Whether you’re working with a new customer or an existing one you’re going to have to talk about price at least once or twice. The problem, especially today, is that most people are incredibly concerned about their finances and most are looking for way to cut back instead of ways to spend more.

Your first instinct may be to lower your price but that course of action is really going to hurt you more than it will help. First, it tells your customer that your product isn’t really priced correctly to start with. After all, if it were you wouldn’t be able to give a discount. Second, it will leave your customer expecting discounts from you in the future - with every transaction.

You need to convince yourself, first, that the set price for your product is the right price. Then you need to make sure that every member of your sales team is convinced of the same thing!

After you are convinced, you’ll be better able to deal more effectively with your clients but remember the following:

• You have to make eye contact when discussion price.
• You need to ask your customers questions so that you can understand their needs and objections.
• You need to prove to your customer that he’ll get a return on his investment.
• AND you need to accept and move on if a client simply doesn’t want to pay the price you’ve offered.

After all, you want to close good sales - not just every one that walks through your door. A client not willing to pay the price for a good product and good service isn’t one you want to hold on to and, as a manager, you need to learn how to tell the difference!

Thanks again,
Sean

Sean McPheat
Managing Director
MTD Management Training Courses

Click below for a:
FREE email course “Improve Your Management Skills”

The holidays are a great time of year, especially if you are in sales.

Yes, you heard me correctly. I refuse to believe that the holiday season is an acceptable excuse for anyone - whether in customer service, management, or sales - to slack off. You should be just as productive as ever, even if that means changing your angle of attack. What do I mean?

Say you have a list of clients, contacts, family members, friends, and acquaintances you haven’t spoken to in a very long time. You’ve let so much time lapse, in fact, that if you call they’ll really know that you’re simply calling to try to build up a sales relationship. That doesn’t necessarily look good for you as a salesperson.

The holiday season, however, gives everyone a great excuse for picking up the phone to say hello and rekindle relationships, both personal and professional. People who are usually busy or traveling for business purposes are spending more time at home or in the office, trying to get things done before the holidays and, as such, are easier to get in touch with. And most are glad to reconnect.

I’m not saying you need to close a whole bunch of sales this month. What you do need to do is make as many phone calls as possible over the next few weeks, especially during the week between Christmas and New Years. What you should end up with is a great list of leads that will help you to jumpstart your New Year with a huge amount of momentum.

You’ll be working, you’ll have results to show your sales manager, and you’ll be excited about the potential sales you may close in January. Now that’s the right way to start off a New Year!

Thanks again,
Sean

Sean McPheat
Managing Director
MTD Management Courses

Click below for a:
FREE email course “Improve Your Management Skills”

As a salesperson, or sales team leader, it is important that you recognize exactly when a customer has crossed the line from profitable to draining. While it is important, from a customer service aspect, for each customer to feel as though he’s your largest client, the truth is that you should be spending most of your time attempting to retain the clients who are the most likely to make repeat purchases. Otherwise, you’re simply spinning your wheels and your book of business will never grow.

So what happens when that book of business becomes overrun with costly clients - clients who want you to give them discounts, throw in free services, and simply make more customer service requests than a reasonable person should? They end up draining you and, in the end, they end up costing you money.

What are you going to do about it? You’re going to fire your customer. Alright, not literally. You’re going to raise their prices and be firm about the increases when they complain. You’re going to stop offering discounts and you’re going to charge for every added service they request.

They’re going to respond in one of two ways. They’ll either recognize the value of your services and start paying or take their business elsewhere. In the end, it would be nice to see them pay but it won’t hurt your profit margin if they walk.

Thanks again,
Sean

Sean McPheat
Managing Director
MTD Leadership Training

Click below for a:
FREE email course “Improve Your Management Skills”

We don’t often talk about sales on this blog but if you are the manager of a sales team you’ll need to make sure you are familiarizing yourself not only with tricks for managing your team’s personnel but for managing their work and guiding their successes as well.

One of the most common sales tricks used to help new salespersons is the acronym “AIDA.” AIDA stands for Attention, Desire, Interest, and Action.

It is really a relatively simple concept.

The “A” for Attention represents your ability to create a headline or advertisement that actually earns the attention of the niche you want to sell to.

The “I” for Interest represents the information you’re going to give those who are attracted by your original attention-grabber. Can you continue to build interest with your marketing strategies, regardless of whether or not they are in print, on radio, or on television?

The “D” in Desire represents your ability to present information to your target audience in such a way that they suddenly find themselves wanting your product. They may not need it but you’ve given so much inforamtion that they can find a way to use your products in their everyday lives.

The second “A” in Action represents the call to action you must give at the end of each message. You must tell your prospective clients what to do next - to call or visit your website. If you don’t tell them exactly what needs to be done next they’ll never get in touch and you’ll never make that final sale.

Do all of your advertising campaigns answer to each of these requirements?

As a manager you must develop strong leadership and communication skills to ensure that you’re not only managing people but helping them to meet their goals and advance their careers as well!

Thanks again,

Sean

Sean McPheat
Managing Director
MTD Manager Training

Click below for a:
Free email course “Improve your Management Skills”

Managing a sales team is a unique task. The job performance of a salesperson is measured much differently than the rest of your office staff, and those on your team may be feeling a different type of pressure due to their pending quotas and goals.

There are five things most salesmen do not do, however, that hold them back from making sales. Incorporate these 5 tips into your management training sessions and you’ll quickly begin to see improvements.

Be Prepared

You should know what your prospect needs before he does. Salespeople tend to ask their clients how they can help, when in reality they should have done enough research to understand this already. Research is key in preparation.

Create a Presentation

No presentation = no sale. Don’t assume, ever, that your client or prospect knows a lot about your product or service. Most will be afraid to tell you if they don’t and certainly won’t want to purchase from you if they don’t understand. Better to give too much information than too little. I hignly recommend conducting separate sales presentation training sessions to foster this essential skill.

It’s Not Personal

Yes, building relationships with your clients is important. No, you do not need to talk about the weather, your kids, or sports every single time you call. It takes time to form a great relationship with a client, but it doesn’t need to be a tedious task. Keep your phone calls polite and friendly but professional at all times.

Listen

One of the first sales meetings I attended left me horrified. I was shadowing another salesperson and he spent more time talking about his past history than he did listening to and addressing his clients concerns. Learn to shut your mouth and let your prospects talk. You’ll learn more than you think.

Don’t Abandon Your Customers

Yes, hitting your sales goals is important, but that task will only become more difficult if you neglect your current clients. Make sure you’re providing them with great customer service and they’ll remain loyal clients for a long time.

Make sure your sales team keeps these things in mind as they move forward with their current and new prospects. They’ll have happier customers, gain more referrals, make more sales and, ultimately, be easier to work with!

Thanks again,

Sean

Sean McPheat
Managing Director
MTD Management Training

Click below for a:
FREE email course “Improve Your Management Skills”