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Anyone Seen My Buyer?

Anyone Seen My Buyer?

Chasing Sales Quotes

Chasing sales quotes…how much times does that waste? But you have to do it because it’s the last thing you need to do before you get the order.

You’ve done all the hard work, you just need to clear the paper work and get the signature.

I hate it. I hate it when a sales person tells me they’ve sent the quote and will chase tomorrow, I hate it because at that point I know and the sales person knows that the buyer might just go AWOL. It happens.

Now, ideally, you’d have closed on the day, got the order form signed, shaken hands and just scanned a copy to the buyer for their files. That’s how it should be done.

But, sometimes that’s just not possible.

So the buyer has a chance to disappear!

All you hard work hanging there…

It’s Not Always Bad News…

No, of course not, some buyers do really get abducted by aliens, find a new religion, win the lottery and some even (I know this is tough to hear) will go with another provider…

But the truth is the disappearing buyer is such a pain because it’s cost so much to get the buyer to that stage.

You see, the buyer is bailing at the wrong end of the sales funnel.

The skill – to save time, sanity, money is to get the buyer to bail early on.

The earlier the better.

That way, you’ll know, that by the time you have the buyer at the chasing sales quotes stage, that you are actually both on the same page.

How to Avoid Having to Chase Sales Quotes

It’s simple…make the prospect so committed to buying from you that chasing the quote is never an issue.

See…but you knew that all along…

So how about this, and listen up because this is a key area where sales people create their own living hell.

And, it could be so easily avoided.

Some sales people, not you obviously,  take sales prospects through the whole sales process, investing heaps of time, money and wisdom, when the prospect REALLY should have been rejected at the beginning of the sales process.

Yep, some sales people don’t ask the tough questions at the beginning of the sales process. The tough but fair questions that would define the QUALITY of the sales prospect.

And you know what?

A serious buyer is expecting you to ask those questions!

Sales people who don’t BANT, or they BANT weakly, which means just checking the prospect has a pulse! (for more details on BANT hit this link – More About BANT).

And, when sales people that do BANT, find a less than perfect prospect, they will often put up with less than perfect answers because they fear what will happen if they get stringent with the sales criteria they use….oh no, an empty sales pipeline!!!

Some sales people see that as bad news (I don’t, I just see it as free resource to invest in worthy prospects) but I know sales people who think ‘Nightmare’.

Look at it this way, what would happen if a sales person ended up rejecting a chunk of their sales prospects because they weren’t worthy of time/effort investment?

I will leave that to your conscience.

In a nutshell…if your prospect is going AWOL after you’ve done the hard work, then the buyer was never really a buyer.

You made a bad prospect call and you’ve wasted your time.

Oh, and your sales pipeline is falling apart around your ears (sound familiar?)

Sales Winner Don’t Waste Time Chasing Sales Quotes

Sales Winners close hard on the day and then leave it.

Why would you want to sales stalk a prospect who had no interest in engaging with you?

Sales Winners read the signs and move on.

But you can only do that if you’ve closed hard all along the sales process.

A sales close doesn’t happen at the end of the sales process.

Closing a sale happens all through the sales process – from the first interaction and in every interaction.

You can only do a hard close if you’ve made one unshakable decision. You’ve decided and committed to qualify at every stage of the sales process.

Have you?

Do you?

Chasing Sales Quotes and Winning

This process of continual qualification relies on you knowing the following very early on in the sales process

  • That your buyer is the sign off guy and not the influencer/referrer
  • Where your buyer has budget that is available, or needs to be signed off by another
  • That the buyer has a need that is associated with a painful problem
  • Where they need to sort a solution
  • That they have an ideal time frame for solving the problem, and satisfying the need
  • When they have shared the decision making process with you
  • So that you understand the stakeholders involved, their agendas, the potential competitors, and any external factors that could disrupt the buying process
  • Where you understand the criteria your solution will be judged against…and buy whom
  • That you understand what event could disrupt the buying/decision making process

Here’s a sobering thought…if your buyer is not prepared to share this information with you, then you’ve got yourself a tyre kicker. You deserve everything you get if you pursue the sale…

If you haven’t got the bottle to ask the tough questions…again, you will suffer the consequences of that course of action, so see above

Disappearing Buyers Go AWOL For a Reason

Don’t let the reason your buyer goes AWOL when you’re chasing the quote be because they used your proposal to batter down the quote from their incumbent. Or they used you to yank their current supplier back into line, just wanted to pick your brain. Or maybe the buyer wanted to pass your quote to a competitor. Maybe even worse, just thought it might be interesting for you to pull together all the info they needed to inform the board regarding what solutions are out there…

If you’re investing in the buyer and the buyer process, make sure it’s not all one sided and you’ll never need to chase a sales quote ever again.

