It is no surprise with a strong economy here in Austin and an unemployment rate under 3% that one of the most pressing issues I am hearing from SMB Owners is hiring good people. Specifically in my case… good sales people.

In a previous post Hiring Your Next Sales KNUCKLEHEAD! I talk about how you might go about that, but now I turn my attention to another way to generate additional revenue and maybe more importantly, the right type of revenue. Revenue with higher margins. (Also see Fire Your Clients!! for a simple plan).

So to the point of this. I am hearing a lot, “Bob, can you find hire a good sales rep”, “How do I take the risk out of hiring a salesperson” and my favorite “I need a real Hunter!”… like they grow on trees!

Here is an idea.
Squeeze more juice from your current fruit basket!

Instead of investing in a high risk, high cost sales hire consider investing in creating a scalable and sustainable sales plan that provides you with the data to increase activity, coach effectively, drive compliance and accountability, protect the value of your marketing leads, maintain and improve on sales retention and increase margin with equal or lower overall labor costs.

The solution is to define a process and plan that shows you how to leverage your team’s time, your team’s skills and their energy. What you measure gets done!

I know it works because I do this all day long for my clients and I deliver a very high ROI. While most SMB have some core metrics, most lack a system to track a lead or target down a clearly defined funnel. This is the only way you can take corrective action and more importantly determine steps for continuous improvement to squeeze more juice out of your existing team and pipeline. This provides a plan for Sales Balance and proper tactical training based on an individual’s skill development needs.

And all boats rise on an incoming tide!
Go HERE for details.


If you are a Small to Medium B to B Business owner with an under-performing sales team, call me at 512 658 9500 or email at rsdavis@simplesalesstrategy.com. I will trade an hour of my time for an hour of yours to get under the covers. No cost. If you hire me, great. If not, we have made a new friend.


If you are an independent sales person or Selling Owner consider my virtual simple and sustainable sales plan. I use a simple outline of a Sales Discovery, a Sales Foundation Build and a Coach + Manage Plan. Includes all tools including a simple sales plan template to organize your targets.

Very simple. Very flat. Very sustainable. And most of all very, very SANE!
No tricks, no long term commitments, no manipulation. 90 minutes to review. 4 hours max to set up.
Use forever.

You can learn this simple and sustainable sales plan with a $149.00 investment and 90 minutes of your time.
If you don’t think it was worth it, I will refund your money 100%, no questions asked.

Check out the details

Oh my… why would a Sales Consultant recommend that you “Fire” your clients? You should be helping me find new ones!! Dern Bob… you must not be very good!

Let me explain. When the market is “down” my clients hire me to help them with new business development (revenue) and when it is “up” they feel that they don’t need a “Sales Consultant”. Yet I am busy in “down” as well us “up” markets. Why? Because there is opportunity all the time!

In a solid market like we are experiencing now, why not work on new business development AND work even harder on increasing margins? This is why I say it’s time to consider “Firing” some clients.

Here is how you might do that.

  • Create a simple spreadsheet with the following columns
    1. 2015 Revenue
    2. 2015 Gross Profit Margin
    3. Average Aged Receivables
    4. “Hassle” Factor – On a scale of 1 (low) to 5 (high) how difficult are they to deal with i.e. heavy customer service support, tough to deal with, hard on employees, are not cooperative, tight turns, unreasonable demands, returns, etc.
  • Sort the columns and take a good look at it. Sort it a number of ways. Take another good look. You will see the clients that are best served by your competition!
  • Take another look with them out of your spreadsheet replaced with a “clone “of one or some of your midrange revenue but higher margin accounts and look how that effects your total gross margin. Fuss with it.
  • On the identified clients start to raise their prices to where it would be “worth-while” for you to have them on your balance sheet. You can do it incrementally if you like, but raise your price.
  • Now turn your attention to building new business opportunities with better potential.
  • If this scares you, consider raising your prices a ½ -1% per month every month on a grouping of lower ranked clients. You will see incremental margin improvement and lower the risk of a lower revenue number, should that be a specific concern.

It doesn’t cost you anything but some time to take a look. You might be surprised at what you see. This is why I stay busy. If you can increase margin and build a pipeline of “better” customers your business will be more profitable, stronger, worth more and more fun with potentially lower operating costs!

About simple.sales.strategy
We provide support and sales training to small and medium size businesses and individuals by building an effective, simple and proven systematic sales process that is scalable, sustainable and sane.

