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Sales Strategy & Management

Master Sales Resilience

Seven secrets to mastering the sales cycle through resilience and perseverance.

Lambeth Hochwald

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As the economy improves in fits and starts, selling your products and services remains unusually tough. The ability to steadfastly push through challenges is a valuable trait that seems to come naturally to some entrepreneurs. Others can adapt over time to become wiser and more confident after each trying situation.

So how can you quickly recover from setbacks in the selling process? Experts suggest viewing sales in your business as a long process with many wins and losses. “Try not to look at your sales record as just one good or bad deal or one good or bad week,” advises Steve W Martin, author of the best-selling Heavy Hitter series of books. “You want to develop skills to be mentally ready to face the sales hurdles you have ahead of you.”

Here are seven secrets to developing the resilience you need to stay positive.

  1. Learn from your failures. Rather than feeling depressed that you made 100 calls without hearing back from a single prospect, take a long hard look at your approach. “Maybe you called the wrong people or called them at the wrong time,” says Jill Konrath, author of Snap Selling and Selling to Big Companies. Then, rethink your message. Perhaps stress something different about your business.
  2. Touch base with your ‘friendlies.’ If you’ve made ten sales calls and all have gone poorly, it’s easy to feel that you’ll never get your company off the ground. If you have a day like that, consider reaching out to your ‘friendlies,’ customers that like you and appreciate your product, to fuel you for the hard work ahead. “By talking to these positive contacts,” Martin says, “you’ll re-anchor yourself to why you’re doing the work you’re doing and it will help you become more ready for the next deal.”
  3. Face your fears. Every single entrepreneur has faced fear, especially when a sales call goes awry. “When I first started selling, a prospect reamed me out in front of some of my colleagues and I fainted,” Konrath recalls. “After I came to, I could have walked out saying, ‘I’m not cut out for sales.’ Instead, I worked hard to figure out what it would take to be successful and I moved forward, despite my fears. I truly believe that the ability to bounce back rests in your ability to look fear in the face and go forward anyway.”
  4. Check in with colleagues for a reality check. While we’re taught to keep our feelings to ourselves when times are tough, it’s actually better to share our struggles with a trusted colleague. ”If you talk to a colleague who has empathy for your situation, it will help you let go of negative feelings,“ Martin says. ”The process of speaking about your concerns will help you get ready to go out there again.“
  5. Reach out beyond your network. Instead of relying on your usual go-to people, seek out a broader network. Talk to others about their business and your business, find out who they know and share your contact. Entrepreneurs tend to retreat and that’s mostly because you’re wearing so many hats, from doing business development, working with clients, paying taxes and so much more. But, despite how busy you are, it’s key to leverage your connections. You never know where you might find new customers.
  6. Borrow someone else’s brain. Seek out sales strategies from another entrepreneur whose business is a bit further along in its sales growth. ”Try to intuit how this other business might approach their sales challenges,” Konrath says. “You can’t look at Virgin Airlines or Donald Trump and ask how each would approach sales, but you can look at someone who is just a little ahead of you. By walking a mile in his or her shoes, you’ll open up a whole new way of looking at things.”
  7. Take a break. If you’ve tried all these tips and still feel defeated, consider taking a time-out. ”Most people think they should keep their nose to the grindstone, but that’s not the best way to win your next customer,” Martin says. “Prospective clients may be turned off if they sense that you’re desperate.” Martin’s advice when your numbers are down: Take a mental health break that lasts a couple of hours or even a day. “That will help you to start fresh and project a successful image,” he says.

Lambeth Hochwald is a freelance journalist and a contributing editor at Scholastic Parent & Child magazine. A lifestyles writer who also reports stories for Coastal Living, HGTV magazine, O The Oprah Magazine, Real Simple and Redbook, Lambeth started her career covering the magazine business at Folio: and is an adjunct professor at NYU's Arthur L. Carter Journalism Institute.

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Sales Strategy & Management

(Podcast) Are All Prices Negotiable?

