Insthinktive

blog

Rapport Building using PRESENT

August 13, 2014

Here’s a short 3 minute video on building Rapport in the sales presentation.

Rapport Building using PRESENT

I’m not in to buying problems

July 31, 2014

Here’s a link to my latest linkedIn post..

https://www.linkedin.com/today/post/article/20140731104724-26413312-i-m-not-in-to-buying-problems?trk=mp-edit-rr-posts

Best regards;
Ronan 

Call me on +353(86) 7732201
Website www.insthinktive.com
Our Blog www.insthinktive.com/blog/
LinkedIn www.linkedin.com/in/ronankilroycoaching

Needing a different lens

July 17, 2014

Maybe it is an overused metaphor, but as a keen amateur photographer I understand the value of changing lenses to gain a different perspective. I also see the value in altering the “aperture” to narrow my focus (and allowing me to blur the background out) , or indeed broaden my focus and let more of the scene come in to focus.

So ok you have all the lenses but the question is how often to you change them, to gain a different perspective?

Joe was a classic example of this. Joe is a successful entrepreneur, and such he recognised the necessity to maintain his energy levels. He was overweight and out of shape. He lacked energy and he simply hated the way he felt and looked. So he took action and hired a fitness coach.

Joe is a man of action and so he committed and he did see results. He felt more energetic, but even after a year of continuous training every time he looked at himself in the mirror, he could never see the progress. He remained deeply entrenched in a negative view of how he looked. And despite continuing with the training, he was getting more and more frustrated by his perceived lack of progress.

You see Joe only focused on what wasn’t quite perfect yet. He simply couldn’t see the progress he was making. That is until one day whilst in a training session he was standing in front of a mirror doing some bicep curls.

What was unusual this day was that he was much closer to the mirror, which had the effect of “cutting off his head” from view. In other words he could only see his body from the neck down.

And something was different, dramatically different. When he couldn’t see his own face, he saw a physique he didn’t recognise. One that was toned up. One that looked fit, one that looked exactly like the one he had worked so hard for. Joe had a very powerful moment of personal insight. And it changed his perspective on himself forever. He was simply using the wrong lens. The wrong viewpoint.

In my experience this is often what we do in our daily roles as leaders and sales leaders. We get so caught up in what doesn’t work, what doesn’t look right, what is going wrong, that we lose the ability to simply “change the lens” and hence our viewpoint.

Rarely is a problem viewed with a different lens as big as we viewed it originally. When we remove our “personal maps” and views of the world. When we challenge our own filters that block our ability to see things as they really are, like Joe did accidentally, we gain insights. We see something that changes our perspective. And that can be the nudge we need to move forward again.

Getting stuck is normal, and  often a simple nudge is all we need.

If you don’t feel you have a different lens, no problem. Talk to someone. But you are not looking for advice, you are looking for perspective. That can come from the most unlikely of sources. My 6 year old and 8 year old sons have lenses on life that just fill me with wonder. I can’t buy these, but I can learn from them..

Simple but not easy….

Best regards;
Ronan 

Best regards;
Ronan 

Call me on +353(86) 7732201
Website http://www.insthinktive.com
My Blog http://www.insthinktive.com/blog/
LinkedIn http://www.linkedin.com/in/ronankilroycoaching
Twitter https://twitter.com/RonanKilroy

You Need Your Script, but You Aren’t A Parrot

July 3, 2014

Insthinktive Influencing
 
You Need Your Script, but You Aren’t A Parrot
 
Scripting is essential to your success. Carefully chosen structure and words will always improve results. You have a limited time to connect and build rapport and your script will enable this more easily. 
 
You aren’t a Parrot though. You must rehearse your script. You’ll never read it. Never. 
 
You’ll rehearse to the extent that is just a natural sounding conversation you are engaging in. If you sound scripted you’re going to have resistance. 
 
Find the words you feel you are comfortable with. Be natural.
 
A memorised call will always outperform a spontaneous approach. 
 
Practice, Practice and Practice more. There is no substitute for this. 
 
-Try recording your script to see how it sounds
 
-Ensure that you always leave the space for others to respond and feel included
 
-Always anticipate the 4 main objections, Price, Time, Relationships and Need. They are guaranteed to come, so are therefore easy to be prepared for. The top Salespeople love objections because they know they can be overcome them. 
 
 
Example
 
“We already have a supplier” 
 
“Great, so you are 100% happy with the prices, the service and the quality you are getting, and see no room for improvement”?
 
Now before you go we’ve tried this and it didn’t work (Your objection!! to doing it). We say “OK you’ve tried it but have you tried enough until it did work”?
 
Excuses are just that, excuses. They rarely have foundation in real action. In other words you are looking for the perfect script. The one that works 100% of the time. The NO FAIL script. And it doesn’t exist. 
 
 
This is a numbers game we live in. This is all about improving your odds.If by handling this objection this way you improve your conversion rate by 1% you have a really tangible end result of a €1,000 sale. So you must persevere. 
 
You are just trying to create an opportunity to continue the conversation. And this is only achieved through great preparation. Script enables this and give you great confidence. 
 
Some Useful Tips;
 
-Be sincere and warm
 
-Be brief
 
-Highlight 3 to 4 key results you can deliver to the prospect
 
-Leave space for them to interact
 
-Ask lots of questions
 
Example
 
“Hello Mr X, this is John here from the Y Hotel in Dublin. Have you ever visited us before? 
When was the last time you were in Dublin? 
Recently we sent you an invitation, did you receive it? 
Are you the person who makes conference decisions in your company, or is it someone else?
 
Do you plan to take us up on our special offer now, or do you plan to request more information. 
(Watch the language here. It is quite directive and eliminates the “are you thinking about”. Do you plan..)
 
As you probably read, we are offering businesses who book a conference in our hotel during September an amazing 25% off for groups of 20 or more. We are also offering complementary coffees for the groups daily. 
Are you holding a conference this year? Where do you normally hold your conferences. 
 
How many normally attend your conferences? 
I think you may be interested in saving money and having a first class facility available for this conference?
 
And just to remind you we are offering 25% off, complementary coffees, plus we include all conference equipment such as projectors etc. 
When would you like to make arrangements to book? 
 
 
This is a well scripted conversation. And the emphasis is on conversation. Note the positive language and the numerous questions. Is it perfect?  No. But you can perfect your own message and try above all else to achieve a balance that is non threatening but also achieves the goal of making the sale (or getting the appointment).
 
 
Failed scripts mean failed calls. 
 
Ensure loads of personality, great structure, plenty of space. Simple and to the point. 
 
You’ve only got 15 to 20 seconds to make an impression. 
 
 
How Do You Keep Motivated? 
 
-Have competitions
 
-Reward yourselves for the activity and the results
 
-Ask for our insthinktive call motivation sheet 
 
-Focus on the end results. The new clients. 
 
-Focus on having fun, they are just people after all
 
-Enjoy the fact that you are getting instant feedback from your marketing 
 
-Take regular breaks, work for 90 minutes then change scene. Listen to some music. Grab a coffee. Take a walk. 
 
-Focus on the results your product or service can deliver
 
-Experiment with different words and scripts 
 
-Have daily goals
 
 
 
Key Takeaways
 
- Using the phone is a low cost and effective strategy 
 
- Create simple scripts that engage prospects and open up the conversation
 
 
 
Simple, but not easy…..
 
Next session; Sales is a long game
 

Networking On The Phone

June 25, 2014

Insthinktive Influencing
 
Networking On The Phone 
 
Telephone marketing is a phenomenally powerful marketing tool. It is a much maligned strategy but that in our opinion is driven by a lack of understanding about how, and when to use this tool. 
 
 
A telephone call is the most immediate strategy we know for getting through to prospects.
 
It is a lot more personal than a letter or an advert. It is also a much lower cost than direct mail, flyers, marketing brochures and advertising. 
 
You can literally get an unlimited calls package with your mobile phone company for less than €50 per month. That’s the most cost effective marketing strategy I know for the results you can get.
 
You’ll also know that using the phone in conjunction with a direct mail is the smartest way to leverage the strengths of both. And we strongly encourage that you have a simple system of follow up on the phone, post direct mails being posted. Leave a week to follow up and then call. 
 
 
Removing The Negatives
 
OK let’s get the negatives out of the way. Yes using the phone isn’t among the easiest of strategies. It requires a level of determination and a positive attitude to overcome the inevitable rejections. That is if you see them as rejections. Don’t. 
 
From a mindset perspective you must focus on the end results. Let’s take a quick look here at the potential. 
 
Let’s assume that you need to make 100 calls to generate an order. Now we work with clients whose average order values in the main exceed €1,000. What’s your average order value? Let’s use the average of €1,000.
 
So for every 100 calls you generate €1,000 in sales revenue. 
 
Assuming the average call takes you roughly 3 minutes. Remember you probably will only connect with on average 30% of those you call. And the actual conversations will vary in length but as an average 3 minutes is workable. 
 
 
300 minutes is 5 hours of concentrated work. Now you are a business owner or a full time sales person and you work at least 50 hours per week. 
 
So based on these rough numbers if you made 1,000 calls it would take you 50 hours in time, and generate you €10,000 in new sales in a working week. 
 
That’s working on a 1% conversion rate of sales to calls. That’s a €500,000 business annually. 
 
Where would you get that sort of result for 50 hours of your time a week? 
 
Clearly you aren’t going to be on the phone 10 hours a day but you can leverage others to be. Personally we wouldn’t recommend any more than  3 to 4 hours a day as an average. 
 
It’s tough work, but very rewarding. 
 
Your goal will always to be to improve  your conversion rates, by improving your scripts, your approaches, your words, and your direct mails. You will test and measure consistently to improve your results. 
 
 
Repetition is the key
 
One call is never enough. You must apply my “follow UP” strategy to increase the number of touches you’ll need over time. Some will buy now. Others need time to build our trust and hence the follow up.
 
 
Simple, but not easy…..
 
Next session; You Need Your Script, but You Aren’t A Parrot 
 

Need ( We just don’t need it !!)

June 19, 2014

Insthinktive Influencing
 
Need ( We just don’t need it). 
 
To be honest if we have followed PRESENT properly (and it’s a system you can’t use piecemeal). This should never become an issue. Why? because you’ve been through 
 
EXAMINE and you’ve established there is a need. 
 