With this structure and guidance, sales teams and individual sales professionals move prospects to customers, existing accounts to growth and marginal accounts to improved profitability with consistent and measurable results. 100% Guaranteed

If you don’t have a Simple Sales Plan that works consider purchasing my low cost ($149.00) 100 % GUARANTEED Training Video with all the tools, sales plan templates you need to execute for yourself.

asimplesalesplan.com 

keep calm

The Sales Epic Fail !!

On December 4, 2015, in Sales Plan, by bob davis
0

OK, a little sensational maybe. Epic? More like failure on the installment plan. It is the desire to succeed without the results. It is the Pareto Sales Guy or Gal. The 80% of the sales reps that bring 20% of the business. That is a FAIL. Maybe even epic. Why work hard and not get the results? That sucks. No fun. I get that.

The problem is that you don’t have a simple to execute, day in – day out sales plan PLAN that works. You are not focused on your on the best opportunities with the best possible results or one that provides you with the best tactical training for your individual needs.

If you agree, then what about a solution? Well I have shown hundreds of sales reps how to “Fix the Fail”, how to build a simple sales PLAN. Know who you are calling on and why, who to spend time with and not. Know the best possible introduction scripts and objection handing scenarios for your industry, know how to make a high value presentation that brings a high result proposal to a closed sale.

The solution is to define a process and plan that shows you how to leverage your time, your skills and your energy. Here’s how.

I fix this with a simple and sustainable sales plan that works. I use a simple outline of a Sales Discovery, a Sales Foundation Build and a Coach + Manage Plan. Very simple. Very flat. Very sustainable. And most of all very, very SANE! No tricks, no long term commitments, no manipulation. 90 minutes to review. 4 hours max to set up. Use forever.

You can learn this simple and sustainable sales plan with a $149.00 investment and 90 minutes of your time. If you don’t think it was worth it, I will refund your money 100%, no questions asked. Check out the details HERE.

If you are a Small to Medium B to B Business owner with an under-performing sales team, call me at 512 658 9500. I will trade an hour of my time for an hour of yours to get under the covers. No cost. If you hire me, great. If not, we have made a new friend.

Building a Simple + Sustainable Sales Plan
 – Step by Step Simple Instructions –
Digital Presentation
 with a Sales Plan Template + Tools to Execute
$149.00

GREAT FOR AN INDIVIDUAL SALES PERSON or SELLING OWNER 

100 % Guaranteed – Doesn’t work for you – 100% Refund
Over 400 people have purchased this training with only 3 Refunds ! 

Order HERE

Use for Team Training – Sales Meetings – On-Boarding New Reps.
All tools included to execute as ONE or MANY.

In this 90 minute digital workshop I outline a sustainable and simple sales plan to help an individual or a team deliver sustainable results quickly and over time leveraging a simple process that works in large as well as smaller companies. Includes sales tools, a simple sales plan template scripting and formatting documents.

You can review and use as many times as you like and at your leisure.

I identify and breakdown into simple components a selling plan by defining the structure, identifying the tools, outline how to use a simple sales plan template as well as key tactics to improve sales results.

Outline:

  • Sales Audit– Identify and focus on key prospects and customers
  • A Qualification Funnel – To provide accurate Account and Prospect Ranking
  • Sales Pipeline Development using a simple sales plan template
  • Word and Script Development – The appropriate words to accounts/prospects along a structured selling pipeline
  • Building a CRM with sales plan template. (Customer Relationship Management Tool)
  • Selling tools and specific strategies (cold calls, voice mail, etc.)
  • Objection and Questioning
  • Additional Resources

What you will receive:

  • A sales plan that you can implement immediately
  • How you can build or repair an existing foundation
  • Tools to better manage activities and define next steps
  • Works for One or for a team
  • See account/prospects “stucks” and take corrective action
  • Ability to identify areas of future skills improvement

Sales Tools

  • A simple sales plan template
  • How to build an effective Elevator statement and Value Proposition
  • Scripting and Structure Outline and sample scripts
  • Spreadsheets Account Management for Importing into a CRM
  • Spreadsheet for weekly metrics reporting and management
  • 50 Probing Outline with open ended questions
  • Pipeline and Ranking outline
  • Note outline of the presentation

To Purchase
Order HERE

In my sales trainings I’ve noted that most reps often consider sales objections as a negative. A quick look at the other side of the coin will allow you to see that they are positive part of the sales process.