Person, socialisation, product, place – what are the key differentiating factors between those who negotiate price and those who don’t? And who determines the value of a product?

Nicholas Haralambous

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What is up for negotiation? When should you be negotiating prices, and when should you be open to negotiating prices with your customers?

Person, socialisation, product, place – what are the key differentiating factors between those who negotiate price and those who don’t? And who determines the value of a product?

Listening time: 8 minutes

Related: (Podcast) Phone Calls Often Solve Email Problems

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Sales Strategy & Management

Sales Leadership: The New Frontier

The Leadership skill of Influencing people increasingly trumps “hard selling techniques” as people enjoy the feeling that they are forced into buying a certain product less and less.

Dirk Coetsee

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“Once upon a time only certain people were in sales. Every day, these folks sold stuff, the rest of us did stuff, and everyone was happy. One day, the world began to change. More of us started working for ourselves- and because we were entrepreneurs, suddenly we became salespeople, too. At the same time, large operations discovered that segmenting job functions did not work very well during volatile business conditions-and because of that, they began demanding elastic skills that stretched across boundaries and included a sales component.” – Daniel Pink

The transformation of sales persons to Sales Leaders is not only the essence of this article but increasingly becoming a necessity, considering the skills demand required to convince people to buy your product or service within an modern environment wherein the consumer is spoilt for choice.

Related: 3 Strategies For Closing Sales Without Picking Up The Phone

In general staples in the make up of old school sales training was and in some cases still is: Product knowledge, fielding sales calls in a friendly way yet creating urgency, learning the ability to overcome client objections and of course do not forget the all-important methods of upselling.

All those elements of selling are still important in general yet “soft skills” such as active listening, handling conflict, and above all removing the emphasis from selling a product or service to selling an enhanced lifestyle or life experience has become the new frontier for the sales game.

The Leadership skill of Influencing people increasingly trumps “hard selling techniques” as people enjoy the feeling that they are forced into buying a certain product less and less. The “parrot method” of drilling sales scripts into the salesforce of the company is slowly but surely becoming obsolete as people want to feel that they are being cared about and considered within the sales process as individuals. “Caring for the other person is the only leverage in any conversation”, Gary Vaynerchuk says.

The above theory calls for a balance between Sales Leaders whom inspires their sales teams to create a personal, professional, and vibrant environment for their customers wherein which they are highly motivated to buy, and Sales managers whom monitor the key sales metrics and checks that sales procedures are being followed. In the modern world both Sales Leadership and management are needed at each end of the balancing scale.

Still, to this day an unfortunate large proportion of sales people are like lambs put to the slaughter, within some situations, as the only weapon taught to them is product knowledge and wearing a smile and then suddenly a very unhappy customer unleashes their anger upon them, and now the poor sales person has no knowledge in terms of how to deal with conflict, generally speaking. How to cope with and overcome conflict and other negotiation skills has become paramount in sustaining very good client relations.

Ethical Leadership is also strongly put forward as a necessary component of any sales training or course through this article. Sales techniques filtered through the companies Vision, mission statement and value system to test its validity and alignment to the companies’ culture can be increasingly effective as opposed to simply applying generic methods of selling which is not always aligned to the company ethos. A high level of ethics amongst Sales Leaders can ensure that after sales promises are kept and that the product sold is in effect as good as propagated by the sales person.

Related: The 5 Best Actions You Can Take To Improve Sales Calls

When a servant leadership culture is prevalent within your company it goes a long way to ensure that your sales people create a caring and positive experience complimented by an enhanced after sales service. Servant Leadership within a sales context is to put the customers’ and teams’ purpose above the individual team members purpose and that by itself is a potential multiplier of sales performance.

A highly important factor within the context of sales performance is the sales Leaders’ ability to formulate the right questions to be asked of the client in order to create a very pleasant experience. Statements in general can be quite dangerous as it is normally viewed as final and very hard to take back once communicated. Questions on the other hand requires an answer and when posed in a caring way can quickly establish rapport with a client.

