Received: from nobody by stodi.digitalkingdom.org with local (Exim 4.76) (envelope-from ) id 1RQu3B-0001F1-Vx for lojban-newreal@lojban.org; Wed, 16 Nov 2011 20:58:14 -0800 Received: from variations.em-southafrica.com ([72.249.170.21]:51788 helo=peergroupsa.co.za) by stodi.digitalkingdom.org with esmtps (TLSv1:AES256-SHA:256) (Exim 4.76) (envelope-from ) id 1RQu34-0001EI-65 for lojban@lojban.org; Wed, 16 Nov 2011 20:58:13 -0800 Received: by peergroupsa.co.za (Postfix, from userid 0) id 23C791375455; Wed, 16 Nov 2011 23:10:41 -0500 (EST) To: lojban@lojban.org Subject: 6 Big Sales Blunders X-PHP-Originating-Script: 33:email.php Message-ID: <706c7c80938f0e0f64a161115d66e449@peergroupsa.co.za> Date: Wed, 16 Nov 2011 23:02:23 -0500 From: "Peer Group" Reply-To: memory@peergroup.co.za MIME-Version: 1.0 X-Mailer-LID: 28 List-Unsubscribe: X-Mailer-RecptId: 475376 X-Mailer-SID: 48 X-Mailer-Sent-By: 1 Content-Type: multipart/alternative; charset="UTF-8"; boundary="b1_dbd96334b92a5641e8be031b571d2c7f" Content-Transfer-Encoding: 7bit X-Spam-Score: 0.6 (/) X-Spam_score: 0.6 X-Spam_score_int: 6 X-Spam_bar: / X-Spam-Report: Spam detection software, running on the system "stodi.digitalkingdom.org", has identified this incoming email as possible spam. 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Content preview: Your email client cannot read this email. 6 Big Sales Blunders Salespeople Make By Clive Price | Subscribe via Befriend us on Facebook Twitter Early Bird Special - 10% OFF! - First 10 Bookings They don't know the customer's industry [...] Content analysis details: (0.6 points, 5.0 required) pts rule name description ---- ---------------------- -------------------------------------------------- 0.6 HTML_IMAGE_RATIO_04 BODY: HTML has a low ratio of text to image area 0.0 HTML_MESSAGE BODY: HTML included in message Sender: Nobody --b1_dbd96334b92a5641e8be031b571d2c7f Content-Type: text/plain; format=flowed; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Your email client cannot read this email.=0D =0D =0D 6 Big Sales Blunders=0D Salespeople Make=0D By Clive Price | Subscribe via Befriend us on Facebook Twitter=0D Early Bird Special - 10% OFF! - First 10 Bookings=0D =0D =0D =0D =0D They don't know the customer's industry=0D =0D Salespeople believe their product offering is valuable to all companies across the board. They end up irritating the buyer because he/she hasn't got the time to give a free education to a disorganized salesperson.=0D =0D Problem: They don't research or prepare before seeing a prospect face to face or over the phone. No-one has the time or inclination to answer "So tell me, what is your company all about ...?" The buyer will naturally become frustrated and irritable with this pathetic approach.=0D =0D Solution: Search the internet, phone their switchboard, understand what they do, who's who in their structure, their top products /services, what is hot (read their news tab), see what others say, who are their competitors, what are their plans and what's a connection point (the link= ) you can use when you meet? For example,=0D =0D "I see your company is launching an aggressive marketing campaign into Ea= st Africa to promote your server platforms (now use your link or 'connection= ' point) and I'd like to share with you how our outlets use the internet in that region to shorten their lead times to market. How does that sound Peter? "=0D =0D =0D =0D They don't know how the buyer buys=0D =0D Salespeople try and exploit the sales opportunity without finding out what's unique about the buying process and who is actually involved.=0D =0D Problem: Buyers have become increasingly sophisticated, knowledgeable and accountable to their companies for containing budget. It's the trend now = to have a few people involved in making a Buying Decision.=0D =0D Solution: Get close to the Buyer, suss out their Personality Style. Is it Amiable, Expressive, Analytical or Driving and adjust your behaviors to match their style? Also adjust your sales process so that it is in tune with the buyer's process. "I understand you are you still in the evaluati= ve stage of the buying process. What do you suggest as the next step, a live demonstration or a meeting with one of our clients?"=0D =0D =0D =0D They give a 'generic' pitch with a 'generic brochure'=0D =0D We are on familiar territory when we talk about our product; it's our comfort zone and passion and so much more tempting to stay there rather than stray onto the prospect's unfamiliar turf.=0D =0D Problem: The seller never clearly identifies the buyer's need and wants, = so the pitch, at best is a 'spray and pray'.=0D =0D Solution: During your conversation with the prospect, listen to them, foc= us your attention on what they say and how deep is their 'pain'. Don't think about what are going to say next. Put yourself in their shoes, empathise and together start looking at what is required.=0D =0D =0D =0D This course may be short but it's incredibly complete.=0D If you have people who are new to sales, this is the stuff they absolutel= y need to know. If you've got a seasoned sales team, this is the stuff they've probably forgotten and need to be reminded of.=0D =0D A selection of Topics Include:=0D =0D * Positive Attitudes create successful behaviour=0D * How to accelerate into super-performance=0D * Effective telephone techniques ' Getting the meeting=0D * Prospecting, cold-calling and referral usage=0D * Overcoming the Price Objection=0D * Pre-planning your sales presentation=0D * Summiting sales steps=0D =0D =0D =0D =0D * First contact, importance of initial impressions=0D * Ways to turn a cold call into a sale=0D * Sure-fire ways of getting the client to say 'yes'=0D * Power-packed closing techniques=0D * Essential secrets from successful sales people=0D =0D =0D =0D =0D =0D =0D =0D =0D =0D =0D =0D =0D =0D The above registration fee includes teas, lunch, refreshments, parking an= d seminar material=0D Book Now!=0D Contact Memory on 011 787 6781 or email memory@peergroup.co.za=0D See You There=0D Unsubscribe me from this list=0D Should you have trouble with the removal link please send an e-mail to admin@peergroup.co.za with the word 'remove' in the subject line.=0D =0D =0D To stop receiving these emails:http://peergroupsa.co.za/go/unsubscribe.php?M=3D475376&C=3D1edef00= 9062d0cea67d94297320c1894&L=3D28&N=3D48 --b1_dbd96334b92a5641e8be031b571d2c7f Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable 6 Big Sales Blunders Salespeople Make=0D =0D =0D =0D
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6 Big Sales Blunders
Salespeople Make
By Clive Price | Subscribe via  3D"Befriend 3D"Twitter"
Early Bird Special - 10% OFF! - First= 10 Bookings
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They don't know the customer's industry