You will never proceed if there is no need. There is no SHOW phase if there’s no need. 
 
By right the need should have been established in advance of our meeting with a qualification process or call. 
 
Nonetheless here are a couple of suggestions to handle this objection. And it mirrors the approach we’ve used previously. We are going to use quite challenging questions. 
 
 
“Am I right to assume that you don’t place a value on a (more profitable, more successful, more compliant, more innovative, more effective and more focused ) business?
 
 
“You are interested in a (more profitable, more successful, more compliant, more innovative, more effective and more focused ) business aren’t you?
 
 
“You are interested in becoming more productive and effective aren’t you?
 
 
“You are you interested in growing your sales and profits by ?% in the first year aren’t you?
 
 
“You do recognise the huge benefits of having a product or service that can deliver a business that’s (more profitable, more successful, more compliant, more innovative, more effective and more focused ) don’t you?
 
 
Remember this;
 
 
Use the power of story throughout your handling of sales firewalls. Stories are quite simply the most powerful way to overcome any objection. 
 
When you can tell real stories of clients who just like your prospect had concerns over the price, but realised that having bought it they were actually saving themselves money. You have a very powerful proposition that can be easily related to.
 
For example if you were selling a high value machine and the client didn’t want to buy the additional maintenance contract for an additional fee. You could say “ I understand why you have that concern, however when we worked with company X who shared this concern, they found that the cost of the maintenance package was substantially lower than the cost of having any remedial maintenance done throughout the year. The savings were in fact up to 50%. 
 
What may have seemed an additional cost initially actually resulted in substantial savings over the lifetime of the machine”
 
 
 
 
Simple, but not easy…..
 
Next session; Networking on the phone 

 

Price – The old reliable (Firewall to sales)

June 17, 2014

Insthinktive Influencing
 
Price – The old reliable. 
 
And one objection that dominates the marketplace  now. And we can’ t ignore it. However it  is not and never will be the main determinant of the successful sale.
 
Because it is such an old reliable, how do we end up being thrown by it? We’ve always been amazed at how easily sales people are thrown by the obvious. “You’re too expensive” or we don’t have the budget. And we do mean obvious. It’s coming at you, so be ready. 
 
We’ve outlined some great responses below. You may want to copy them or edit them to suit you and your business. But you MUST practice these until they are second nature. 
 
You mean € is too much to pay for a € improvement in your profits?
 
“You mean that € a month is too much to a price to pay for improving your sales by X%?
 
“You mean that the cost will impede your ability to substantially grow your business and profits? 
 
“If I can save you €X a day over the next 90 days what impact would that have on your business?
 
“Isn’t it true that the cost is less important than the return on the investment? 
 
“Isn’t it true that if we get results in reducing the costs first we can then reinvest this in to growth?
 
Remember to rephrase statements like “It costs too much” ???
 
Say it back to the prospect.  “Really it costs too much”?
 
It’s too big a commitment  ”Really It’s too big a commitment”?
 
“Your primary objective is to become more (more compliant, more innovative, more efficient etc)  isn’t it?
 
“I know you are concerned by the cost of this, but wouldn’t you prefer a more profitable, more successful, more focused business than one that is just focused on the costs?
 
“While the cost is vital to you now, in the long run the benefits of having a (more profitable, more successful, more compliant, more innovative, more effective and more focused )business will surely outweigh this concern over upfront costs? 
 
“I know that economic concerns are a factor however, in the long run don’t you think investing in a more (more profitable, more successful, more compliant, more innovative, more effective and more focused ) business with growing sales will outweigh any concerns you have now? 
 
“Isn’t it true that the cost is less important than the return on the investment? 
 
“Isn’t it true that if we get results in reducing the costs first we can then reinvest this in to growth? 
 
“May I ignore this concern over price, if I can prove that the return on your investment will significantly outweigh any costs incurred?
 
“Why is the cost of X more important than the ROI you can achieve using X?
 
“Am I right in assuming that if we could address the concerns over the cost, then we could proceed next week?
 
“If we could save €…. per day for the next 90days what impact would that have on your profits?
 
Am I right to assume that the cost of X is the only factor stopping you from proceeding?
 
 
Timing ( Not now, talk to me in the future).
 
This is a beauty if you are the prospect. We can feign interest by putting you off. Giving you hope of a deal done, but in the future. And in most cases it never happens. But if you’re like a lot of sales people, you have a  lot of “future oriented opportunities” and they should keep the boss happy, shouldn’t they? 
 
No. The general rule is that if they are not ready to buy in the next 90 days they will never buy. I say general as I know some of you work in industries with longer lead times, but as a rule of thumb 90 days is about right. 
 
The key issue for us is that we challenge this objection to see if it is real or just an excuse to put us off, and close the meeting. 
 
 
Remember the most important phase in PRESENT is EXAMINE, and if you have done this well you will be in a position to use some of these challenging questions below. And some are quite challenging, but deliberately so. We want to leave our meetings at least knowing where we stand. 
 
“You don’t want to wait for things to get better before you proceed do you? 
 
“You don’t want to miss opportunities to grow your business now do you? 
 
“Why do you refuse your business the opportunity to become (more profitable, more successful, more compliant, more innovative, more effective and more focused )?
 
Why do you refuse your business the enormous benefits that X can deliver to you now?
 
Am I right to assume that the thing that is holding you back from starting is actually the 
reason we should get started? That is you can’t /don’t have (enough profits, enough success, full compliance, enough innovation, good enough systems,  and ……)
 
“When is the right time other than now to benefit from being (more profitable, more successful, more compliant, more innovative, more effective and more focused )?
 
 
 
 
Simple, but not easy…..
 
Next session; Need ( We just don’t need it)

 

Learn To Love Firewalls

June 12, 2014

Insthinktive Influencing
Learn To Love Firewalls.
Yes learn to love firewalls that sabotage your sales. Prospects will always have firewalls and objections. This is the natural order. It’s as certain as night follows day and that’s why you should love them. They are  guaranteed.
If they’re guaranteed to arise, then you can plan for them better and overcome them more easily. I stress more easily because there is simply no fool proof 100% system for overcoming firewalls in sales.
Over the years we’ve hired literally hundreds of salespeople. We’ve coached hundreds more. And their two weakest areas are in building
Rapport and Handling Objections. 
You’ve done a superb job with your marketing materials and your websites. And on the phone call building rapport so far. Now we need to concentrate on the guaranteed show stoppers. I say guarantee because they’re guaranteed to come up. I say show stoppers because for far too many sales people they view them as show stoppers.
They are anything but. And you need to get this out of your mind.
All firewalls can be dealt with professionally and with ease. Providing you have excellent preparation. Most don’t and therefore revert to sheer panic as a strategy. You won’t .
Using our PRESENT model we will focus on the ELIMINATE NO stage which is handing objections.
E is for ELIMINATE NO
If you want to be able to handle objections like the best, then you have to practice like the best. Quite simply there are only really 4 to 6 main objections. The rest are normally versions of the same four, price, time, need, relationship.
Here are 3 Questions You Must Be Able To Answer at any time.
If you want to be a great objection handler then you must be able to answer these 3 simple questions.
Warning a failure to be clear and concise in your answers will lead to no deal..
Q 1 Why Should I listen to you?
What a great question. And relevant. And essential for you to answer clearly.
Write this down and spend some time thinking about your answer with as much clarity as possible.
Can you save your prospect money?
Can you make your prospect more competitive?
Can you make your prospect more compliant?
Can you eliminate costs for your prospect?
Can you help your prospect grow their sales more profitably?
Can you make your prospect’s business more efficient?
Can you make your prospect more money?
The real question is can you gain your prospect’s immediate attention by making them want to listen further.
Q2 What’s in it for me (WIIFM)
We all have on average 80,000 thoughts a day. Wow!. And guess what, the majority of them are about ourselves. This is reality. Your prospects care about one thing, and one thing only  themselves. You need to be able to address this key question. If there is nothing in it for them. There is nothing in it for you. Guaranteed.
So write down now how they will benefit. How you will enrich their lives in some way. How you will improve their lives in some way.
See the world from their perspective. Why would I buy anything that doesn’t benefit me in some way.
Q3 So What ?
You better know your So What.
Don’t take these questions literally. I rarely hear this question in as direct a manner. But it is always wise to prepare for this type of question. And it’s a reasonable question.
So you say you can improve my business, so what? Why should I care?
That’s what your prospect will be thinking, if not saying.
So write down now the reasons why it’s important that they listen. That it’s important that they give you their undivided attention. And that you have something that can really impact them and their business.
Now let’s get specific on the types of objections you’ll have to handle, and how we can overcome these.
 
Simple, but not easy…..
 
Next session; Price the old reliable

Creating Sales Momentum

June 10, 2014

Insthinktive Influencing
Creating Sales Momentum 
One of the greatest challenges we see amongst SME’s today is that they don’t have a consistent method of generating sales momentum. They don’t generate enough leads to convert. They may have a great product. A great team. A great service, but they don’t have enough prospects who actually either know about them, or want to do business with them.
You can’t create a vibrant business without creating sales momentum. You need to be able to make it easy for them to find you. And grab their attention.
And they’ll be interested in you if you address their Whys effectively.
Let’s repeat the mantra. What are your prospects Whys? Their problems?
1) Problem 1
2) Problem 2
3) Problem 3
As we write this we received a direct mail, and it addresses our concerns head on. And it’s framed as all good attention grabbers tend to be in to a question.
“Are you hard of hearing? Could you use a Government grant?
It addresses the Why head on. And if your prospect is afflicted with this problem, chances are they’ll be interested.
Here are some of the best Ad Questions
“Can you hear me now? – Verizon phone ad
“Where do you want to go today” ? – Microsoft
“Where’s the beef” ? Wendy’s
“How do you spell relief”? – Rolaid ad
“Wassup”? – Budweiser
The power is always in the question. If you can elicit a response you are engaging prospects in a conversation. More conversations means more momentum. More momentum means more leads. More leads will inevitably lead to more clients.
You need to focus on creating momentum.
Momentum And What You Need To Say
You’ve got a great product and / or service. You know it’s in demand. You can see from Google Analytics what people are searching for. Yet they aren’t responding.
Clearly the first issue may be that your marketing is just not addressing your prospects concerns.
If I want to buy a new laptop and I go searching for information on a laptop, I’m naturally inclined to opt for one that addresses my problems and answers any questions I have about what it can do for me.
If I can’t have my concerns addressed or my problems answered, I’m out of there and quickly.
Have you ever gone in to an electronics  store and asked a simple question like “Have you a laptop that’s suitable for business”. And been literally bamboozled by the techno babble, and the endless and meaningless talk about RAM and ROM.
I’ve walked out of too many electronic stores that have quite simply failed to address my problems. And failed to listen.
Your marketing has to achieve what their sales team can’t do face to face. You need to be able to have the same impact as a face to face conversation with your marketing.
Your website needs to act as a virtual sales person and deliver the 1 to 1 experience as much as possible.
- Engage the prospect.
- Make them like you.
- Make them trust you.
- Make them want to learn more.
- Make it easy for them to have a concern addressed
- Let them know how it will enrich their lives
- Let them know that you are a trustworthy company with a reputable product.
- Update them on the technical specifications IF they need it
- Let them see your testimonials
- Offer them some form of guarantee
- Demonstrate the value you offer them
- Make it easy to contact you
- Make it easy to buy from you
- Make it easy to try it
- Reinforce why they need it.
- Convey that’s it’s easy to use
- Have tips on how to use it
- Have tips on how to maximise it’s value
Leave no stone unturned in your desire to answer every question conceivable. By doing so you are going to dramatically improve your lead generation and your overall results.
Clarity and simplicity will make decision making easier for prospects. That’s the goal here
 
Simple, but not easy…..
 