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

P.S. you can subscribe to our free Advanced Business Achiever. You’ll get weekly sales and business development insights directly into your inbox (all SPAM free). It’s great for sales coaching, sales mentoring and sales training, daily briefings. Just try it out, just hit the link, there is an unsubscribe button if it’s not for you…

P.P.S. if you’re looking for sales training or sales support to increase your sales team results – call for a confidential chat…

 

High Quality Sales Appointments – Filling Your Sales Diary in Just 240 Minutes!

High Quality Sales Appointments – Filling Your Sales Diary in Just 240 Minutes!

Sales Appointment Setting 

Sales appointment setting is where the magic starts – lots of high quality sales appointments means there is a steady stream of sales opportunities to convert.

A half empty sales diary is just that little bit more stressful.

Filling the sales diary full of high quality, well qualified sales opportunities on a regular basis is a major challenge for many sales teams.

Some sales teams can fill the diary ok, but the quality is so-so. Some sales teams suffer from high cancellation rates. And some sales people just struggle to hit the quality or quantity of appointments they really need for a great sales pipeline.

So, whatever kind of sales appointment setting nightmare you’re suffering from, help is here, because in 4 hrs I can show you how to really boost the quality and quantity of sales appointments in your sales diary.

Because – the truth is – a hot sales diary means a productive sales pipeline….means more invoices!

High Performance Sales Appointment Setting – Creating High Quality Sales Opportunities

As an appointment setter/business generator in any organisation it all starts with you.

You open the door, you qualify the prospect, you assess their potential value, you mix your activity to give a healthy mix of long term prospects and short term wins, you push over walls and barriers to set up the opportunities.

This  sales appointment course is ideal for you if you are looking for ways to increase your effectiveness by adopting simple methodologies that will yield an increased conversion rate and fewer cancellations.

You will see how you can get more from your contacts, reaching higher level decision maker contacts, with potentially higher level requirements, using enhanced telephone profiling and needs driven questioning.

Using these developed sales appointment setting skills you’ll effectively and efficiently boost your pipeline with good quality prospects. Delivering better quality appointments and more of them.

What’s Covered?

In just 240 minutes we’ll cover

  • The Profile of a Perfect Prospect
  • The Psychology of Buying
  • Pre-Call Preparation to Lower Defences
  • Creating Confidence, Credibility and Curiosity
  • What Are You Selling?
  • What Are They Buying?
  • Getting to Yes
  • How to Qualify the Prospect in Call
  • Becoming an Industry Consultant
  • 6 Stages of Qualification
  • 6 Key Objection Handling Techniques
  • Trial Closing and Testing Commitment
  • Minimising Cancellations

Sales Appointment Setting – Course Outcomes

At the end of the course you can go back to your desk focused, motivated and with the skill set to book high quality appointments whenever you want.

You’ll be able to:

  • Negotiate gatekeepers professionally
  • Present yourself as an industry consultant and not ‘just the appointment setter’
  • Engage in a well constructed conversation rather than a sales pitch
  • Quickly establish the needs of the buyer
  • Fine tune your sales message depending on the buyers needs
  • Test their commitment to addressing their needs
  • Use trial closes to build commitment
  • Identify and create buying signals to validate commitment on key criteria
  • Gain referrals, even when no appointment is made
  • Successfully remove or minimise any objections
  • Use the weaknesses of the competition to capitalise on your company strengths
  • Minimise no shows
  • Fill the pipeline with good quality sales opportunities
Sales Appointment Setting Training – Course Duration

240 minutes!

Fully bespoke to your business, your current hurdles and your current objections.

This is the fastest way to improve your sales appointment setting and see an increase in the high quality sales opportunities dropping into the sales pipeline

Sales Appointment Setting – Fees

This program is delivered on an in house, totally bespoke basis – at £495* per half day, up to 8 attendees.

You can also check this out – Discover How to Generate High Quality Sales Appointments and to Fill Your Sales Diary.  It’s a very quick read guide to accelerate your sales appointment setting and improve both the quality and quantity of those all important sales leads.

Carol 

0779 002 1885 

carol@mortonkyle.com

P.S. to receive sales improvement and business development insights into your inbox every week which is perfect for sales training sessions, sales coaching and daily sales team briefs, then register here for your free subscription to the Advanced Business Achiever

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