Tag Archives: sales process

White knights and who is telling the truth?

White knights and who is telling the truth?

Often when you are selling to larger businesses, you can end up having to sell to committees. Committees can be problematical as one person may love your product or service, and then may be in the position of having to sell you to the other committee members. The best that you can do in this situation is to support your “white knight” in their efforts to sell you to the committee. This can be ensuring that they have answers to questions that may be raised, or just increasing their understanding of your product or service.

Another problem that we come across in the selling process is our perception of salesmen. We tend to think that a salesman is trying to get one over on us, or to trick us in some way. This is, by and large, not true. Salesmen are simply well-informed about their product and are trying to show it you in the best possible light. Unfortunately, because often buyers believe that salesmen are being untruthful, they then feel it is okay to also be untruthful.

If nobody is telling the truth it can be very hard to determine what anybody wants. As a salesman you need to know what somebody wants before you can help them. The sales assistant in the shop who asks, “can I help you?” is trying to do just that. If you have come into the shop to buy an item, saying “I’m just looking” is, in one sense, lying. Now the sales assistant can’t help, and you can’t be helped. Truthfulness is important to understand what people want.

If you are struggling with your sales process, and would like to review it, why not arrange a meeting with us? At Aardvark Marketing Consultants we have worked with hundreds of business across a range of industries and can help you to improve your sales processes. Call us today on 0121 222 5743

Or to learn more about successful selling watch the video below

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Are your sales team selling?

Are your sales team selling?

Hopefully your sales team are selling your products or services, otherwise they are not doing their job! However are they spending all their time selling, or are they having to use their time ineffectively?

Sales teams are expensive to run, they need wages, National Insurance, pensions, cars and hotels. The costs of selling soon mount up, often in hidden extras that you may not be fully taking into account. The rising costs of running a sales team mean that it is vitally important to the financial well-being of your company that you maximise the time your sales team spend selling.

Ensuring that you have a good marketing program in place will provide your sales team with good quality warm leads who can then be engaged in the sales process. If you have no marketing or poor quality marketing your sales team will spend much of their time trying to convert cold leads into warm leads before they even begin to sell to them.

Given the costs related to running a sales team, it is more effective to spend on good marketing to improve the quality of the leads going into the sales funnel, thereby allowing your sales team the chance to spend more time selling and less time chasing.

If you are struggling with your sales funnel, consider improving the marketing that is delivering your suspects. Good quality marketing will result in a better quality lead, which in turn will improve the conversion rate of prospects to customers in your sales funnel. Let your sales team do what they do best – sell, and let us do your marketing. Call us at Aardvark Marketing Consultants today for a meeting, on 0121 222 5743

If you would like to learn more about successful selling and how to improve your sales funnel, please watch the video below.

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Are you taking too much time?

Are you taking too much time?

How long does your sales funnel take? From an initial enquiry, for example filling out a form on your website, to your meeting with your prospect. One of the important reasons for tracking and monitoring our sales process is that we understand how long each step takes.

If it takes too long to move your suspects through the sales funnel, you risk the suspects becoming disengaged. By studying your sales funnel you can learn where the problem areas are. Is the process too complicated? Are you solving your suspects problems and answering their questions? If they come to the initial meeting with too many questions, they will be harder to convert. If your sales funnel has provided them with answers along the way, then by the time you have the meeting, they will be better engaged.

Reviewing your sales funnel step-by-step, including the time that it takes to move between each stage, gives you the ability to make changes at each step. Small improvements at each stage can lead to a big improvement overall, resulting in a quicker and more efficient sales funnel that will convert at a quicker and higher rate.

Process mapping is vital to ensure that you fully understand your processes, and only then can you successfully change them.

If you are struggling with your sales funnels and would like to improve them, why not contact us? We can help you to improve your sales funnels, ultimately improving your sales, and profitability. Call us today on 0121 222 5743 or via our contact page.

To learn more about sales funnels and successful selling, please watch our video below.

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