Next session; Learning to love Firewalls

Focus on the WHY.

June 6, 2014

Insthinktive Influencing
 
Focus on the WHY.
 
All sales are 100% emotional. Full stop. If you focus on product on features in your marketing, you are missing a huge opportunity to demonstrate value. 
 
Apple are masters of this. As I write this they have just launched a new IPad. It must have literally hundreds of features, and they are focusing on one. The High Resolution Screen. 
 
And they are marketing to the Why. The emotional response people have to seeing their family photographs in amazing detail. To playing their games with crystal clear detail. To watching movies and surfing the web on a screen that has greater definition than your HD television. 
 
They have identified the reasons people will want to buy and marketed to them on their terms. The Why in your sales and marketing is essential. 
 
 
Simon Sinek in a brilliant presentation on TED talks about the power of the WHY. And he explains that most businesses market the WHAT (What we are is accountants) and the HOW ( and we do the monthly accounts for small businesses, and do the wages and credit control functions) rather than the WHY. 
 
“We help businesses understand their numbers better, so that they can make better decisions, make more money and plan for a better more financially rewarding future”. 
 
 
What truly motivates your prospects. What’s their Why? 
 
Why would they want to use your product? Why choose you? What difference can you make in their lives? 
 
 
Focus on these reasons and you are starting to focus on how you will create real value for them. And they’ll begin to see it, have an emotional response to it. And in doing so be less focused on the price and see the value to them. 
 
Their Why is not Your Why
 
Remember this key point. Their Why is the one that counts, not yours. So you need to ask them. When we started out this business. I assumed the Why’s of my clients. We assumed that they valued our structured and systemised approach. That they placed a huge value on knowing that there was a system and proven structure to back our service.We were wrong. 
 
When we surveyed these clients and asked why they bought. They said it was our expertise. Our experience, our knowledge. They felt that they could trust us as a safe pair of hands to guide them to better results. This was an eye opener and a rude awakening. 
 
We were marketing our system and our structure. And we should have been marketing to the customers Why 
 
Focusing on the customers business, transformed our business. We connected to their Why better. 
 
 
Timing and  Pricing
 
 
How many times has a sale been lost because the prospect has asked the price and you’ve answered, before you’ve even discussed what you can do for them? 
 
You must focus on the reasons your prospects will want to buy. Their Why. You must appeal to their Why first and outline all of the benefits they will receive before you even contemplate raising pricing. 
 
This is even more important in services that have an intangible element to them. You will eliminate the firewalls if you build a picture first of a better world for customer. And what it would be like using your product or services. 
 
 
Never give a price before you have established Value. Remember to review the PRESENT model there are a host of ideas in ELIMINATE NO  on how to handle the pricing question or objection.
 
 
As a rule of thumb, have a clear strategy on pricing. Stick to it and persevere. Yes you may lose some sales, but everyone does. And it’s ok to lose some sales, especially to your non ideal clients. Get more of those ideal clients who you understand and want value. And sell your value to them.
 
 
Key Takeaways
 
- Customers buy on value not price
 
- Get clear on your value proposition
 
- Sell your value to meet their Why
 
- Avoid discussions on price until you’ve established their Why
 
 
Simple, but not easy…..
 
Next session; You must invest in marketing
 

You need to Add Value to the Sale

June 3, 2014

Insthinktive Influencing
 
You need to Add Value to the Sale
Value is the buzz word but it is the crux of everything when it comes to pricing. The best example today and we’ll admit one used often is Apple. As you read this I am typing on an Apple Mac. I have an Apple IPhone at my side and my IPad is in my case. All products that typify the way value has been brought to the fore.
Everyone of these products has equivalents, that are significantly cheaper. My MacBook Pro is up to 4 times the cost of other equivalent laptops. And yet I bought it, love it and would recommend it to anyone? Why? For me it’s simply down the the perceived value I get, and the ease of use. It is simply a thing of beauty. And it is so easy to use and the value of this for me is immense.
While the PC market is in rapid decline. IPads, and Macs are flying off the shelfs. Value creation is the key.
You could package your products together and offer significant value. Hotels are experts at this. By offering weekend deals, with free meals etc., they are able to maintain their pricing points and deliver extra value. You can maintain profit margins very effectively in this way.
If you sell a professional service, you can add additional services as part of the package as a bonus.
For example if you are an accountant you could provide a free helpline for any client queries. You could provide FREE reports on business and finance. You could offer FREE advice to clients.
If you are an equipment provider you can offer FREE additional support for breakdowns etc.
Ultimately it’s about positioning the product and service as a high value must have.
How to handle pricing firewalls
We hear this a lot from business owners. “if we were able to overcome the pricing objections we’d have more sales”.
Is this really the case though? Honestly. Is it because of the prospect, the market or is it really down to a fear around the who pricing conversation.
Recently in a coaching session with a client we talked about pricing and the effect it was having on his business.
He remarked that he and his team believed it to be a bigger issue than it actually was. Why? He had hired two new sales people over the last year, both from his competitors.
The first sales meeting was an eye opener…The existing salesforce were saying “we always thought you were cheaper than us, and that’s how we lost the business”.
The new members of the team (former competitors) were saying “we always thought you were cheaper than us too”….
The penny dropped. Pricing was not the challenge. Competitor knowledge was the challenge.
You can overcome pricing firewalls ( not always I do live in the real world)and here’s some tips.
Work On Your Team’s Pricing Mindset
Confidence is everything in a pricing conversation. If you or your team have a fear around pricing you’ll never truly overcome these firewalls.
A great example of this was one I experienced recently in one of the largest retailers in Ireland. I was buying a new leather presenter folder for my materials. When I presented the folder to the sales person they said “are you sure you want this? it is €129?” And their expression said everything. They were so price conscious themselves that they were almost turning away a sale.
You need to build a confidence around your pricing structure. You need to build the team’s confidence and their mindset to handle pricing with ease.
 
Simple, but not easy…..
 
Next session; Focus on the Why

 

Handling Pricing in a Tough Environment

May 29, 2014

Insthinktive Influencing
 
Leveraging pricing in Sales
 
Handling Pricing in a Tough Environment
 
 
You’d want to have been living in a bunker for the last few years if you haven’t been confronted by the pricing Firewall. Or Firewall as most envisage it to be. I am amazed by the fear this question, raised by a prospect seems to create in the minds of the sellers. 
 
You’ve delivered a brilliant presentation you followed the PRESENT model verbatim and you get to the close, and you hear “ you’re too expensive”. 
 
And you run the gambit of emotions, fear, trepidation, and panic. And you offer a discount on the spot. You need to be very wary of this it could have serious longterm consequences. 
 
We met with a businessman several years ago. His sales had dropped by 25% over the last 2 years. And he informed us that he had recently decided to drop his prices by 25% also. 
 
Now this wasn’t a decision that was based on any tangible reasons. He hadn’t restructured his manufacturing process and streamlined his business. He was a distributor. He hadn’t assessed that the market would grow by 25% plus. He actually anticipated that he would just consolidate sales numbers. He hadn’t negotiated a lower price with the original manufacturers. No he had made an arbitrary decision to lower prices. 
 
We simply asked what impact this would have on the profits of the business. He admitted he hadn’t thought about this. Would he sell more to compensate? No the market was shrinking. And you know what so was his business, and profits. He was out of business in under a year. 
 
Get Proactive on Pricing 
 
Reactive decisions on pricing can be serious and can be very difficult to reverse once you embark on this road. Once you have created an expectation it is very hard to break this. 
 
Discounting leads to more  discounting, and can create a vicious downward cycle.
 
I worked for a large greeting card company, many years ago, and we were faced with an increasingly competitive market from a pricing perspective. One of our major competitors was literally going in to our clients and offering an additional 20% discount over above anything they received from ourselves. On top of that they offered full sale or return of their product. This did initially hurt as we lost some clients. But we didn’t react. We continued to focus on the quality of the product and service we provided. 
 
The competitor continued to be aggressive in the market place. The result of which was that their clients bought more than they needed ( it was on sale or return anyway ). They would often send back up to 40% of what was bought unsold. 
 
The problem was that the competitor started to recycle that stock again at a later stage. They were losing money and couldn’t invest in either product or service. Eventually they went out of business. 
 
New owners came on board. The new owners tried to break the cycle of discounts and sale or return, but couldn’t. The expectation was so engrained that they also failed to rejuvenate the business. And they closed down for good only two years later. 
 
Focus on your Value Proposition
 
We’ve all done it. Given a discount too hastily and guess what? You are  asked for more, and more and more. Why not? They’ve sensed a weakness and they want to expose it. 
 
It is a recipe for disaster and endless negotiation. You need to focus exclusively on the value you offer. When you give a price, you must give it with confidence. When you are asked for a discount you say NO! If you have the belief that you product or service can deliver the value. Stick to your guns and you will be rewarded. 
 
