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Sales trainer Enfield Archives - Page 2 of 3 - Tadpole Training

man looking for his marketing money.

You had better be getting inbound right…..or you’re throwing your marketing money away

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Inbound – how good are they in your company?

Whether you are a one-man band, or a multinational organisation, you will inevitably be spending a chunk of your budget on marketing and promotion. The idea of course, is that you will encourage sales, or at the very least, leads and enquiries. So what you do with these leads is critical.

I do a lot of work with companies who have a front line sales/customer service team and, despite pouring loads of resources and effort into generating interest, suddenly seem to lose the plot a bit when it comes to responding to the leads that marketing generates.

Let me tell you what I mean.

These are just 4 of the things I see frequently when inbound calls are not handled properly:

No proper introduction

Have you ever rung up a company to be greeted with just ‘hello’? It doesn’t inspire confidence. After all, have you got the right phone number? As a potential customer it makes you feel uneasy and slightly wrong-footed. So use this SIMPLE formula every time – it’s clean, professional and straightforward:

• Good Morning/afternoon

• Name of company

• Your name

• How can I help?

So for me, this would be: “Good Morning, Tadpole Training, Janet speaking, how may I help?”

Don’t ask the person’s name

What is one of the easiest ways to build rapport? Yes, use a person’s name. How do you get their name? You simply ask: “Who am I speaking with please?”

Don’t get a contact number

I used to head up business development at an international college. We got enquiries all the time from overseas and often, the line was dreadful and conversations vanished. If we lost an enquiry, that could mean that £6,000 in fees had potentially just evaporated. So we developed a simple strategy to ALWAYS get the phone number as soon as we had the person’s name. Try this:

“[their name], just in case we get cut off, what’s the best contact number for you?” 

It is simple and people then understand why you are asking. 

Don’t find out the source of the enquiry

Remember that we are talking about your marketing money here. Often inbound staff don’t ask how people get to the stage of picking up the phone to enquire. You need to know how they found out about you. Apart from anything else, you need to understand which of your marketing pounds are pulling in the punters (spend more if required) and which are not (get rid, reduce or change).

This simple question will not only tell you how they heard about you, but it also gives you the opportunity to position yourself as a trusted company to work with:

“Who recommended you to us?” [wait for answer]

Whatever they say, then respond with:

“The reason I ask is that most of our business comes to us from personal recommendation.”

And before you worry that ‘most’ of your business does not come from personal recommendation, simply adapt the wording to ‘a lot’ or ‘X%’, whatever is authentic and accurate for you.

So there you have it, some simple tips to get your inbound team answering the phone more effectively and making sure they have the most important details of every single call. 

Happy Selling!

If you would like more information about how we can help you transform your sales team, please contact Janet on 07748 994 334 or email jefere@tadpoletraining.com

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yes or no Woking school child

How a split second decision as an 8 year old changed my life

By | entrepreneurs, Food for thought, sales tips, Training | No Comments

How a split second decision as an 8 year old changed my life

About this time of year, 43 years ago, I was sitting in my classroom at Goldsworth Middle School in Woking. The teacher was asking us to audition for parts in the Christmas carol service. The format was simple: come up to the front of the class and read a passage. Then the class would vote for whoever they thought did the best reading. The winner would take part in the carol service as the representative of our class.

Many hands went up to volunteer, all of them belonging to boys. Read More

It’s not MAN anymore – it’s FAN

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I’m subsituting MAN for FAN because it’s time to move with the times!

Those of you in sales will be very familiar with the acronym MAN as standing for:

Money

Authority

Need

(in other words, a simple way of identifying the best person to have a sales conversation with). So, it’s simple and it works, but of course the thing is, it’s MAN (i.e. not WOMAN or female or whatever you want to call it).

I’m sure it isn’t a deliberate thing, but there are undertones of ‘You’ve got to be a man to make the decision’. Now if you’re an [actual] man reading this, you might be thinking ‘what’s the fuss all about – it’s just an acronym?’ So, to all the women out there in sales, I bet there are a few of you who wish there was, well, just a better acronym.

Well my lovely clients on in a recent training session nailed it.

We had a conversation about MAN and they came up with ‘FAN’ ! It’s so simple:

Finance

Authority

Need

So obvious, so brilliant. So guess what I’m going to be using from now on!

Janet trains sales teams and provides one to one sales coaching to business owners who have got a bit stuck with their sales. For information about how to work with Janet, book a discovery call here


waiting to close the deal before it dies

Sometimes it’s better to sell backwards

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Sometimes it’s better to sell backwards

Do I really mean that? Well maybe not everything should be done backwards. But it is certainly worth setting out at the beginning of the meetings, the expectations you have for the end of the meeting!

