Sales Masterclass  Top 10 Tips
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Sales Masterclass Top 10 Tips Document Transcript

  • 1. www.scitech2Q03.com Sales Masterclass Top 10 Sales Tips "What would you attempt to do if you knew you could not fail?" Dr. Robert Schuller 1.Define and target your markets. Every piece of advance targeting will pay dividends in reduced cost of sale, time to sale, better return on your marketing budget, and overall improved pipelines, (that means more sales). And once you've identified your best prospects, aim to understand your customer's business, but don't over-research. You want to find out something from them, and not appear to be a know-all. 2.Always have a value proposition. Analysing lost sales invariably points to a competitor able to articulate the value of their service better than you. Test it out as part of your market planning, and use and refine it. It's much more interesting to the prospect than the features of your product, so don't 3.Don't call your top prospect first. Practice makes perfect, so is the account you really want to win the one to practise on? Try out your presentation skills on someone less critical (but don't let them know that) 4.Never leave a meeting without agreeing next steps. The road to nowhere isn't the one you want to be on. And make sure the prospect has something to do too. It shows they're committed to the process and genuinely interested. 5.Only sell the product for free once. It's great to get your early market entry, and create a reference customer, but don't do it more than once. You'll have no money and a huge support overhead, and a market perception of being an easy touch. 6.Question, question, question. But have them prepared in advance so that they bring out the customer's issue, which, surprise surprise, can be resolved by your product. When you've identified their issue, find out the real impact on the organisation. That's where your value proposition comes in. Always ask "If you could fix/improve/etc would that solve" and don't state "With our product you can" 7.Don't be a walking library. The easiest way to get rid of a salesperson is to ask for literature. If you reveal all, then there's nothing left to find out and that next meeting may never happen, (cf first-date sex) 8.Beware of low-hanging fruit. Quite often you're being asked to pitch to make up the numbers (column fodder). Those unsolicited tenders should be handled with care (don't get tender if you're not in a relationship) 9.Have a clear salescycle with defined stages - even
  • 2. when you're starting out. Monitor and report at each stage. It's the only way you'll be able to modify your approach and provide a reliable forecast. At the end of a sales cycle always write win/loss reports. "If you lose, don't lose the lesson" - Dalai Lama. And don't get carried away by success - you might just want to replicate it. 10.Reference stories are your most useful weapon. Always create stories from a successful sale to use in similar situations. Try to make the company a reference customer (try writing it into the contract), but don't take the mickey. Even your best customer has limited patience. Your bonus tip 'Some will, some won't, so what' ©YTKO Ltd, 5-7 Portugal Place, Cambridge, CBS 8AF www.vtko.corn +44 (0)1223 461400