Not the naysayers amongst you will immediately highlight the deals you lost on price, and justify the practice of discounting. But that is missing the point entirely. The exception does not determine the rule. 
 
You need to commence all business relationships with a negotiation that is beneficial to both parties. And that means you make a profit and your clients get huge value. 
 
There is always a section of the marketplace that buys on price and price alone. But these are not your ideal clients. They are not the ones you will target. If you have a business that is dogged by negotiations on price then it’s time maybe for a rethink. 
 
 
Having a clear pricing policy and strategy will enable you to achieve better results. Be careful not to allow too much flexibility for your sales team to make decisions on pricing. 
 
This can fall foul of the weaker sales person, who’ll always default to the highest level of discount. 
 
Simple, but not easy…..
 
Next session; You need to add value to the sale

 

Always Ask For Referrals

May 27, 2014

Insthinktive Influencing
 
Always Ask For Referrals
 
When you start with a new client, set up the expectation that you’ll ask by simply saying “ 
 
Mr. Client after 12 weeks of working with you I plan to sit and review how we are looking after you and get your feedback. And subject to everything going to plan I intend to ask you for any help you can give me in referring us to a colleague, or someone you believe could also benefit from our service”. Is that ok with you”?
 
 
They won’t remember, but you have the agreement to ask again. And ask you will. And ask regularly. Remember you’re just asking. This is not high pressure sales. These clients want to help you. They are happy with your service and believe me most of them will want to reciprocate. 
 
Think through the timing that is most appropriate for your business, but in the main if your approach is right you can ask at the beginning and throughout your work with any client.
 
Always ask at the end of projects. You can do an evaluation of the project and finalise with asking for referrals. 
 
 
You can also use the following ways
 
- When you make cold calls, and get a NO. You can always say “thank you for taking my call, and I understand that we’re not a good fit for you now. I wonder if you could think of any transport company  who you believe would benefit from a 10% reduction in their fuel costs”. It can’t do any harm and it may just generate extra referrals. 
 
- Put requests for  referrals on all of your customer engagement forms like, order forms, delivery dockets, emails newsletters etc. 
 
 
How To Ask For Referrals, 
 
Just like your elevator speech or your presentation you should have a simple and effective script. And remember the simple additional tip I outlined earlier give the client time.  
 
Try these; 
 
“John, can you think of two people in your industry who you believe could benefit from a 
10% reduction in their fuel costs”. 
 
“John can you think of another accountant like yourself who you believe could benefit 
from an accounts package that could reduce their administration costs by 20%”?
 
“John if you know someone else who could benefit from our services, just as you have, I’d 
appreciate you calling me on this number …… to let me know”
 
 
Here’s A tip
 
In the majority of cases do the following. As you are asking for a referral, hand John a simple sheet with a request for details. Name, contact details etc. Then ask to go to the bathroom? Why? Because by doing so, you’ll give John the opportunity to think. Sometimes people simply need some space to think, in order to come up with a name. And being present can assert an unwanted pressure. Leave for a few minutes and just give them time to fill the form out.
 
 
Create Referral Momentum
 
-Make it easy for clients to make referrals by giving them information to make it clear what you want. 
 
-Be clear about who and what you want
 
-Give clients or customers incentives to refer you. Sky offer a cash incentive if you refer them to a friend. 
 
-Leave business cards with clients and prospects and just ask for them to give them to potential clients. 
 
-Be clear from the outset that you value referrals. And that they are your key marketing strategy. 
 
-If you want your Strategic Alliances to work, then give to receive. Refer them and they’ll reciprocate. 
 
-Have a simple process of follow up to thank those who do refer you. A thank you can go along way. 
 
-Create a list of those you get referrals and keep in regular contact. 
 
-I worked with a Personal Trainer who had a very successful referral programme and offered FREE sessions to those that referred him. 
 
- Networking for referrals. I’m a little on the fence on this one. There are groups out there, but if their sole purpose is to generate referrals, the values can be compromised. 
 
It’s not just about the referral. It’s about long term relationship building and the quick fix is an approach I struggle with. Be selective, and you’ll find the right balance
 
- Cross promotions, can be very powerful. Having a strategic alliance partner agree to send out a letter to their own clients recommending your product or service. Having links on your website that do the same can be very effective in growing referrals. 
 
 
Key Takeaways
 
- Referrals are the most powerful and easiest way to get more clients
 
- Create a referral strategy in your business. And embed the culture of asking happy clients for referrals
 
- Create a simple referral script for everyone to use, and make it easy for others to refer you
 
 
 
Simple, but not easy…..
 
Next session; Leveraging pricing in sales

 

How to Maximise a Testimonial’s Value

May 22, 2014

Insthinktive Influencing
 
How to Maximise a Testimonial’s Value
 
In short stick them under your prospects noses. Get them out there. Get them noticed. 
Display them prominently 
 
-On your website, where they can be seen, not found.
 
-On your marketing materials and brochures
 
-In your newsletters
 
-In your emails 
-On your order forms
 
-On your presentations
 
-In your offices. If you have a gym have prominent testimonials is a very powerful strategy to engage prospects
 
Target Your Testimonials Correctly
 
Remember to use specific testimonials for specific market segments. And in specific sections of your website and marketing materials. 
 
Relevancy is everything. If I’m a Managing Director of a Bank, I like to read testimonials from other Managing Directors in Banks. 
 
So where possible keep them aligned. 
 
 
 
Key Takeaways
 
- Use a CRM system to manage your client interactions. 
 
- Create a simple system for collecting and managing testimonials 
 
- Make it easy for clients to give testimonials by preparing scripts in advance
 
 
Simple, but not easy…..
 
Next session; Become a referral magnet

Systemise Your Testimonial Process

May 20, 2014

Insthinktive Influencing
 
Systemise Your Testimonial Process
 
 
WE are huge fans of technology and of using CRM systems to manage your sales pipeline and marketing interactions with clients. We have used a CRM for 8 years now and am a keen advocate, and there are many great packages available to you to use. 
 
The key point is to have a system to remind yourself about the follow up. I could never manage effectively until I used  a CRM
 
Here’s a couple of things to decide
 
- When should you check in with a new client after you commence business with them. 
We do this after 12 weeks as we tend to meet our clients weekly or fortnightly. Previously this was a 4 week cycle for me. I would always review face to face every 4 weeks. 
 
 
-Block schedule time in your month (literally make appointments with yourself) to follow up with new clients and indeed existing clients. Make it a regimented task. 
 
-Design a simple questionnaire which you can use for your phone calls or face to face visits. They’ll give you structure and confidence and they convey professionalism to the 
clients. 
 
-Always ask permission to use their comments.
 
-Use the opportunity to get feedback on the type of improvements they’d love to see in your service or product and why. 
 
-Use the opportunity to ask about other services or products they may have a need for. 
 
 
-Clearly it’s a great opportunity to ask for a referral so here’s a quick tip. Ask your client to refer you to another prospect and hand them a form with the details of what you need. Name, email contact details. Then ask where the loo is. Yes get out and give them some space and time to think. It is less threatening and gives both of you a break. 
 
When you return thank them for the referral and then simply ask if they would phone or email the person to let them know you’ll be in touch. 
 
 
 
Testimonials That Work
 
-When they are focused on the end results
 
-When there are clear measurables
 
-When they are packed with emotions. “We had a great time, working with… “The team really enjoyed working with …..
 
-When there are specifics about what worked
 
-When there is a real person behind the quote. Having simply Joe Managing Director Banking Sector just doesn’t work. It doesn’t sound believable. Real people, real positions, real companies make real connections. 
 
-When you guide your clients. Sometimes your clients will want and need you to help write the testimonials. 
 
Give them guidance, but don’t write it for them. Give them some ownership over the end result, whilst specifying what you would like. 
 
 
Personal Testimonials 
 
What if you had clients who just love to give testimonials in person. Thankfully I’ve benefited enormously from the generosity of some of my clients. 
 
I am mindful of my first client in the UK in Scotland. Jim the Operations Director and Raymond the business owner, were passionate about their business. And were very passionate about how they wanted their suppliers to behave. Partnership was their true value. 
 
And they were keen exponents of our service. To such an extent that they offered my prospects opportunities to visit their facilities and see first hand how our service worked. 
 
It was a true compliment to us and it was like a hot knife through butter when it came to reducing prospects firewalls. They were fans and I am eternally grateful for their support in the early years. 
 
OK they may be the exception but they do exist. And you need to grasp those opportunities. Technology is now your best friend in this regard also. You have several options just using your IPhone can suffice. 
 
-Video testimonials for your websites 
 
-Video testimonial links on your ezines and emails. 
 
-Audio testimonials 
 
-Use photographs 
 
-Use Linked In for powerful testimonials with full details of the giver.
 
 
Now I do live in the real world and understand that for some the mention of either a 
camera or microphone is enough to make their brains freeze. 
 
My suggestion is that again you write out some simple scripts to help them. 
 
The emphasis is on simple here. Just put them at ease by positioning the recording. 
 
 
“ John all I’d like you to do is firstly relax and just treat this as a conversation. There’s nobody else here, and if you aren’t 100% happy with the outcome we’ll just delete it”
 
Now when i start the camera/microphone, I’d like you to do just 3 things for me”
 
1) Introduce yourself by giving your name, your position and your business. And tell us briefly what your business is/does for people
 
2) I’d like you to just talk about your specific experience of working with us. What service did we provide to you? How did you find the service. And what results did you achieve from working with us. Please be as specific as you can. For example “we had the software installed and operational in 48 hours, and the impact was immediate. Our call waiting times were reduced by 25% and we increased our order intake by 5%”
 
3) Lastly I’d just like you to state if you would recommend us and why. 
Always remember that this is a big deal for you, and your clients. So make sure you follow up. 
 
-Send them a thank you note 
 
-Send them a small gift of thanks (subject to their company rules on gifts)
 
-Send them a referral for new business
 
-Update them on any successes you’ve enjoyed as a result of their testimonials. 
 
Remember also NEVER stop looking for new and better testimonials. 
 
Simple, but not easy…..
 
Next session; How to Maximise a Testimonial’s Value
 

Building Your Testimonial Base

May 14, 2014

Insthinktive Influencing
 
Building Your Testimonial Base
 
So you’ve worked hard to get prospects to meet with you, view your website or read your marketing materials. And they have progressed on to a sale. Now what do you do?
 