Salespeople believe their product offering i= s valuable to all companies across the board. They end up irritating the buyer because he/she hasn't got the time to give a free education to a disorganized salesperson.

Problem: They don't research or prepare before seeing a prospect face to face or over the phone. No-one has the time or inclination to answer "So tell me, what is your company all about ...?" The buyer will naturally become frustrated a= nd irritable with this pathetic approach.

Solution: Search the internet, phone their switchboard= , understand what they do, who's who in their structure, their top products /services, what is hot (read their news tab), see what others say, who ar= e their competitors, what are their plans and what's a connection point (th= e link) you can use when you meet? For example,

"I see your company is launching an aggressive marketing campaign into East Africa to promote your server platforms (now use your link or 'connection' point) a= nd I'd like to share with you how our outlets use the internet in that regio= n to shorten their lead times to market. How does that sound Peter? "

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They don't know how the buyer buys

Salespeople try and exploit the sales opportunit= y without finding out what's unique about the buying process and who is actually involved.

Problem: Buyers have becom= e increasingly sophisticated, knowledgeable and accountable to their companies for containing budget. It's the trend now to have a few people involved in making a Buying Decision.

Solution: Get close to the Buyer, suss out their Personality Style. Is it Amiable, Expressive, Analytical or Driving and adjust your behaviors to match thei= r style? Also adjust your sales process so that it is in tune with the buyer's process. "I understand you are you still in the evaluative stage = of the buying process. What do you suggest as the next step, a live demonstration or a meeting with one of our clients?"

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They give a 'generic' pitch with a 'generic brochure'

We are on familiar territory when we talk about our product; it's our comfort zone and passion and so much more tempting to stay there rather than stray onto the prospect's unfamiliar turf.

Problem: The seller never clearly identifies the buyer's need and wants, so the pitch, at best is a 'spray and pray'.

Solution: During your conversation with the prospect, listen to them, focus your attention on what they say and how deep is their 'pain'. Don't think about what are going to say next. Put yourself in their shoes, empathise and together start looking at what is required.

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This course may be short but it's incredibly complete.
If you have people who are new to sales, this is the stuff they absolutely need to know. If you've got a seasoned sales team, this i= s the stuff they've probably forgotten and need to be reminded of.
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A selection of Topics Include:

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  • Positive Attitudes create successful behaviour
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  • How to accelerate into super-performance
    • =0D
  • Effective telephone techniques ' Getting the meeting
    • =0D
  • Prospecting, cold-calling and referral usage
    • =0D
  • Overcoming the Price Objection
    • =0D
  • Pre-planning your sales presentation
    • =0D
  • Summiting sales steps
    • =0D
=0D
=0D
    =0D
  • First contact, importance of initial impressions
    • =0D
  • Ways to turn a cold call into a sale
    • =0D
  • Sure-fire ways of getting the client to say 'yes'
    • =0D
  • Power-packed closing techniques
    • =0D
  • Essential secrets from successful sales people
    • =0D
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The a= bove registration fee includes teas, lunch, refreshments, parking and seminar material
Book Now!
Contact Memory on 011 787 6781 or email memory@peergroup.co.za
See You There
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=0D
=0D
Unsubscribe me from this list
 Should you have trouble with the removal link please send an e-mail to admin@peergroup.co.za with the word 'remove' in the subject line.
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