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salestrainingyork Archives - Tadpole Training

Nov 25
0

Sales lies are abundant

By | sales training | No Comments

I am sure you will agree with me that sales lies are abundant

For example:

💥 “YOU NEED THIS SECRET THING!”

💥 “THIS IS THE LAST GIZMO YOU’LL EVER NEED!”

💥 “HOW THIS SIMPLE TRICK EARNED ME A GAZILLION POUNDS IN 24 HOURS!”

We see it all the time don’t we?

Exaggeration, hyperbole, dare I say it, lies.

To be good at sales (that could read ‘business’ too)

What you need is:

1. An understanding of why you are doing what you are doing
2. A process
3. Exposure to proven tools and techniques which you adopt and use
4. Chuck in some diary management and a readiness to consistently put in the hours and guess what?

Success will come.

🥴 It might not be in 5 minutes
😵 It might not be easy
🤩 It might be the best thing you’ve ever done.

So do you want your team to learn to sell properly?

Are you fed up with chucking good money after bad on the next ‘new thing’?

Let’s chat. No fluff, just results.

Email me if you would like to find out how you and your team can learn to sell without the hype jefere@tadpoletraining.com

Or book a slot in my diary so we can chew things over https://calendly.com/jefere/half-an-hour-with-janet

Nov 22
0
Janet Efere looking very unhappy

Have you ever mucked up the perfect sale?

By | sales training | No Comments

I managed to – here’s how to muck up the perfect sale …

I was approached by a fabulous company who had been checking me out on LinkedIn. We spoke, we met, we tweaked the spec. I loved them, they loved me (it was such a good fit).

All the stages – discovery, uncovering specific needs, tailoring a solution, pricing, proposal, follow up …. done.

You can never be 100% confident, but I put in a ton of effort and I would say I was about 95% – and only one other provider in the running.

Then I got the phone call ….

Janet, we loved you BUT ….. (ever had that heart-sinking moment?)

It turns out my competitor had offered them something I hadn’t.

Couldn’t believe it. I said nice things. I felt awful.

Went away and thought about it.

😭😭😭
Gut reaction “I haven’t got that extra ‘thing’ – blast that competitor who did, it’s not fair, how come they have it? It’s not even that important. Grrrrrr”

🤔🤔🤔
Then sensible reaction
1. It wasn’t because I didn’t have that thing (a way of delivering elearning by the way)
2. It was because I had failed to uncover that they had a need (or rather a desire) to support their long term strategic vision for how the company would develop. That way of delivering elearning totally suppported their vision.
3. It was totally within my power to have provided it also
4. I had simply failed to uncover this need/desire myself

So actually, the fault was within me.

This is why it’s always good to reflect when you lose a deal.

It can stop you complaining about the customer, the competitors, the economy, the weather, what side you got out of bed.

All of that is irrelevent – as sales people it is up to us to do the best job we can. Ultimately I failed to support that client as well as I should. I’m sure they will be happy with their new provider. I hope so. But what if they would have been happier with me? Then I have done them a disservice by failing to sell properly.

Wow.

So you know what? I wish them well and I will do the most sensible thing I can – and that is to not make the same mistake again.

Does this resonate with you?

It happens to us all, but at least I knew what had happened.

Here are my contact details if you want to chew over your sales issues:

07748994334

https://calendly.com/jefere/half-an-hour-with-janet