Most businesses don’t address the after sales process with the same care and attention they do to acquiring their clients.
 
New clients need to be treated like proverbial Kings and Queens. If you can focus on delivering an Amazing experience to them, they have the potential to literally become your voluntary sales team.
 
What if your 50 clients became 50 salespeople for your business. Sound unrealistic maybe, but 50 amazed clients will guaranteed generate so much positive word of mouth for your business that you’ll be astonished.
 
 
The Power of Testimonials
 
Testimonials are simply one of the most powerful tools in your toolbox. Just stop and think about the number of times you have personally responded to a recommendation from a friend or colleague? Actually limit this to the last week alone?
 
When you go on holidays do you look for and act on recommendations? When you get your windows repaired as we did recently do you look for a recommendation. My wife did
and got one from a friend. So many of the things we buy, we have bought on recommendation. And so too with your prospects.
 
 
Testimonials influence buying decisions. 
 
And you need to ensure you are continuously generating a steady flow of testimonials. 
And again it’s not a complicated process, but there are some pitfalls.
 
The Pitfalls in Getting Testimonials
 
-Your clients won’t volunteer them. You need to ask
 
-Ask general questions and you’ll get general responses which are of little value
 
-Not focusing on the end results or the outcomes
 
Try to plan in advance and work on a script with salient questions that will get a valuable testimonial.
 
“Working with X we were able to achieve A result in Y time. We would highly recommend….”
 
“We increased our sales by X% and reduced our selling costs by Y% in just 180 days”
 
Now above are some simple and great examples. Clearly if you can get specific, measurable and timebound results you have a phenomenal testimonial.
 
The only way you’ll achieve these is through great preparation. As in selling you need to prepare your questions well. We’ve outlined some questions below and feel free to edit and adjust accordingly
 
A sample script 
 
-“John we’ve been working together now for 12 weeks. How have you found the programme for you? 
 
-“How has our work together impacted you and your business. What have been the benefits? 
 
“Specifically what tangible measurable gains have you made”?
 
1) Have you increased sales? If so by how much?
 
2) Have you increased profitability?
 
3) Have you increased efficiencies?
 
4) Have you increased your numbers of leads?
 
5) Have you reduced your operational costs
 
6) Have you inproved your effectiveness?
 
7) Has your business worked better in any ways?
 
8) What was the most important benefit?
 
9) Why was that the most important benefit?
 
10) How would you rate the service or product on a scale of 1 to 10. ?
 
11) Did you get your return on your investment? 
 
12) Was it easy to use and implement? 
 
13) Would you recommend it to a friend or colleague? 
 
 
 
Key Takeaways
 
- Testimonials are a powerful way to build trust and brand recognition
 
- Develop a simple strategy to get testimonials 
 
- Write a simple script to ask for testimonials
 
 
 
Simple, but not easy…..
 
Next session; Systemise your testimonial process…

Positioning And Sales

May 9, 2014

Positioning And Sales
In earlier sessions we  talked a little earlier about a client involved in, working in the Engineering Construction sector in the UK.
This was an unbelievably tough marketplace. But aren’t they all you’ll say and your right.  Their success was built on really strong brand positioning in the marketplace.
They positioned themselves as experts in emergency intervention. Most of their competitors simply positioned themselves as people suppliers. They had no real point of difference.
Our client  focused on the things that made them different and in one case unique.
Their expertise was in managing chaos. The chaos a client wanted so much to avoid. It is a much over used metaphor but they literally were the swan that looked graceful from one perspective the surface. But below the surface they we’re managers of chaos. And they delivered against their promise..
They also made another positioning decision. They only worked with main contractors on larger projects. They never worked for subcontractors. They were unique in this regard. They did this for several reasons but mostly because we saw a clear niche that they could exploit and, positioned themselves as experts in this niche
What’s Your Positioning Strategy?
If you want to be remembered and understood you likewise need a clear positioning. You want to get attention. You want to be seen as the experts, but experts in what?
Be clear about what it is you stand for. 
-Look for a niche (clearly there needs to be enough potential here, but niches tend to be more profitable in the longterm).
-Look for a compelling need in the niche
-Be clear about what makes you Different and what Your Expertise is in.
-Follow up
If you are genuine experts in your niche then share your knowledge.
This may seem counterintuitive but having knowledge and doing anything with it are entirely different
things.
Share your knowledge
Sharing your knowledge will help you position yourself and your business as experts. And when someone needs expertise you’ll be top of mind when a need arise.
Use case studies and examples.
Give useful tips that add value.
Send useful articles.
One great way also to position yourself as an expert is to speak at events. (A word of caution here though. Speaking is an art in itself. Be sure that you have people speaking that can engage audiences and create great positioning for the business. Great businesses and ideas have failed due to poor presentations)
Recently we attended a large social media event sponsored by the local Chamber. Several of the guest speakers quite clearly had made no attempt to prepare. And rather than build their credibility they destroyed their credibility by delivering a boring and disjointed presentation.
 
Simple, but not easy…..
 
Next session; Build your testimonial base

 

You need to communicate simply

May 1, 2014

You need to communicate simply
 
Have you ever sat in a Networking event and listened to the “sales pitches” from attendees and wondered what did they just say? 
 
Worst still have you ever been in a group and after 6 months you’re still wondering “what does that person actually do”?
 
It’s astonishing but so true as it is happening day in day out. Read a website and your so confused, you just get frustrated. 
 
Go to buy a laptop and you just want to run away from the RAM, the ROM and the HDMI thingies…..?
 
So many businesses have brilliant products or solutions but no customers. Why? 
 
Well we are back to the Why again. The old mantra. Because nobody cares what you do. Customers only care about their Why and how you can help them. 
 
If you want to improve your  business sales and have become aware of a CRM package to help you. Do you care how long you’ve been in business (maybe but it’s not your primary concern) . Do you care that  it has 200 features. Or that it has 50 different reports, beautiful dashboards and lovely graphics? 
 
Do you care about how it works? Or do you care about the results it can bring to your business and to you personally? 
 
Do you want to know that it will help you 
 
- increase your  sales. 
 
- Give you more control. 
 
- Give me more time. 
 
- Allow you to hold you salesteam more accountable. 
 
- Give you some degree of certainty and visibility on my sales pipeline? 
 
 
Yes. you want it to address your real concerns, your real problems. 
 
So talk to the prospect like you understand their real problem. 
 
You may not be a technical person. You are a sales leader. You need to speak the language the customer speaks. 
 
 
Keep it simple always. 
 
Another good reason to keeping it simple;
 
In Ireland we have an illiteracy rate of 24% (OECD) that’s almost 1 in 4 people. 40% have difficulty with reading and writing. You cannot ignore the need to keep your message simple and consistent. And easy to understand
 
Simple, but not easy…..
 
Next session; Positioning and Sales 

 

Your Sales Presentation is Key

April 29, 2014

Your Sales Presentation is Key
 
At insthinktive we’ ve created a process called PRESENT for sales presentations. The process is simple so let’s outline it briefly and explain the biggest mistake sales people make in selling. 
 
 
P is for Preparation
 
R is for Rapport building
 
E is for Examine ( This is your questioning phase)
 
S is for Show (This is when you actually present your solution)
 
E is for Eliminate No  (overcoming objections)
 
N is for Now Ask (Closing and get the sale)
 
T is for Total After Care (Delivering the service)
 
 
 
It’s a simple 7 step process. And can’t be broken. Most sales people launch straight in to step 4 Show, and just start selling and presenting. And they get some degree of success so never adjust the habit.
 
This is the reason for so many lost sales. As we have stated repeatedly. You earn the right to sell. And you must first build rapport and ask great questions. The questions inform you as to what your prospects Why is. Then you can sell. Only then. 
 
 
It’s always about RAPPORT and EXAMINE and asking great questions. 
 
Questions
 
Does your marketing address your prospects Why? 
 
2. Do you have a clear message that’s easily understood? 
 
 
3. Are you easy to contact and easy to buy from? 
 
 
4. Are you easy to start a conversation with? 
 
 
5.Are you making it easy for prospects to commit?
 
 
 
Eliminate No and PRESENT The Model 
 
Eliminate NO is step 5 in the PRESENT Model. It is the area where we handle objections(the firewalls). We live in the real world so we know and expect objections in every sales call. Don’t we? 
 
 
The 4 main firewalls preventing sales are 
 
Price
 
Timing
 
Relationship (We don’t know you)
 
Need ( We don’t need it)
 
 
They are bankers so why are you surprised by them? And why do our prospects use them? 
 
 
Firstly using the PRESENT model correctly by building great RAPPORT and asking great questions I believe you will eliminate most of the firewalls. How? 
 
-  Because you know the prospects Why 
 
-  And you clarified their Why 
 
-  And you’ve paraphrased their Why 
 
 
So we’re all clear on the customer’s Why. We really are being deliberately repetitive on this because we passionately believe most objections stem from a lack of clarity about the Why. Resulting in sales people selling a solution to a problem that doesn’t exist. 
 
In this situation the inevitable flow of the conversation is towards objections. 
 
That said you’ll always find objections arising and once you’ve prepared thoroughly you will be in a comfortable position to handle anything thrown at you. 
 
 
 
 
Simple, but not easy…..
 
Next session; The Foolproof Firewall Handling Formula

Your Prospect’s buying process

April 18, 2014

Insthinktive Influencing
 
 
Your Prospect’s buying process
 
Using a very simple outline process below start to think at a deeper level about how you understand your buyers, and how they buy.
Broadly speaking all of us go through these stages when buying products or services.
By identifying the stages and the journey. You can create a strategy to nurture your buyer’s more easily through each stage.
The 7 stages are Find, Like, Trust, Try, Buy, Return and Refer.
Find 
How do your prospects find you and get to know you? What marketing strategies do you use. Advertising, online, media, etc. Maybe articles and books.
Like
How do you build the relationship in order that they start to feel comfortable and learn to trust you.
Trust 
How do you build trust with your prospects? Through your presentations, your sales and marketing tools and possibly through your writing and speaking.
Try 
How do you get your prospects to try your product or service? Do you offer something FREE. Do you give samples. Do you provide free webinars? Do you offer a FREE diagnostic report, or site visit?
Buy 
How do they buy. What options? What staff? What terms?
Return 
How do you get them to return and buy repeatedly?  What can you cross sell.
How do you upsell? How do you build customer satisfaction?
Refer 
The ultimate determinant of your success as a business. How do you generate referrals?
You need to take this Process and perform a simple Audit of your business, product or service. And fill what stages match.
More importantly map out your future Process and Strategy. And commit to a plan to ensure you execute this in full.
Simple, but not easy…..
 