Subtle nuances picked up by the Sales Leader through asking the right questions can greatly assist in creating positive client engagement. A practical example would be to refrain from the very obvious question of:  how are you? People are so used to being asked this question that they are not likely to give you a very open and honest answer and will be likely to provide you with very generic answers such as, “Fine thank you, “Well thanks and you”, and so forth.

By very simply changing the question to: “How are you feeling today? “, the very perceptive Sales Leader can relatively easily pick up on the client’s emotional state and adjust the conversation from there in order to create rapport.

In Summary, this writing actually asks one question to all CEOs’ and/or boards that must take their companies forward towards a desired future state: Do you want sales people and managers whom are likely to maintain the status quo, or do you seek Sales Leaders whom will challenge the status quo and will always be willing to ask more of themselves in terms of increased skill levels and performance?

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Sales Strategy & Management

You Have Less Than 7 Weeks Left To Turn Your 2017 Around

Implement these 5 steps and achieve 2017 revenue targets and set up a great start to 2018.

Charles Hsuan

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It’s no secret that 2017 has been tough for the majority, with less than 7 weeks to go before business winds up for the year. I’ve summarised an effective sales plan that will help you accelerate your way to success before the year ends.

Referred to as the “championship rounds” in boxing, the last few meters of a 100M sprint, be smart with the last bit of mental energy you have left and sell, sell, sell.

Implement these 5 steps and achieve 2017 revenue targets and set up a great start to 2018.

1Be Laser Focused on Your Customers

You’ll never be one size fits all to everyone, review your client base and define 3 to 5 groups of customers that your business serves, and solves problems for.

Grouping Map

  • Customers that behave similarly, have similar problems and face similar circumstances.
  • Define the groups by age, volume, category, geographic location, and similar demographics. The more components you assign to each group, the better you understand them, and effectively communicate your services to them, ultimately solving their pain points.
  • Personalise with a name it e.g. Sarah is a 30-year-old white collar worker that lives in the urban area, earns R30 000 a month in household income, she sends money back home each month “Black Tax” to support family members that lives in a rural area.

Related: Have We Lost Our Face-To-Face Sales Ability?

2What Goes Through Their Minds Before Making a Purchase?

  • Whether it’s subconscious or psychological, people buy solutions to problems, especially in a tight economy.
  • In order to stay relevant to your customers yesterday today and tomorrow. Continue to evolve and develop your products and services to ensure you are solutions driven.

3Build The Right Pitch

As each of your customer group face their unique challenges. Build a pitch that positions your communication for each customer group to maximise effectiveness.

Follow these 5 important pitch building steps

  • Who is the consumer?
  • What is the pain point that you’re looking to solve?
  • What is the setback for your consumer to not have that pain point solved?
  • What do you do to solve that pain point?
  • What is the result for your consumer, of having that pain point solved?

Once you’ve built the pitch, utilising them adequately, and start selling!

4Implement Your Strategy

This revenue-generating strategy has 2 aspects: hunting (Active) and farming (Reactive)

  • Hunting takes on the form of outbound action. Searching, meeting and engaging with your potential clients. In short, stepping out and finding your customers.
  • Farming is more reactive, it is known as inbound selling. You farm by leaving breadcrumbs that lead your customers towards your services. This is done by generating practical content and using digital platforms to attract attention towards your services or products.
  • Build a calendar for your hunting and farming activities, for the next 12 weeks, and specify tasks for each day.

Related: Savvy Sales Skills To Grow Your Franchise Footprint

5Execute, Measure, Adjust

  • Hunting: Make 10 calls before 10 am each day, make use of a sales script, this forms part of your daily activities.
  • Farming: Schedule a week’s worth of social media content to post.
  • After week one find out which group gives you the best response, tweak it & carrying on.

This plan will help you to notice which approaches yield the best results. You’re able to remove what doesn’t work and focus your time on what leads to the most sales. May this help you turn the last 7 weeks of the business year into a profitable one.

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