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salescourses Archives - Tadpole Training

May 21
0

Are you just an order taker?

By | sales training | No Comments

Here’s a quick and easy question. The answer might show you how good you and your team are at sales:

Is your closing rate too high?

In other words, can you proudly boast that you win every job (or nearly every job)?

Well, if you do, there’s a good chance that you’re more of an order taker than a salesperson.

In sales, your job is to make a difference. Your job is to win those deals that wouldn’t walk through the door by themselves.

If you’re closing everything then that’s probably…. wait for it…. because you are not charging enough, OR the orders come in by themselves, in which case, what is the point of paying you a salary????

Any fool can sell something too cheaply …. the real test is whether you can sell on value.

I’ve got one client who has engaged me to LOWER their closing rates.!

Why? Because their team was bringing in too many deals with poor margins… that is a threat to the entire company.

They wanted profitability, not vanity metrics.

So have a think… in your business, are you taking the easy route and just taking orders, or are you really selling?

If you think this applies to you, let’s chat. Click here to schedule in a chat:https://calendly.com/jefere/half-an-hour-with-janet

Jul 03
0
sales training, how to close

There is more to closing sales than just ‘closing’

By | sales training | No Comments

If I was to describe which aspect of sales I’m best at, I’d probably say ‘closing’.

But you hear lots of rubbish spouted about closing, such as ‘use this technique, or that trick’. It’s as though closing is treated like a separate discipline instead of as part of a holistic whole

‘Experts’ tell you that you can close anyone by using their secrets. Well, if you do the rest of the selling properly, you’ll find that closing becomes super easy and you don’t have to try and fool anyone!

Think of it a bit like getting married. If you haven’t done the preparation, then it’s going to be hard to get anyone to marry you! It’s the same with selling – you are going to find it near impossible to sell something if you haven’t done some other things first.

For example to get married you have to do a lot! (the sales equivalent is in brackets):

👉🏽 There is the initial outreach (prospecting)

📚 Research – are they single, are they looking (researching the customer)

📱 Getting a phone number (finding out the contact details)

📅 Closing for a first date (getting an appointment)

👔 Creating a good first impression by dressing to impress, or going somewhere nice (be smart, be punctual)

🥂 Having that first date (meeting)

❓Asking lots of questions (the same)

👀 Establishing what are they looking for (uncovering needs & wants)

🤩 Seeing if you want the same thing (talk about possible solutions)

📅 Getting subsquent dates (closing for the next stage)

👩🏾‍🤝‍🧑🏽 Build the romantic relationship (build the business relationship)

💍 Propose marriage (close for the deal)

If you have done all the steps properly, then you have a much higher chance of getting engaged (winning the deal)

In sales, it really is about relationships and doing the right thing at the right time.

And remember don’t promise things you can’t deliver, otherwise you could be heading for a divorce (your customer leaves you!)

Let’s talk and see if we can avoid that happening to you!

07748 994 334