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Taking Action with Jack Daly ( February 2017 Vol.1 )

Feb 9, 2017
Newsletter

I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line……

Get Reliable Sales Forecasts With Short Meetings by Ian Altman

It’s not a coincidence that most deals are forecast to close at the end of a month.

Sue runs sales and business development for a consulting company. She hosts a sales meeting with her team each Monday from 9AM until 11AM. On the screen behind her, everyone can see the pipeline report from her customer relationship management (CRM) system.

As each rep takes his turn, Sue asks questions. The second time I sat in their meeting, I realized that Sue asks the same questions at each meeting, and to each rep. Doing things the way we always have done them leads to forecast meetings becoming a waste of time.

The Common Traps

You can easily fall into a pattern of questions, without realizing it. At each interaction, Sue asks:

“When did you last meet with them?”

“What’s the next step?”

“When do you expect it to close?”

If a deal isn’t moving forward, she asks, “Do you need help?”

The problem with these questions is that Sue (and you) could answer most of them just from reviewing the CRM and doing a little preparation in advance.

You’ve been taught that people do what gets measured or monitored. But, why does everyone have to be there to know that Tim met with the client last week and that the client will likely push off their decision to the following month?

Have you ever noticed that most forecasts have close dates that fall on the last day of the month.

Why Month End

Does your company make each and every decision on the last day of the month? Of course not. Salespeople earn their commission based on what they sold in a given month. So, is it any wonder that salespeople often set a close date as the end of a month?

If you do have a detailed discussion with the client, and truly understand the motivation and process for their decision, then you can set a specific date. Without the facts, you’ll assign the last day of the month as the date you think you might possibly maybe perhaps potentially close the deal.

When it doesn’t close on that date, you simply change the forecast to the next month, and hope and pray again. That’s not a formula for success. All the rep is doing is hedging for the last day possible. If they get the sale prior to that day, genius!

A Strategy For Shorter Meetings and Better Forecasts

READ MORE

Are you trying to target millennials?

Marketing expert Gary Vaynerchuk says that the biggest thing marketers don’t understand is how important quality content is if you’re promoting your business to anyone under the age of 40 right now. Often, those in that demographic discover a business for the first time by either searching Google or finding content on social media.

“If you are not crushing it and focusing on the content that you put out on the most important social platforms, you’re going to become mute and obsolete in the modern day of doing business,” he writes. “That’s why organic reach is so important because the impression you get when someone comes directly to your page is a much more qualified lead and potentially a more valuable customer than someone you got through an ad buy.”

UPCOMING WORKSHOP DATES

Full 2017 Schedule

Questions? Call Gabriel Clift at 855-733-7378 or [email protected]

7 Bad Habits That Make Salespeople Look Really Unprofessional

Making sales is hard enough–don’t add to your difficulties by doing these things:

As every salesperson knows, it’s not always easy to convince people to buy things–especially things they don’t want. You can easily come off as too sleazy or too eager, too pushy or too uninterested.

Striking the perfect balance can be difficult, but it’s something that’s completely necessary to do if you don’t want to come across as unprofessional to potential customers.

Here are seven bad habits that make salespeople look particularly unprofessional.

1. Lack of product knowledge– There’s nothing worse than being caught off guard when someone asks you about something you’re supposed to know about–especially when you’re attempting to convince the other person to purchase it. Read up on what you’re selling before you make any sales call, so that you can answer all but the most personal of questions.

2. Talking more than you listen– While it’s important to market what you want to give your buyer, not listening–or responding–to his or her questions and concerns is a huge turn-off for any potential buyer. Make sure to pay attention to what your customer says–selling is a two-way street.

3. Inability to turn product features into benefits- The main obstacle people have when grappling with whether or not to purchase something is how the product will benefit them. Selling the product’s features as potential future benefits is something that will persuade them to buy.

READ MORE

The Sales Playbook for Hyper Sales Growth

** Creating a Sales Playbook is important. But other sales drivers need to change along with it.

  • Changing the heads, hearts, attitude, drive and focus of your people on the right HPAs that drive results.
  • The sales manager’s focus needs to be raising Quality and Quantity. Train, grow and develop a team of higher performers.
  • The Playbook maps your proven People, Processes, and Practices so your people do the right things consistently. And you make it repeatable and trainable.

** Every Sales Playbook should have 2 important parts:

    • 1) Sales – Key areas and content needed to increase focused sales execution
  • 2) Sales Management – Key areas to improve how sales managers develop their team in Quality & Quantity and implement it consistently through systems and processes.

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