January 11, 2009
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In this issue of The Sales buzz
As the recession bites what can you do to secure your job or your business
Do you know how many sales appointments, or potential customers, you need to get in front of to hit your sales targets?
How many sales do you need to make to keep your business afloat and still have a job in a years time?
Only by applying your sales resources to the areas where they are needed will you be able to get through the recession, and come out the other side stronger and fitter than your competition. ...and by competition I mean other companies and possibly your colleagues...
How can you quickly become an expert at making sales appointments?
Do you know what the most important line in your sales appointment call is?
Read the section on appointment making sales training. It's going to become really important to you as buyers in all markets tighten their belts and spend only when they see real benefits.
The two sales training topics covered in this issue of The Sales Buzz will help get you through the tough times to come.
Whether you're in business or an employee, success this year will come to those that have invested in their sales skills. The two sales training topics covered here will help get you in front of the right number of potential buyers.
Knowledge, skills, and attitude will be the key to success in the current climate. Learn all you can, put it into practice, and be confident beacuse you took those actions.
How Many Customers Do You Need To See
Are You Above Average?I’m in regular contact with working sales people through my job as a manager and sales trainer. I can say from my experience, that the average sales person, or self employed business owner, doesn’t know how many sales appointments they need each month / week to achieve their sales targets and personal objectives.
So how do they know when they have done enough prospecting, appointment making, or advertising, to achieve their targets or even keep their business afloat in a recession?
Do you know how many sales appointments you need to make to achieve your sales targets and business objectives?
A quick calculation that could change how you plan your selling time.
What’s your average conversion rate, of appointments / pitches to customers, that you turn into sales?
Write the number down eg, 1 in 3, 1 in 5.
How many sales do you need to make to achieve your target?
To calculate this divide your average sale value, in whatever units your sales target is measured in, into your sales target. eg. A sales target of $1000 and an average order value of $50 means you want 20 sales to achieve target. Now multiply the number of sales required by your conversion rate from the previous calculation.
So if you convert 1 in 3 of the people you pitch to, and you need 20 sales to achieve your sales target, you need 60 selling opportunities.
It doesn’t matter what line of sales you’re in, retail, selling a service, direct sales, or field sales. The calculation is the same. That’s the number of potential selling opportunities you need to have any chance of hitting your targets.
If you’re a sales manager think what knowing this figure for your whole team could mean to you.
Take the time to calculate how many prospects you need to get an appointment with, or attract to your showroom, to achieve your sales objectives.
In a time of recession and tough trading, it is vital that you know this figure. You can then target your resources to their best effect.
The above is a very brief explanation of calculating your resources. For a more detailed, ...and I do mean detailed...so get your calculator ready... and open the training page the page on Sales Prospecting that will give you all the answers.
Sales Appointments
Now you know how many sales appointments or selling opportunities you need, how are you going to make sure you get them.
There is a recession happening. Every time people turn on the news they are hit with negative stories about the economy. Even buyers not directly affected by the global crunch will be feeling cautious about committing to any purchases. It is only the most highly skilled sales people that are going to get through the current mind sets and get selling opportunities with potential buyers.
What can you do today to increase the number of sales appointments you make to get the chance to sell your products.
There is one line in your sales appointment call that is more important than all the others. It is the one line that is worth spending time on to make it really effective. ...Do you know what it is?...
The most important line in the whole sales appointment call is your reason for calling.
This is the reason why the buyer should meet with you. It’s the possible benefit to the customer that could gain by giving you some of their time.
Get this right
Show them a fantastic benefit
Tell them about the potential positives
Give them a really compelling reason to meet you
There is a worldwide credit crunch, recession is biting, and major companies are going under. The future for anyone in business, or employed by a company, is uncertain. Don’t be average; don’t give boring mundane reasons why they should meet with you. ...And above all, make the reason for you calling a benefit for them, ...just not you...
On the Sales Training Sales Tips website there is a full section of free sales training on appointment making. The main page of the section is Appointment Setting and from there you can click around stacks of training and ideas that will gain you more appointments.
You can have a sales training program that ties all the appointment setting training together into a step by step exercise workbook.
This is the appointment setting training course I use with my sales teams. ...And you can download it... start using it today... and gain the benefits and rewards... for just £24.50
Open Sales and Training Solution page for Sales Appointment Setting for more information.
Fill your sales diary and become an expert on cold calling and making sales appointments by telephone.
Quickly learn how to build an effective appointment making call.
Simple step by step exercises create an appointment call in your own words, and specific to your product and customers.
Learn how to stack the benefits into the introduction section of the call.
How to close a call, and how to avoid and deal with objections.
A sales and training solution that will earn you money as you use it and it cost just £24.50. ...No alteration in price has been made yet to compensate for the dropping value of the British pound... so grab it while you can at this price.
To make a sale you have to get in front of customers. This workbook sales training course will make you an expert at appointment making and cold calling.
You can use this workbook as an individual sales training course and it also comes with everything you need to present it as a training course to your team.
For more information, or to get a copy for yourself now, open Sales and Training Solution page for Sales Appointment Setting
The Sales Buzz
Sales training skills and how to get the most from your selling time. How using a sales process will gain you the best results. If you just can't wait take a look at Selling Success
Handling objections and a fresh perspective using sales training and NLP selling tecvhniques. There is now a growing section on the website dedicated to Overcoming Objections.
In the next issue we look at a new page that will be added to the site. It will give a way to use the NLP technique of future pacing, and how we can relate it to objection handling.
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.
Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
Easy to learn sales skills
Short and to the point
Simple to put into action
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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.
Wishing you the very best with your sales career.
Stephen Craine
Sales-Training-Sales-Tips