As a
sales training consultant, the three biggest issues I help salespeople with today
are:
·
Price
integrity.
·
Customer
loyalty.
·
Fighting
hungry competition.
These issues
manifest themselves in BOTH lost sales that you could have won, and lost
profits that you could have earned.
The Tough questions I ask my clients
(and you should be asking your team) are:
• What are
you doing to fight price pressures?
• What is
your sales team doing this year to dominate the market and the competition?
• What is
the perceived difference between you
and the competition?
• What are
you doing to create real value for
customers and prospects in your sales presentation?
• What are
you doing to build more value-driven, loyal relationships?
And
the age-old question:
• Where’s
the beef? (AKA: Where’s the proof YOU are the best buy?)
The key to success lies in the
following 5 answers:
1. Value
offered by the salesperson vs. value perceived by the customer. Ask yourself: What am I doing to
TRANSFER my value message so the customer receives it AND believes it to be
valuable?
2.
Reputation of the product, the company, AND the salesperson. Ask yourself: What is my TOTAL
reputation and how do I continue to build it?
3. Proof
of product, service, value, quality, and outcome – social and video
testimonials. Ask
yourself: How am I using “voice of customer” as both social proof and video
proof to win customer confidence and sales?
4. Depth
of customer relationships, both with the salesperson and the company. Do they
just “like me” and still ask me to bid or quote, or do they just call and
order? Ask
yourself: Am I still bidding on business, and waiting to be told I won?
5.
On-going, on-demand weekly training and reinforcement to both help and support
salespeople in the field or on the phone. Real-world, web-based training available on all mobile
platforms. Ask yourself: What type of training am I offering that actually
HELPS my team improve and make more sales?
Go to www.gitomerVT for an amazing example! TRY IT FREE for five days! Simply go to www.gitomerVT
to register for a
complimentary trial. Enter my 4-digit adviser code 2064 in the “Who referred you to GitomerVT?” field. The free access
begins immediately.
Remember,
the old way of selling doesn’t work any more - the difference is your sales
success and your profit.
About the Author:
Michael Coelho, MS, is a corporate sales trainer with over 15 years of demonstrated success as an award
winning sales professional, sales manager, and corporate trainer. Michael is also currently an Adjunct
Professor in the Department of Economics, Finance, & Management at
Manhattanville College.
Michael
is also a Gitomer
Certified Advisor (Jeffrey Gitomer is the author of The New York
Times best sellers The Sales Bible, The Little Red Book of Selling, and
The Little Gold Book of YES! Attitude) and
can bring you the most up to date sales training based on the best-selling books and proven strategies by Jeffrey
Gitomer. Michael can be reached at gethired@mcoelho.com.