Let me clarify.

OK – here is a familiar scenario to anyone who has been in sales. Have you ever been in the situation where you talk to your prospect. You do pretty much everything right and then you struggle to pin them down to a start date, or a date to sign? This, by the way, has nothing to do with the prospect creating objections. We will assume they are happy with everything but they are just reluctant to actually commit. It’s very frustrating and, short of just ringing them to ‘check on progress’ or ‘see if it has been signed off yet’ there is not much you can do.

So if this is something that is happening to you a lot, then try this strategy:

When you begin your discussion, start straight away by asking about the date of installation, or use or application. So in other words – the date they need your product or service to be in their possession, doing it’s thing.

This means you can use this date as a starting point and work backwards. You can explain your turnaround times and included details of important stages such as production, delivery and testing (depending on what you do of course). After all, that’s exactly what you would do if you were managing a project. And in many ways, selling is exactly that – project management.

Once you have done this, the prospect has a clear picture of time frames and you can guide them that they need to make a decision by a certain date in order to achieve their desired outcome. This gives them clarity and it gives you a genuine reason to chase them if, for any reason, they start to slip beyond the dates you have discussed.

Not all sales solutions are complicated!

Happy selling!

Come and have a chat about how we can grow your sales. Here’s a link to my calendar

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sales training - sales funnel

Do you use a sales funnel?

By | entrepreneurs, marketing, sales tips, Training, Uncategorized | No Comments

Do you use a sales funnel?colourful tunnel
Do you even know what a sales funnel is? Perhaps you have heard the term ‘sales pipeline’ – well they are pretty much the same thing.

In my view, they are one of the most effective tools you can use to help you win more sales and the good news is that you don’t need a complicated system – a piece of paper, pen and some post-its are really all you require. So let’s have a look at what a sales funnel is and how to use it:

Look at the diagram below. The top of the funnel is wide and, a bit like a sausage machine, this is where you feed in all your potential customers. As you go down through the funnel, your potential customers drop out the side (not interested, no money, something changes) and eventually you are left with a smaller number at the bottom who convert into actual paying customers.

Let’s look at the stages, starting at the top:

Tadpole Training Sales funnel done at MBN

SUSPECTS
This can be pretty much anyone – at this stage you haven’t had any contact with them and you may only know their name or the name of the company.

PROSPECTS
This is where you start to interact with your potential customers. Perhaps they have visited your website, shop, or seen a leaflet. You may have had a conversation with them and know a bit more information. When a potential customer is in the prospect stage, you really want to find out as much as possible about them so that they can move down into the next stage, which is:

LEADS
These people or companies have a genuine need for your product or service. Perhaps they have asked for a quote, or have indicated that they want to go ahead and buy. They may not be ready to buy now, but within this category you can then subdivide them into ‘hot’ and ‘cold’ leads, depending on how close they are to making a decision.

CUSTOMERS
Customers can be defined as anyone who has either actually paid you or committed to purchase from you. Once you have got someone to convert to a customer, you should ensure you maintain high levels of service as these are far more likely to use you again than anyone else.

Final note. I use post-it notes because they can be instantly moved around the funnel as you lose them or develop them through the stages. The best tools are simple to use and this is a perfect example. Good funnelling!

 

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.
Click Here for 8 Proven Sales Tips

The best sales people know when to shut up

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The best sales people know when to shut upclosing sales by knowing when to be quiet.
Have you ever been in conversation with someone, there is a lull, no one speaks and you have the strongest urge to fill that silence with something, anything? We human beings don’t like uncomfortable silences and it is a natural reaction to try and fill this void with words or noise of some sort.

Have you noticed the way that time stretches in moments like this? A few seconds can feel like forever. It makes us feel uneasy and we don’t like it. 

Sometimes we take this to extremes. Who hasn’t chattered nervously about the most inane things because we feel we should? And it can be even tougher when we are in front of a customer. I was talking with someone at a business exhibition a few weeks ago and he was telling me how frustrated he was that he could think of several occasions where he had won the deal and then gone and talked himself out of it again! Read More

Upselling? Cross-selling? Help! I’m Confused!

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Upselling? Cross-Selling? Help! I’m Confused!

Upselling and cross-selling. Do you these two phrases confuse you? If they do, you’re not alone. As if it isn’t enough to worry about selling the main thing that you do, you now need to sell other stuff too? Don’t panic!

It’s not actually that complicated. Let’s quickly explore what they both mean and how they can genuinely help you sell more in your business.

Upselling
This is where you try to get a customer to buy something in addition to the primary thing they want to buy (thereby making the primary product more expensive). For Read More