Consider this idea. Sales objections are part of the communication. Often they are a “stall”, used in an effort to get you off the phone. In many other cases objections are “signals”. In either circumstance they are valuable if you use them to your advantage. How?

Here are some thoughts, guidelines and scripts to consider.

While there is no way to anticipate all combination of sales objections and responses, it is important that you make a list of the common sales objections (there are a lot less than you might think) and have a series of questions and responses that help you move the conversation towards your value proposition. In this way the conversation will allow you to differentiate yourself and company, creating an “impression” with the prospect.

Plan it out, anticipate and role play. The goal is to address the objection in a way that creates enough interest in the prospect to set an appointment, demo or next step that keeps the prospect and conversation alive or qualifies them as a lesser prospect for your product or services so you can move on to more valued prospects.

In general there are two types. “Buying Signal” or the “Brush Aside or Stall”

Buying Signal Objection Guidelines

  • Empathize. – Acknowledge that you understood.
  • Repeat – Confirm your understanding.
  • Question – Based on the objection, question or probe to flush out the reason for the objection.
  • Listen – Carefully listen to determine if your product/service has a differentiating value.
  • Respond – Reply with your value proposition. Try not to sell on the phone (unless that is your current process).
  • Ask – Ask for an opportunity to set an appointment to discuss in detail your product/service and to learn more about your prospects needs.

Here is an example of how I handle a “Buying Signal” objection in my business.

simple.sales.strategy  Intro: “Good morning Mr. Prospect, My name is Bob Davis with simple.sales.strategy – I help businesses such as yours develop and execute a sustainable and simple sales plan.  I have engaged with over 30 companies in Austin and they speak highly of my work, I have helped them increase revenue and margin while building a strong and effective sales team.”

Prospect Objection (aka sales objections): “We have done sales training in the past and it didn’t work for us.”
(Note: What I’m really hoping for is … “Who are you working with?” Then I have stories that illustrate my value.)

S3:  “Mr. Prospect.. I understand. What about that training was disappointing?”

Prospect Objection (aka sales objections): “We did not realize sustainable improvement.”

SSS: “Mr. Prospect, many of my clients have had that same experience with other sales training programs. What they found in working with me is that I first develop a sustainable strategy that is simple and scalable, and then we move towards tactical execution. Our strategy creates consistency and measurable results over time.”

Pause and await other sales objections and if so.. handle. If not ask for the appointment in this way.

S3: “Mr. Prospect I know your time is valuable as is mine, what I would like to suggest is that we spend a half hour together so I can learn more about your challenges and share why my services will add value to your business. If I can’t do that in a half hour, I will pack up and go.”

If you determine it is a “Brush Aside” A few examples are

“I don’t have time for you now”
“I don’t need your services”
“We are all taken care of”

How about something like this?

S3 “You know Mr. Prospect… some of my best customers said that the first time we spoke and after they met with me they realized that I deliver a simple, scalable and affordable sales solution. I have created value for companies like Best Star Foods, Big Tex Investment and Austin Internet. I have strong referrals to owners and testimonials of the value that I deliver.”

Pause and handle any other sales objections and then ask for the appointment

S3: “Mr. Prospect I know your time is valuable as is mine, what I would like to suggest is that we spend a half hour together so I can learn more about your challenges and share why my services will add value to your business. If I can’t do that in a half hour, I will pack up and go.”

Summary

If you take the time to list your most common objections and plan your responses you will find that in many cases you can respond naturally while engaging your prospect into a dialogue that will allow you to define your value and purpose as well as keep the sales process moving forward. You won’t be able to convert all your calls to an appointment, the idea is to improve your percentages and leave an “impression” with your prospect of your value and brand.

If you don’t have a Simple Sales Plan that works consider purchasing my low cost ($149.00) 100 % GUARANTEED Training Video with all the tools, templates you need to execute for yourself or a sales team.

If it doesn’t work for you, I will refund your investment NO QUESTIONS asked.
a simple sales plan

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Connect with Bob Davis on LinkedIn 

Bob Davis is the founder and president of simple.sales strategy in Austin, TX providing effective sales training and support to small and medium size businesses and individuals by building an effective, simple and proven systematic sales process that is scalable, sustainable and sane.
He can be reached at 512.658.9500 or rsdavis@simplesalesstrategy.com

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