Next session; Perform an audit of your sales approach

Progressing Your Prospects Through Your Pipeline

April 15, 2014

Insthinktive Influencing
 
 
Progressing Your Prospects Through Your Pipeline
 
Selling is a discipline. We spoke earlier about how we position selling in your own minds and the importance you need to place on your sales activities. 
 
Sales without clarity, goals and discipline just won’t work. 
 
You need to develop and foster these key habits daily 
 
- Set clear cut and measurable goals 
 
- Be clear on your customers Why. And target this. 
 
- Work on strategies that get your prospects attention
 
- Grow your network strategically (having names is not a strategy. Having contacts that are potential ideal clients is a strategy)
 
- Build your relationship with prospects to establish credibility
 
- Have a clear and measurable “Follow Up” Strategy
 
- Focus on the value you offer not the prices. 
 
- Keep in constant contact. 
 
Like all great habits and disciplines the individual components have little value, but collectively they are very powerful. So to with the above. 
 
World class Selling is not like a selection box, where you only get to select the bits you like. It is a systematic process. You can’t choose the bits you like. You have to choose and execute against everyone of these to leverage amazing results.
 
 
Create the great habits and build your process to incorporate all steps.
 
Remember we talked about the 7 touches, so we have a stepped process to ensure that we achieve the 7 touches and to ensure we bring our prospects along with us. 
 
 
 
Key Takeaways
 
- Always seek to establish Rapport first in your process
 
- Then get clear on how you will progress your opportunities through your pipeline
 
- Focus on building relationships.
 
 
Simple, but not easy…..
 
Next session; Your Prospect’s buying process

You need to understand how prospects’ buy

April 10, 2014

Insthinktive Influencing
 
 
You need to understand how prospects’ buy.
 
There are numerous research studies that highlight just how important the internet is now in making purchasing decisions. And this will accelerate as we have a generation of future buyers whose main reference point is the internet.
 
In fact research by Thomas Net and SVM reported that
 
•93% of prospects are on the Internet to make buying decisions
•91% of prospects will seek out an alternative company if they cannot find the information they are looking for
 
If you can’t be found using the keywords they search for you won’t get contacted. Simple as that. Your reputation in the offline world matters for nothing in the online community.
And you need to have a compelling message to be found. Literally thousands of prospects are out there looking for their problems to be solved, in the most convenient way for them to find solutions. The internet.
 
 
 
Get Your Prospect’s Attention
 
However you intend to invest your marketing spend, be it press, online, social media, radio or SEO, you’ll need to grab attention. And you’ve only 8 seconds to do so. Wow, a little scary but it doesn’t have to be. It just requires you to craft your message. And we
emphasise the word craft. Don’t rush headlong in to it. Deliberate, and keep it simple and clear.
 
Remember the customer’s Why. 
 
 
As someone who has to wear a hearing aid I was struck when I went looking for help. There was a lack of compelling messages that grabbed my attention.. At the time I was using the Golden Pages as a reference point (how times have changed). But the principle is the same. 
 
The vast majority of hearing aid suppliers/stores main “attention grabber” was their business name!. I mean come on who cares about your business name? 
 
You may have agonised over your brand name  for months. You may have invested heavily in getting it to look right. You may be emotionally attached to your brand. But nobody cares about this initially. 
 
Only one business at the time addressed my problem head on they they used a question “Are You Hard Of Hearing”. 
 
Simple and effective. And yes I am. Guess who I phoned first? 
 
 
It’s doesn’t have to be complicated
 
Remember as well that even leads generated from websites aren’t necessarily from prospects ready to buy now.
 
As I mentioned earlier we built a business on providing emergency intervention for businesses, but we built the relationships over time.
 
You will get the emergency buyers whose need is immediate. You need to be aware of the 7 touches we spoke of earlier.
 
The initial enquiry may take time to mature to a sale, and you must build the relationship through more information and continuous contact. By continuous I don’t mean pestering.
The objective here is simply not to become “out of sight, out of mind”. The most effective sales strategy is the follow up.
 
You in a sense need to work on driving them to contact you when their time is right. This requires patient intervention.
 
 
 
 
Your Online results 
 
Do you or your business have a website?  And do you know your numbers? 
How many visitors do you have?
What do they visit for? 
Where do they navigate to ? 
How many of these contact you? 
How many leads do you generate monthly? 
 
 
Every business is different but you do need to measure your website’s effectiveness. You need to ensure that your prospects are finding it easy to make contact with you. You
need an emphasis on the “Call To Action”. To capture their information in order that you can maintain an ongoing relationship through “the follow up” phase.
 
 
Your Call To Action;
 
So you want to capture prospects details and contact information. Again what’s their 
Why?. You need to encourage them to do so. 
 
Personally we offer a FREE coaching session. And we have FREE books on offer to encourage people to download and enjoy. We then create the opportunity to build relationships over time through our “follow ups”. What is appropriate in your business?
 
 
Simple, but not easy…..
 
Next session; Progressing Your Prospects Through Your Pipeline

 

Build Rapport with your prospects first

April 8, 2014

Insthinktive Influencing
 
 
Build Rapport with your prospects first
 
When you call a prospect do you launch straight in for the sale? Go straight for the killer opening statement that will cause them to respond with “yes I’ve been waiting for you all 
of my life”. Most do. And they get lousy results and therefore learn to hate it, and bemoan it as a fruitless exercise. 
 
You can never get to your prospects Why, it you are effectively pushing a solution on them. Remember people hate being sold to but they love to buy. 
 
You need to shift your mindset from the push to the pull in a sense. Your job is to ultimately help them achieve a result that makes their lives better in some way. 
 
As insthinktive coaches we really appreciate the art of the question and the power of the question. As a salesman selling for 25 + years.. I also realise that the power is always in the question. The ability to engage someone because you are displaying an interest. Because you are trying to engage them in a conversation. 
 
Having a strong value statement (elevator pitch is the cruder description) gains attention, but the question will open people up to the conversation. 
 
Once you have established some rapport or some degree of relationship you can start to gather contact information, which you can then use to keep them informed of you and your solution. Give them tips give them advice, give to receive. Over time you will foster a relationship that will get you results.
 
We talked earlier about finding out the customers Why. The way to the Why is by building trust. Trust fosters relationships and relationships build businesses. Your marketing is about building relationships. Not the traditional push model of sell, sell sell. 
 
The traditional approach is limited and more often than not push results in push back..No you want to pull prospects in to your pipeline by establishing trust. 
 
And it works. It’s proven, and you will see the benefit of this more strategic approach. 
 
After all the facts are that prospects take on average 6 to 7 touches (interactions with them) to convert them to a sale. The push approach is very limiting based on this fact.
 
 
How to increase your sales. 
 
As someone who has been in business for 25 years and been working with many diverse types of business owner. The one common complaint we hear is “I hate sales and sales pitches”. 
 
Marketing and sales can be quite daunting and I don’t think it’s helped by the hoards of gurus out there, who seem to make it more complicated, and hence more intimidating. 
 
Your ability to take the complexity and make it simple is critical. You don’t have to have grand plans, and multiple strategies to be successful. Doing one or two things well. And by that I mean executing them with clarity and consistency. You can achieve great results. 
 
Go back to the simple core of selling, which is getting prospects attention and gaining their trust. In order to do this you need to understanding how, when and why they buy. 
 
And then mirror your message to their needs. 
 
A great example of this is a client of ours who supply call answering / recording and phone systems to large businesses. They have quickly crystallised what the clients Whys are. More sales, more control, more efficiencies, better reporting, better customer service 
and accountability. 
 
They also realised that their prospects buy  at two separate times in the calendar year. October and January, in other words at the start of their new business years when they have budgets available and they have more freedom to invest.
 
By ramping up their marketing and sales activities around those two periods in the year, they were able to get better results for less spend, as they didn’t need to spend all year round.
 
 
Simple, but not easy…..
 
Next session; You need to understand how they buy.

 

Do You Know What Your Prospects Want? Really?

April 3, 2014

Insthinktive Influencing
 
Do You Know What Your Prospects Want? Really?
 
If there is one valuable lesson that you need to learn in sales, is understanding clearly what customers really want. What they really buy.
 
You see we’ve been guilty in the past of making that decision ourselves. Assuming we knew what customers wanted because we were closing sales. But what were we leaving behind? 
 
The revelation for us came when we decided to conduct interviews with  clients and asked them a series of questions. Like why they bought from us. And we were well taken aback.
 
At the time our business was essentially supplying people to large Power Plant construction projects in an emergency. 
 
We had assumed we had achieved success because of our technical expertise. But our clients never once mentioned technical expertise as a factor. They had assumed this, it was an expectation. 
 
They universally fed back to us that our ability to provide a seamless service from an operational point of view was key. In other words they didn’t want to have to deal with our people from a day to day perspective.
 
We addressed that problem by managing our own people, their accommodation, their transport, their people issues. The client wanted peace of mind, not technical expertise. And they were willing to pay a premium for it. 
 
 
It had a profound effect on how we sold our service going forward. We literally changed everything in our sales approach to focus on ourselves as the company that delivers “peace of mind” We handled all the customer’s  hassles. And it worked. It propelled our business to the next level, because more and more customers seemed to connect us with their biggest pain point. 
  
We see this common error often. Accountants selling themselves as accountants, when their clients need advisors, need problem solvers, need facilitators to help them interpret their numbers. 
 
IT providers selling equipment instead of selling their ability to make their customer’s  lives easier through technology. 
 
You need to be mindful of the same trap. People don’t care what you do. They buy what you can do for them. They buy end results. Outcomes, Impacts.
 
 
And you cannot predict what they want. You must find out directly from them. Their needs, their wants, their problems. Their vision of a better outcome or better solution. 
 
They you can sell to them. 
 
Ultimately your customers needs are emotional in nature, they want more hope, more control, more money, more freedom, more time, more competitiveness, more innovation, more compliance. More security, more certainty.
 
 
What’s the customers Why?
 
