why statement Archives - Kona - Sales and Management Training

There are many learnings on how to win deals. But, if you’re in the sales game, sometimes it feels like it is easier to blow a deal than it is to close one. But, why would we teach you how to blow a deal rather than how to win one? Well, because, if you know what not to do, you won’t do it. While we do our best to close every deal, it is important to realise that even the best get beaten sometimes.

SALES MISTAKES ARE A GOOD THING

The instant you lose a prominent prospect can be an overwhelming emotional time. That is, you can become overwhelmed with confusion, disappointment, and even despair. Additionally, anger and resentment can also surface. The fact of the matter is, losing a deal is a good thing. Sounds like lunacy right? But think about it. You will never get a better chance to critique and analyse your actions. And also learn where you went wrong and what mistakes you made. All of this will undoubtedly increase your sales efficiency and ultimately your conversion rate moving forward.

LEARNING FROM SALES MISTAKES

There are small subtle things we do or say – or do not do or do not say – that can make or break a deal. Don’t let these deal breakers be the reason you lose a strong business opportunity. Knowing how to win leads is crucial. But what about how to lose a lead? Here are 9 Ways to Blow a Deal and how you can learn from your sales mistakes.

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1. CUSTOMER IGNORANCE

Deal breaker number one, and unfortunately and all too common one – not knowing your client or customer. And more frighteningly, you have done absolutely no research on your prospect. If you don’t know anything about them or their company how can you possibly be on the same page as them and help them?

10 Ridiculous Sales Mistakes You Need to Stop Making | Inc.com

2. RIGHT PLACE, WRONG PERSON

If you are not talking with the right person then you are also not connecting with the right person. If you want to close a deal, you must identify the correct contact and work on understanding their needs. That is, make sure you are directing your efforts towards the decision-maker.

What Should You Do When You Don't Believe in What You're Selling?

**3. YOU ARE NOT ASKING THE RIGHT QUESTIONS**

You need to convince your prospect you and your company are the ANSWER to their problems. But how are you to know the answer to their problem if you do not ask the right questions to find out what their problem is? Ask your customer about their challenges, where they are struggling, and what their goals are. By understanding these points you will be able to tailor your approach to their needs.

4. FIXED ON FEATURES

One of the strongest ways to win a lead is to sell beyond your benefits. That is, learn to sell on value! Selling on Features and Benefits alone is not enough. But how are you to know how your customer will benefit from your product or service if you do not know the value of your own organisation. Whether your prospect is already using a competitor’s solution or is considering you as a first-time vendor, you need to make them understand why your company is better, different, and best primed to help them. Does your team have a unified why statement?

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5. ME, ME , ME

Before you can even sell your product or service, you need to understand the problem that the prospect is facing. You might be the greatest company in the industry and can rattle off why you’re so great, but if you are not talking about the customer and their pain points it won’t matter. Yes, talk about what value you can bring them and why you are their best if not only solution – but then stop. Stop and listen. Listen to your prospects talk about themselves. Give them all the attention they deserve and be respectful at all times. And when you do talk, discuss the points they raised (were you listening?) ask them questions, and let them answer. This will help direct the conversation. Ultimately, you might falsely believe that by talking “at” the prospect is a great approach to avoid any awkward silence. It is not. Be comfortable with the silence. Is your team equipped with the Power of the Pause tools?

Sales Hack – Embrace Silence - Alice Heiman

6. YOU TAKE OBJECTIONS PERSONALLY

You’re in the objection game, so expect them, get used to them, and – USE them. You must have the tools to know how to handle difficult customers, as they will undoubtedly cross your path. Be able to overcome concerns and more importantly anticipate them so you readily put those concerns to rest, and gain commitment. Once you can handle objections it is only then you can use them to your advantage. Does your team know how to turn a challenge into an opportunity?

5 Best Tips for Overcoming Objections in Sales | Salesforce

7. EMAILS ONLY TYPE OF PERSON

Email may be a great medium to introduce your company and solutions to a potential customer, but emails should not be your selling strategy. Too much can be lost in translation. You also are not able to effectively capture tone or emotion. A face-to-face meeting (even virtually) or a phone call are the best ways to have open dialogues and really work through a sale. Ultimately, this form of visible connection will open you up to the amazing new world of non-verbal communication tells. Can your team read their customers?

8. SCARED TO TALK COSTS

Price may not always be the main objection a customer has, but it will certainly come up in the conversation. Not everyone can talk costs, to know how to win a lead, you must have the courage to think like a leader, and have all styles of conversations. Ultimately, you need to make sure you are able to talk about prices for all products and services. Someone may always be willing to do something cheaper but that doesn’t mean it will be effective. Show them the value. Do your salespeople know how to focus on the value of the solution to be able to defend price?

