Below is an excerpt from a free report I wrote called…
“The 5 Biggest Threats Affecting Companies Who Employ Sales People and How
to Flip them to Your Advantage”
With business as tight as it is, it should come as no surprise that the business’s who’ll continue to succeed and gain market share are the ones who have a proven, documented, duplicate-able system for converting the valuable leads they get into the business.
Business owners, CEO’s and sales managers who ignore this CRUCIAL piece of the puzzle are at best likely to loose market share to those that do pay attention, or at worst fail and become an “also ran” in their industry.
The main 3 reasons why not having a proven sales system in place is likely to spell disaster are…
1. Most Companies don’t know what their best guys are doing
2. Good leads and potential long terms clients are being burned with sales
people who haven’t been taught a proven approach
3. Customers get too varied an experience of the company’s service to feel
happy enough to refer future business to the company
1. Most Companies don’t know what their best guys are doing
Here’s the tough part about this one. If you ask your best sales guy or girl what they’re doing to sell so much product or service.
Guess what? they won’t be able to tell you.
Why?
Because they’re doing what they do subconsciously. What they do has been nuanced over so many years of subtle shifts in their approach that they now do things without being aware of them.
It’s only upon examination by someone trained to know what to look for that the key elements can be broken down into a series of train-able steps.
I have proven this many of times in dozens of companies – you ask the top performing sales person what they do and they can’t for the life of them explain it to you.
And it’s not their fault – but here’s the thing.
Once you have what they do captured and systemised, you then have a super powerful, proven process that can be leveraged and taught to the rest of your team with SPECTACULAR results.
If you don’t do this, and your top sales producer/s leave, they will take their proven sales formula’s with them and you’ll never discover what is was that made them successful.
2. Good leads and potential long terms clients are being burned with sales people who have not been taught a proven approach
I have seen this continue to happen time and time again. In fact, it is my observation that business’s leave HUNDREDS of thousands of dollars worth of unconverted leads on the table EVERY month by burning good qualified leads on unskilled sales people.
Here’s a couple of examples.
Retailers spend huge amounts on rent in massive shopping centers and advertising to bring people through their doors, but it is a well known fact that in Australia alone only a staggering 52% of shoppers are greeted and that 82% of lost sales are lost in the approach.
Companies who sell business to business go to the trouble of putting great lead generation systems in place then convert almost none of them because of poorly trained or managed client managers.
I don’t really need top harp on any more than this it’s CLEARLY a massive opportunity to grow sales in disguise.
3. Customers get too varied an experience of the companies service to feel happy enough to refer future business to the company.
This is massive – a business can grow exponentially if the client experience is consistent enough, but if your teams level of skill is so varied, the client’s experience will rarely warrant a word of mouth referral.
Sadly, referrals don’t just happen by accident, they have to become a systemised programmed event.
This has been the lion’s share of my work over the last 7 years.
We have continually used a formulaic approach to capture, improve, script and then systemise hundreds of companies sales systems both in retail and business to business, then teach it to the existing and future team members as they come on board.
It can then take on a life all of it’s own in print, audio and now video to become a CRITICAL tool in ensuring a CONSISTENT sales message is being taught to the sales team to maximise every sales opportunity. Then of course you are controlling the experience of the most influential person in your entire equation.
YOUR CLIENT
I Hope this was useful.
I know I said this last week as well, but If some light bulbs went off for you here and you’d like the completed report once I am done, contact me and I will send a complimentary copy to you.
Have a great week.
Take care of yourself and the ones you love.