So you need to ask what is the Why is for your clients. And you need to be specific.
 
-More sales ?
 
-More profits ?
 
-More time ?
 
-More customers ?
 
-To be different ?
 
-To be more compliant ?
 
-A more financially sound future?
 
-Less worry ?
 
-Better systems?
 
-More visibility?
 
-Better reputation?
 
-Easier to locate ?
 
-More customers?
 
-More efficiency?
 
-More control ?
 
-Retain staff longer ?
 
-Keep the boss off my back?
 
-More visitors to my site?
 
-More sales through my site?
 
-More people contact us and buy?
 
 
Now this is just a list your question is to ask Why? 
 
Why do they want more sales? 
 
Why do they want more profits? What are they going to do with it and why?
 
Why do they want more time? What will they do with the time? 
 
Why do they want to be different? What impact with that have on them? 
 
I hope you are beginning to see that you must in essence get to the core of the reasons customers buy. And the core as you know is always buried deep, therefore it needs work to uncover it. Digging deeper in to the prospects Why, will determine how you can market 
better to them. 
 
 
Selling to logic is illogical.
 
Logic doesn’t determine sales. Emotion does. It’s not a cliche that we buy emotionally 
and justify logically. It’s a fact. 
 
If you bought logically then you could answer all of the questions below with a yes
 
-I use the cheapest toothpaste on the market
 
-I live in the cheapest house available to me
 
-I drive the cheapest car on the market
 
 
Are you saying you don’t do these things? But logic would dictate that you’ll defer to the lowest price. That’s logical surely? 
 
Do you seriously believe that people in the workplace suddenly lose their emotional faculties and become logical drones? No they do stuff that defies common logic. 
 
And your job is to find out what they do that does defy logic.  You  don’t eliminate logic completely but by defining the emotional drivers you’ll find that they will have the overbearing influence on decision making. 
 
 
You simply need to learn to appeal to their Whys and you’ll be talking in a language that they understand. And you’ll increase your sales, whilst providing a better fit for them. It’s a win win. 
 
 
Action 
Make a list Now of the Top Whys your prospects have. 
 
 
1)
 
2)
 
3)
 
 
 
 
 
Make a list Now of the Top 3 Whys, your prospects should choose you to address their 
Whys
 
 
1)
 
2)
 
3)
 
Key Takeaways
 
- Know your customers Why
- Be specific in every detail as to how you address their Why.
 
Next session; Build Rapport with your prospects first
 
 
Simple, but not easy…..

 

Set clear sales goals for your business..

April 1, 2014

Insthinktive Influencing
 
Set clear sales goals for your business..
Sales is ultimately a numbers games. There is an inescapable link between activity and results. And what gets measured gets done..So you need to set yourselves clear goals for all areas in your sales process that matter most.
Need some inspiration? Here’s a list to choose from. Choose those that apply to you and start now. Take action and write down your goals
Set Goals for the following 
1) Numbers of new customers this year, month and week
2) Numbers of leads generated this year, month and week
3) Numbers of appointments with qualified prospects this year, month and week
4) Conversion rates for new client acquisition
5) Average sales value for each sale
6) Average numbers of purchases your clients will make each year.
7) Number of new product introductions this year, month and week
8) Numbers of new referrals this year, month and week.
9) Numbers of new marketing strategies
10) Training and development
11) Team development
12) Set goals for the budget you’ll spend on your marketing
13) Set goals for return on investment for each marketing strategy.
In essence become a goal setting machine who understands the value both in motivational terms and in results terms of having specific targets to aim at.
Monitor you results regularly, weekly if possible.
Simple, but not easy…..
Next session; Know your prospect’s Why
Simple, but not easy…..
 

Learn to handle price Firewalls with ease

March 27, 2014

Insthinktive Influencing
 
Learn to handle price Firewalls with ease
 
At insthinktive we are always astonished with the reaction the majority of those selling have, when they are challenged over price. They often experience “brain freeze” and fumble their way through a justification for their prices. This is a recipe for disaster. You must be able to handle the “guaranteed to come up firewall of “price”. It’s a banker. 
 
So if price is a standard firewall you can extinguish it, by focusing on value. Prospects generally react negatively to price if you haven’t demonstrated sufficient value. Full stop. 
 
Your job is to ensure that you can adequately demonstrate value. And the only way to achieve this is using the EXAMINE phase in PRESENT ( ask us about the insthinktive PRESENT sales presentation methodology). 
 
By asking the right questions, we can determine what the prospect values most. Then armed with this knowledge we can overcome this firewall more easily. Not always but we are talking about improving our odds substantially. 
 
You shouldn’t be selling to those without a need !!
 
I’m going to make this brief. It is one of the 4 main Firewalls but let’s cut to the chase. If you are selling to someone with no need, you haven’t qualified them properly. 
 
There are lots  of other objections mostly in my experience of a technical nature or industry specific nature. 
 
Using the EXAMINE lessons, and having great questions you should be adequately able to deal with anything thrown at you. 
 
 
Your Biggest Firewall? You 
 
Firewalls are effectively constraints to you getting your sales. And 80% of all constraints are internal. Your own core beliefs, your habits can be major firewalls in your progression. 
If you find that you’re just not making progress, you need to look closely at what is holding you back. 
 
Are your thoughts consumed by fear rather than opportunity? 
 
- Do you focus on your lack of money?
- Do you focus on your lack of planning?
- Do you focus on your lack of knowledge?
- Do you listen to others as they undermine your strategies?
- Do you have habits that prevent you from focusing on the key actions that will really create forward momentum? 
- Do you struggle alone with your challenges?
- Do you persist with marketing strategies that just aren’t effective? 
- Do you lack the time to execute on your marketing and sales? 
 
 
Money as a Firewall. 
 
If you are a high growth company  it is likely that you’ll never have enough money to do the kind of marketing campaigns you dream of, but why should that stop you? 
 
Money may not be the challenge it’s a lack of creativity that may be the challenge. 
 
Successful leaders of high growth companies just get moving with small amounts and squeeze as much as they can from their resources. They use their phones, they network strategically, they use free email marketing software like MailChimp. They focus on getting referrals, they focus on getting speaking events. 
 
 
Planning as a Firewall. 
 
Why is that you instinctively know that when we plan better we execute better? And don’t do enough of it. Is it because we feel it is too difficult, or we just haven’t valued our time enough to realise that when we think better, we plan better. When we plan better, we 
execute better. 
 
Without your plan you are simply in reactive mode. You need to be proactive and this requires more planning. 
 
Don’t get hung up on the picture you have in your mind of these endlessly boring sessions where you sit with your team and discuss the minutiae for hours on end. You then produce a  document that is so long, so complex and so boring that you can never motivate yourself to read it, let alone do any of it. 
 
Planning doesn’t have to involve lengthy documents, or lengthy discussions to clarify every step. It can be a pen and paper for 20 minutes in a Cafe while you tease out your thoughts. Whatever and wherever you do it, it will help you move forward faster and with 
more confidence. 
 
 
Knowledge as a Firewall
 
In many ways knowledge is not the true Firewall, it’s our ability to execute what we know consistently. However as a student of ongoing personal development you must upgrade your skills constantly, in marketing and sales. We have over 50 years experience  in the business of sales and marketing at insthinktive,  and we are learning more every week. We never assume we know it all. 
 
The great news is that the knowledge you need is available easily and cheaply in most cases. Just google. Buy books. Listen to audio programmes. Read the trade magazines. 
 
Talk to the experts. Learn from the experts. Most experts have written about their experiences. Beg, borrow and steal their ideas and implement them. 
 
 
Not listening as a Firewall
 
You are a top performer. You think differently from others. You have bigger plans, dreams and goals. You are an outlier. You are different. 
 
And people don’t respond to this as positively as you’d like. In fact they can sometimes be outright hostile to your big 
dreams. 
 
You have to avoid these people and associate with like minded positive people. People who will challenge you and push you forward. And those who can relate to your challenges and share experiences that help. 
 
Poor habits as a Firewall
 
Your habits ultimately determine your results. Great habits generate great results. Lousy habits generate lousy results. 
 
Great habits are focused on executing against your key weekly actions, that must simply get done. 
 
Lousy habits are focused on just clearing your desk, your emails and your backlog.
 
Remember 80% of your results will be determined by 20% of your tasks. Great habits are those that focus on the 20%. 
 
Struggling alone as a Firewall
 
You are a business owner. It’s a lonely place. You shoulder a huge responsibility and far too often you shoulder it alone. But why? 
I am constantly drawn to John Paul Getty and his motto “I’ll take 1% of 100 minds, than 100% of my own”. 
 
What better way to highlight your need to get help. It’s ok to ask for it. And you’ll benefit enormously from it. The great news is your reading this which means you understand this key concept. Never struggle alone. 
 
 
Continuing with faded sales strategies as a Firewall
 
You’ve been doing it this way for 5 years now (remember you are a creature of habit). 
And you’re not getting the results you want. And you’re not changing either. 
You need to constantly assess, review and critically analyse your results, regardless of your sales strategy. Trial and Error is key here. You need to constantly look for new ways to engage your prospects. They move on, so should you. 
 
 
Time as a Firewall
 
The greatest single challenge business owners seem to have is that of time. And the consequence of this is a lack of planning. The results are often a scatter gun approach to marketing and sales. And the outcomes are obvious. Frustration and poor results. 
 
 
 
The first step is how you position selling in your business and your mind. 
 
You must see yourself firstly as a sales person/marketer and secondly as an accountant, a solicitor, a software developer etc. 
 
This is important as you must consciously elevate sales and marketing above all other activities you  perform as a business owner. When you do this you will learn that your focus needs to be limited to the key activities that get clients and keep clients. This is your primary role. 
You need to avoid the trap most business owners and leaders fall in to, of prioritising everything else over marketing. 
The result of which is that you never fully leverage your time.  
 
 
What you can do to overcome your personal Firewalls. 
 
Set yourself specific goals with timelines
 
Work on your own mindset to develop a personal positioning statement that positions you as a marketer first and an entrepreneur second.
 
Scheduling time in your week ( literally making appointments with yourself) to plan. 
 
And to do your key marketing activities. Create a marketing calendar. 
 
-Schedule time in your week to upgrade your skills.
 
In many ways you are in a very lucky position. You are an SME and as such you are less vulnerable to economic conditions than large corporates whose exposure is much larger. 
 
