SALES DEVELOPMENT
Your salespeople are leaving money on the table.
How much? Well, that depends on the problems you have and how big they are.
If you do have a problem (and let’s face it, you do if you’re looking up sales training solutions) the root of it will be one or more of the following 3 things:
PROSPECTING
Are your salespeople on the phones enough?
Or do they prefer to hide behind excuses and a LinkedIn tab? Perhaps they prefer to drive aimlessly around random industrial estates dropping off leaflets and call it ‘relationship building’ or ‘business development’.
Bottom line is, if they’re not increasing their customer base, your business isn’t growing as much as it could be.
SALES REVENUES
Ever wonder why your salespeople pull in the same revenues, month after month?
It’s because they’re making comfort calls to the same accounts and taking the same orders. All well and good until that customer goes elsewhere. Then you’re left with a hole in your profit and nothing to fill it. This isn’t selling and, if you can relate to this then it means you have a team of order takers when you really need order makers.
Your most costly overhead isn't your branch, your stock or even your staffing costs, It's the money being left on the table from lazy selling.
PROFIT MARGINS
Do your salespeople fold the second they’re asked for a bigger discount?
Do they struggle to sell on value rather than on price?
Discounting is inevitable. I’m not going to pretend that there’s a magic formula that’ll get your salespeople to suddenly stop doing it. That said, there are ways to discount strategically to keep your customers happy and maximise your margins.
You could do nothing and hope your problems solve themselves.
You could fire your poor performers and hire some replacements.
Or, you could invest in your people and give them the training they need to thrive.
THE PROCESS
1
Discovery meeting with MD/GM/OWNER
2
Sample session
delivered
3
Our roadmap created and client services agreement signed
4
Tailored training and curriculum developed
5
Delivery and implementation
6
Performance assessed and results evaluated
WITH MY DIRECTION YOUR PEOPLE WILL:
1
Discover how to present electrical products in a way that SELLS rather than TELLS
2
Ask the right questions to filter out the timewasters and
tyre-kickers
3
Pre-qualify their sales meetings rather than wing it and hope for the best
4
Start spending their time wisely to become efficient sales machines
5
Stop mindlessly taking orders and start using their brains to cross-sell, upsell and switch sell
6
Build qualified sales funnels that produce predictable revenues
7
Ghost past gatekeepers as if they were never there
8
Consistently speak and act like the professionals they are
WHY ME?
If you’re looking for someone to come in and deliver a couple of days training every 12 months, you’ve come to the wrong place. I only train electrical salespeople. I know our industry and the unique challenges we face so I know that approach doesn’t work.
Sure, you might see a boost in your revenues immediately after a one-off training session. But before long, the enthusiasm wears off, memories fade, and your salespeople are right back where they started.
You need a partner.
To maximise return on investment sales training must include continuous re-enforcement. Little and often.
That’s where I come in.
You see, I’m not just a sales trainer, I’ll act as your interim sales director. 100% results-focused. Leading from the front. Practising what I preach. Feeding back to you.
Sound interesting?
Contact me, and I’ll be in touch.