Sales Sensei Guarantee

With The Sales Sensei, you are guaranteed to be able to perform better at sales and feel more confident in doing so.

No ‘smoke and mirrors’ or ‘killer closing phrases’, just honest, pragmatic and sound advice. The Sales Sensei will start you on your journey; all you need to do is stay on course. The devil is in the detail.

Techniques You Will Learn

You will learn techniques to help you ensure that your emotions (mindset) are effectively planned and managed and how they combine perfectly with the processes in the 5 Phases of P.A.N.D.A. (process) to guide you and inspire you.

How To Ensure That Your Mindset Stays At Positive

Keeping that clarity of purpose requires:

• Not letting others become ‘time thieves’, valuing their time over yours.
• Plan your activity in ‘bite-sized chunks’ of 15 to 30 minutes, AM/PM and Mon to Fri.
• Implementing the Personal Preparation phase of the P.A.N.D.A. process
• Setting challenging and realistic targets, KPI’s and objectives
• Think and act ‘relationship, not sale’.

The Sales Sensei will work with you to make these points become workable plans.

Why not review how your sales week looks right now? Identify where it’s working well and where it may need tweaking. For example, if calls on a Monday morning or emails on a Friday afternoon are not getting impact and responses, then look at potentially better times and days, and of course, is your messaging cutting through the Attention step of P.A.N.D.A.

How Using P.A.N.D.A. Works Every Time In Every Sales Situation

Preparation

Personal:

• Time prioritisation (not just management) – plan your day; be flexible but not disorganised
• Appearance – It does not matter if you are working from home or at the office; how you look will come across, even if it’s only to you.
• Mood – How your previous day ended or unwanted distractions that happened after you got up must not impact your performance.
• Expectations – Do your ‘nasty’ tasks first; NEVER leave them to later, it spoils your day.
• Be realistic – If any one day does not afford as much time as you would like, then simply do as much as you can to make up the shortfall over the coming days.
• Set targets such as the number of companies to contact and calls/emails to make.

Professional:

Your Customers

• Research their business and market sector before you make contact
• Know how your products and services will benefit their business.
• Who they currently buy from.
• What problems they could be now and facing in the future.
• Why someone would change suppliers.

Your Services

• Relevant to their wants and needs.
• Why you?
• Social proof – testimonials and referrals.

Top tip: With both your customers and your services, have things written down to refer to.

Attention

Emails

• Qualify first – know who you are writing to – name, not job title
• Send to a person – even if it’s to a generic email address such as office@.
• Make your subject line appealing and believable (FREE can be an instant turn-off).
• Have a relevant introduction/greeting.
• Make sure that the information is appealing to them (and not just you)
• Write mostly ‘you and your’ and not ‘I and my’.
• Try to have no more than two offers.
• Use links, not attachments.
• Have a closing sentence that has a ‘call to action’ that encourages a response. Never say, ‘I look forward to hearing from you.’

Call scripts

• Build your call scripts using the main points for your email templates; adapt as required.

Needs (and Wants)

• Ask questions; the replies will help you provide the right answers and the relevant solutions.
• Try and find out their ‘pain’ points.
• Always have their perceived Return On Investment at the front of your mind; it’s not always £££s.

When qualifying a prospect, try to avoid asking a closed (“yes/no”) question in that the answer makes progress a bit harder.

Closed question: Are you interested in finding out more about how we can support you with your XXX?

Open example: What would you say are the two key things that would enable you to achieve XXX?

Define your Solution(s) – NOT just services

It is important to note that not all solutions are based strictly on problem-solving. In that if you have identified a strong want (as opposed to need) then you can focus on the ‘emotional’ benefits.

The WHEN to…

• After you have identified their needs and wants, NEVER before.
• NEVER slip into ‘this is what you want’ mode.
• Make sure that your solutions are ‘benefits’, and not just ‘features’-based.

Action

The rest of P.A.N.D.A can fall down if you do not act in a timely manner.

• Actions always speak louder than words.
• Underpromise and overdeliver.
• Thank them for the opportunity.
• IF YOU SAY YOU ARE GOING TO DO SOMETHING, THEN DO IT!!!!

For your FREE copy of the full P.A.N.D.A. Workbook, or if you are ready to find out more about how Mindset + Process = Sales Harmony or have some key questions, then:

Call/Text: 07747 270 7775

Email us

• 100% confidential
• Non-Disclosure Agreement (if required)
• No ongoing commitment
• Testimonial appreciated (if deserved)