You cannot blame the external factors like the economy, the IMF, the Eurozone on your own performance. You can make a decision to overcome these as in reality there is more business out there than you could every handle. 
 
Key Takeaways
 
- Identify your key firewalls preventing you from growing your sales 
 
- Create an action list of tasks you’ll need to help you overcome the firewalls. And take action immediately
 
- Set clear IMPACT goals for all areas of your sales and marketing and track them weekly. 
 
 
Next we’ll look at what goals to set yourself..
 
 
 
 
Simple, but not easy…..
 
Need help with these challenges? Call us

Achieving Sales Leadership Clarity

March 25, 2014

Achieving Sales Leadership Clarity

 Clarity in business and sales is a non-negotiable. Great leadership is built on clarity of thought. Great thinking, insthinktive thinking, is the basis of superior performance.

So how do you achieve clarity as a sales leaders?

Clarity On A Page..

 

Ask us about our Clarity On A Page template. It’s a step by step process to help you achieve complete clarity. It’s simple, it’s clear and it’s intuitive.

 

Here’s what you need to do..

Clarify your values..

 

What motivates you as a Sales Leader? What motivates you as a Manager? A sales person. A parent, a mentor? What makes you do what you do? What do you value most in people? How do you view the world?

What prompts you to be happy or sad? What makes you different? Why are some more successful that others? How do they differ?

As a Leader how can you ensure you hire the right people? How do you motivate them and guide them. How do you engage with your stakeholders and encourage all to achieve more. The common factor in answering all of these questions is identifying your Core Values

Values drive your behaviours. Values are responsible for your motivation and your actions. Values are often subconscious and hidden but they surface in the way we act. The principles and standards that we set and expect of others. Values are strongly held beliefs and they have enormous impact on individual and organisational behaviour.

You have a world view that is unique and individual. It frames your thoughts and it influences your behaviour. Values really underpin your Why. Why do you do what you do? Why do you assess and measure the way you do? Why do you think the way you do?

With clearly defined Values you can build a team that share the same values. You can motivate a team more easily with shared values. And you can build a relationship with your stakeholders and customers by living your values.

 

So what are your values?

Why are they your values?

How can you measure your values?

How do you live your values?

 

Define your Purpose….

What is your Purpose, your Why?. What excites you and motivates you? What gives you momentum. What inspires you?

 

Great leaders have a clear sense of Purpose. A clear Why. They understand their reasons for doing what they do. It is beyond pure financial gain. It is about leaving a true mark on their world. And, so too for your organisation. Businesses with a clear sense of Purpose, a clear Why invariably have a more successful culture and climate. And have a clear sense of Why they exist.

 

Having a clear sense of how you will improve the world in which you operate, provides real clarity and motivation to those who are a part of creating it.

 

Steve Jobs’ said, “Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying we’ve done something wonderful, that’s what matters to me.”

Albert Einstein said, “Nothing truly valuable arises from ambition or from a mere sense of duty; it stems rather from love and devotion towards men and towards objective things.”

These are two men who clearly demonstrated a powerful sense of Purpose.

What’s your Purpose?

 

 

 

 

Create a Vision

As a leader, you need to consider the following,

 

1) Purpose is your Why? The reason you exist.

 

2) Values represent what you stand for.

3) Vision is where will be in the future.

Your leadership Vision is a guiding picture of where you and your business will be in the future. It is a picture of the end point. It outlines with clarity where you will end up. And how your business will look like, feel like and operate in the future.

 

It is first step in your goal setting and priority setting process.

Where do you see your business in the future?

What will this future look like?

What clients will you be working with?

What sort of team will you be working with?

What products or services will you be selling/ delivering?

What will the finances look like?

We suggest that you take your time with this really vital phase in your leadership clarity. Involve your stakeholders and team. Craft a vision you can be proud of. One, that acts as a beacon that guides you. One, that motivates you and your team.

Set IMPACT Goals

Setting goals with IMPACT should mean for you, that you are feeling a sense of forward momentum, a sense of progress. And not feeling overwhelmed or defeated by the sheer impossibility of what you’ve set yourself.

Far too many people and Leaders are left unhappy and demotivated by the very goals they have been encouraged to create. Far too many “Guru’s” encourage the “Big”, the “Wow”, the “Transformational” or the “Big Hairy Audacious” approach. This simply won’t work for some of you. And this is fine.

Impact Goals encourage you to find the approach that yes will be a stretch, but will also build your belief that you can achieve them.

 

So what is IMPACT…

 

Inspiring

Measurable

Possible

Actionable

Clear

Timebound

 

What are your business and sales goals?

1)

2)

3)

Select your priorities,

You’ve written your goals. Now decide the priorities this quarter that if focused on will bring you closest to achieving your goals.

We advise selecting a small number (ideally three) priorities, and making these the quarterly focus. Why? Because execution matters. Getting important things done is what matters most. Quality of execution always wins over quantity. Keep it simple and clear, and by doing so you retain a sharp sense of focus.

What are this Quarters’ key priorities?

1)

2)

3)

 

Decide your non-negotiables

At insthinktive sales leadership we are passionate about self discipline. We believe this is such a central success principle that we’ve named these disciplined habits. We call them non-negotiables.

You’ve been through the process of

creating IMPACT goals

Now you need to decide your personal non-negotiables. The new habits and/or behaviours you simply MUST complete daily, weekly and monthly.

 

In order to do this we suggest you focus very clearly on the biggest impact behaviours you’ll need to integrate in to your week.

For example we believe that a great sales leadership non-negotiable is to spend 30 minutes daily in pure thinking and planning mode. And we advocate that this is done daily first thing.

Simple but not easy.

What are your non-negotiables?

1)

 

2)

 

3)

 

What training do you need?

You are at the final stage of achieving great sales leadership clarity. Now you must look to yourself and ask yourself honestly these questions?

 

-   What one skill should I develop to transform my leadership?

 

-   What skills do our team need to develop to transform our sales performance?

 

 

Clarity On A Page; Key Takeaways

By taking the time to crystallise your

-   Values

-   Purpose

-   Vision

-   Goals

-   Priorities

-   Non-negotiables

-   Training and development

On to a simple one page document like Clarity On A Page, your transform your sales leadership clarity.

 

Simple but not easy….

Best regards.
unknown.png

Call me on +353(86) 7732201
Website http://www.insthinktive.com
My Blog http://www.insthinktive.com/blog/
LinkedIn http://www.linkedin.com/in/ronankilroycoaching
Twitter https://twitter.com/RonanKilroy

 

 

 

 

 

 

 

 

Overcoming firewalls in sales part one;

March 24, 2014

Welcome to Overcoming Firewalls in Sales
A sales programme, designed for you.
 
Every week you’ll receive one to two articles, all designed to help you 
 
- grow your sales
- convert more sales
- create more leads
- become more effective
 
It’s simple and clear
It’s easy for you to put in practice 
All of the information and tips are proven. 
 
In short it works. Take 10 minutes to read the article and allocate some time later to analyse how it could help you improve your marketing and sales. 
 
Finally take some action…
 
 
Insthinktive Influencing
 
Overcoming the Firewalls That Prevent Sales
 
 
Do you struggle to close more sales? Have you have hit the inevitable firewalls of “we just can afford it now”. “We’re not in a position to do that now”. “We are happy with our current supplier”.
 
These are just some of the “old regulars” (we call these firewalls to sales) and essentially this is what this programme is about. Eliminating firewalls to sales.We will show you just how to improve all aspects of your sales effectiveness. 
 
We’ll show you how to overcome the firewalls that prevent sales. And improve your conversion rates. If you take these proven strategies you will get better results. Is it the panacea to all your sales firewalls? No because the ultimate determinant of your ability to succeed is down to you, and the actions you take.
 
If you take these actions you will create a sales momentum you had never dreamed possible. So let’s get started.  
                
 
What are the common Firewalls and how do you overcome them?
 
In our inthinktive PRESENT model we outline the four main firewalls or objections to sales. And you all know them well 
 
-Price 
 
-Timing
 
-Relationship
 
-Need
 
You need to focus on some key areas in order to overcome these expected Firewalls.
 
You need to create Interest. And in order to create interest you need to know your prospects problems. We always preach this mantra. “You Earn The Right To Sell” and it’s earned through better knowledge of the problems you can address. 
 
This is an inescapable element of  sales. How can you create interest if you don’t know what your prospects are interested in? In other words if you don’t know what problems they’d like to have solved?
 
 
Get your Timing right
 
Timing is critical and you need to be aware of when and how your prospects buy. For example a client we worked with,  we were in effect an “emergency solution” for large contractors building power stations across Europe. 
 
Basically prospects didn’t need or indeed want our client, unless they had an emergency. If their project was behind schedule, or there was a major part of the project that they hadn’t planned for properly which needed emergency intervention, they had a need.
 
Timing was everything. However they couldn’t just rely on ad hoc contact to get the opportunity to make sales. 
 
They needed to keep in touch with the key decision makers regularly. Let them know who we were and what problem they could solve for them. They needed to create a situation where they became top of mind, the prospect’s first choice, when they did have an emergency. 
 
 
Likewise for you and your prospects. The follow up is a key element to your sales strategy. Building a relationship over time through regular engagement. Work on your relationships. Strong relationships build strong future partnerships. 
 
Prospects won’t buy from unknown, untried and untested companies. And your job is to work on building your credibility and your relationships with them to build confidence in you and your product or service. 
 
Key Takeaways
 
Position your business or yourself as experts in your field and work hard to reinforce your positioning. Send articles. Write blogs. Write case studies. Get lots of testimonials. Speak at events. Create You Tube videos. Ultimately the more you can position yourself in the 
prospects minds as experts who can solve their problem. The more likely they are to approach you when they need you. 
 
Next we’ll look at the common Firewalls to sales..
 
 
Don’t hesitate to contact us if you need any help. 
 
Simple, but not easy…..
 
 
Regards
Ronan 
 
www.insthinktive.com   
               
Call Ronan on +353(86) 7732201     
 
coachronan@insthinktive.com
More sales, more consistently, in less time

New Blog Entry

February 5, 2014

New Blog Entry

Blog Entry Three

February 4, 2014

Blog Entry Three

Blog Entry Two

Blog Entry Two

Blog Entry One

Blog Entry One