9. YOU ONLY HAVE ONE TOOL IN YOUR KIT In Sales, you need to be adaptable. One selling approach does not fit all. If you are talking to someone more analytical in nature, give them data. If you are talking to someone who is direct, match the approach without long-winded answers. Know your customer’s behaviour style and you will know how to best sell to them. Do you know how to read and adapt to your clients?

Don’t let these selling setbacks be the reason you lose a deal.

Our HOW TO WIN LEADS WORKSHOPS are now running for group sessions in person and online.

We can help you and your team overcome these common sales hurdles, and ultimately see profitable results instantly.

Wouldn’t it be great to outperform your competition and win more deals?

To Book Your Team’s Tailored How to Win Leads Workshop

Call us at KONA on 1300 611 288 for a conversation, or emailinfo@kona.com.auanytime.

LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

Three Proven Sales Techniques to Smash Target

Two of the most important months of the year in Sales happen to be October and November.

However too many Salespeople and Sales Managers are either unaware of this or simply choose not to do anything during these critical months of activity. Many Salespeople fall into the trap of “easing off” at the bottom end of the year.

But this is the time you need to be stepping it up!

So many Salespeople don’t change their pace during October and November and then roll into Christmas and January and wonder why they miss their target. Worse still, they start Q1 of the new calendar year playing catch up.

Crucial Sales Techniques need to be put in place now to maintain pipeline strength at the start of the new year.

Why are October and November so important to Sales?

Whenever we ask a B2B client how your December and January were, the reply from many is “not that good”. There are more organisations open for business and back to work in January than ever before. And no more so than now.

After nigh on two years of on-again-off-again lockdowns, businesses are over shutting their doors. Many might in fact slow down but nowadays fewer companies shut down.

Your Sales Pipeline

How prepared are you for October and November? Is your team implementing the key Sales Pipeline principle of Managing the Lead Time between Sales Activity and Sales Results? Your Salespeople should be filling their 2022 Pipeline now. Why?

Because it takes an average of 2 to 3 months to convert a new opportunity or win a new client. Therefore – 2 to 3 months prior to January is October and November.

So are your Salespeople active right now or are they sitting back saying “January has always been quiet for us”? A slow start to the new calendar year is hard to claw back from, both in target numbers and morale. With that in mind, here are Three Proven Sales Techniques to Smash Targets.

1. Start Implementing Weekly or Fortnightly Power Hours

In a tailored Strategic Sales Training workshop a few years back in November, we generated a massive ROI for a client with a solid Power Hour session. We gathered all their 36 Salespeople, Sales Support and Sales Managers into a room. Prior to the session, each participant had to arrive with a target list of 50 contacts – existing, lapsed, and prospects. We then ran 2 hours of Power Hour Training. Then, everyone had to put the training immediately into practice.

Outcome: the group BOOKED 546 FACE TO FACE MEETINGS IN ONE HOUR. That is more than 15 appointments per person! Their conversion ratio at that time was 34% of meetings to orders, and they had a HUGE January and start to the New Year.

2. Do Your Research

If you search “CEO of KONA Group” you are guaranteed you’ll come up with an image and blurb of Garret Norris. Search “John Wright KONA Group” and you will see information about the Group’s Melbourne Sales Coach. Research your prospects! That is how you will connect with them.

Next, using the information you have researched about your prospect, you then:

A) figure out the best way to address their pain point, then

B) how you will get past the gatekeeper.

By the time you get to the decision-maker, you must know enough to give them insights into their own business. 77% of buyers say they won’t engage with a Salesperson if they don’t do the homework first*. So get Googling. (*LinkedIn State of Sales Report, 2017).

27 Content Distribution Ideas to Promote Primary Research - Hinge Marketing

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3.Work Out Your Why!

Your Salespeople should all be good communicators. But – there’s always an opportunity to train and upskill their pitching and selling processes. That is, there are always opportunities to sharpen the axe and move your Salespeople from good communicators to skilled effective communicators. That means, they should be able to identify and articulate ways they can add value to potential customers. But to do this, your Salespeople need to work out their Why. Do your Salespeople know how to work out their Why Statement and company value proposition?

Why Statement for Sales Techniques image

Knowing your Why will help you to move targets through the Sales pipeline and advance to the more critical stages. That is the part in the pipeline where you secure the Sale. Make sure you have a strong Why Statement ready and that you are confident communicating your organisation’s value proposition.

To Book Your Team’s Tailored Sales Pipeline Workshop

Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

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