My last posting on here was over half a year ago.... funny how time seems to fly by.
Despite, or perhaps because of the economic climate, I have found myself working in many different places sharing a range of approaches to the common problems businesses are facing these days. In short meeting the challenges presented by reduced cash reserves and more demanding clients.
This blog, with it's sales focus, is part of a larger group of coaching blogs and website I manage and perhaps, one of the reasons for neglecting this specific blog is because (a) I had nothing very different to say (a small issue) and (b) I wasn't sure that anything I had been writing was having any impact. Through the face to face coaching and team training days I have been running I have had the feedback that the ideas in this blog are not only relevant but, in some ways, timely reminders of how to get the most out of a sales process.
Heartened by that live feedback, I will endeavour to post to this blog more frequently and with sharper material for the consideration of anyone who wishes to read it.
Alan
other blogs you might be interested in:
www.qcsmarketing.co.uk - marketing and sales perspectives
www.alanjonesuk.com - business blog
24 Jul 2010
23 Jan 2010
2010 - A Year of Possibilities
Like many businesses times are far from easy.
Company budgets are tight and with an eye firmly fixed on ‘the bottom line’ there may well be the tendency to think of certain types of business to business service as being a bit of a luxury… training and consultancy could indeed fall into that category.
Last year I was invited to work with XEROX, their sales teams and managers on aspects of presentation and marketing. A great team of highly motivated sales people who were looking for ways to improve their performance by looking carefully at HOW they were presenting WHAT they were about.
“We were astounded by your presentation. It will leave a lasting impression on those who attended and by virtue of your talk they will also remember with greater clarity the content of the day. I was personally delighted with the whole event and was pleased that you were able to show a significant link between your techniques and our sales process. “
Mark Duffelen M.D. Xerox Office Group
In researching for that Xerox event it became obvious that businesses which weather recessions adopt some key behaviours that tend to make them stronger…
1. They RACE don’t CHASE the downturn.
They stay ahead of the predicted falls in sales, making cuts in operations ahead of the predictions. Budgeting for a worst case scenario.
2. They remain CREATIVE and FLEXIBLE
They honestly appraise their business, their systems and their service/product offerings (using feedback from consultants and clients) to ensure they are delivering on their value promise.
3. They INVEST in MARKETING and TRAINING
Several case studies show that investment in marketing, promotion and brand development allow businesses to recover far more rapidly as a recession ends and gain a better share of the market. Promotion in this sense is not seen as a short term fix, but a long term investment. Training, in the same way, is seen as a way to streamline and improve processes giving their teams the edge.
4. They PROMOTE IMAGINATIVELY
Not only are the tried and tested ways of getting your ‘name out there’ used, but at times of downturn successful businesses seek the competitive edge by developing networks; being different in the promotion of their message; creating news that is news-worthy - by being memorable.
5. They DELIVER their VALUES
This means they work to ensure everyone associated with the business is clear about what these are and what is expected of them. Again investment in training is essential.
HOW CAN WE HELP YOU?
Always happy to have coffee and conversation about your business challenges and ambitions.
COACHING & CONSULTANCY
alanbjones.co.uk
PRESENTATING PROFESSIONALLY
voiceengineoptimisation.com
CREATIVE MARKETING
corporatemagicalsolutions.com
Part of the QCS Group of Businesses
Company budgets are tight and with an eye firmly fixed on ‘the bottom line’ there may well be the tendency to think of certain types of business to business service as being a bit of a luxury… training and consultancy could indeed fall into that category.
Last year I was invited to work with XEROX, their sales teams and managers on aspects of presentation and marketing. A great team of highly motivated sales people who were looking for ways to improve their performance by looking carefully at HOW they were presenting WHAT they were about.
“We were astounded by your presentation. It will leave a lasting impression on those who attended and by virtue of your talk they will also remember with greater clarity the content of the day. I was personally delighted with the whole event and was pleased that you were able to show a significant link between your techniques and our sales process. “
Mark Duffelen M.D. Xerox Office Group
In researching for that Xerox event it became obvious that businesses which weather recessions adopt some key behaviours that tend to make them stronger…
1. They RACE don’t CHASE the downturn.
They stay ahead of the predicted falls in sales, making cuts in operations ahead of the predictions. Budgeting for a worst case scenario.
2. They remain CREATIVE and FLEXIBLE
They honestly appraise their business, their systems and their service/product offerings (using feedback from consultants and clients) to ensure they are delivering on their value promise.
3. They INVEST in MARKETING and TRAINING
Several case studies show that investment in marketing, promotion and brand development allow businesses to recover far more rapidly as a recession ends and gain a better share of the market. Promotion in this sense is not seen as a short term fix, but a long term investment. Training, in the same way, is seen as a way to streamline and improve processes giving their teams the edge.
4. They PROMOTE IMAGINATIVELY
Not only are the tried and tested ways of getting your ‘name out there’ used, but at times of downturn successful businesses seek the competitive edge by developing networks; being different in the promotion of their message; creating news that is news-worthy - by being memorable.
5. They DELIVER their VALUES
This means they work to ensure everyone associated with the business is clear about what these are and what is expected of them. Again investment in training is essential.
HOW CAN WE HELP YOU?
Always happy to have coffee and conversation about your business challenges and ambitions.
COACHING & CONSULTANCY
alanbjones.co.uk
PRESENTATING PROFESSIONALLY
voiceengineoptimisation.com
CREATIVE MARKETING
corporatemagicalsolutions.com
Part of the QCS Group of Businesses
8 Jan 2010
A SEO web tool literally worth my weight in gold!
This webtool can can really provide you with a wealth of information about your potential client (or if you're that way inclined your competition).
Amongst other things it collates information about their website keywords, estimates their PPC expenditure and shows you a trend line for when they have invested in on-line marketing.
Worth my weight in gold?
Well if you know me that's quite a bold statement, but I was showing the system to a fellow entrepreneur and internet marketeer yesterday and that was his immediate comment!
Have a look here..
Amongst other things it collates information about their website keywords, estimates their PPC expenditure and shows you a trend line for when they have invested in on-line marketing.
Worth my weight in gold?
Well if you know me that's quite a bold statement, but I was showing the system to a fellow entrepreneur and internet marketeer yesterday and that was his immediate comment!
Have a look here..
7 Jan 2010
Three Approaches To Selling
Feature Benefit Selling
Here the focus is on the features or benefits of your service or product. Solid 'old school' in the parlance of the new breed of sales professionals.
Pros: Comes from a place of clarity about your offering.
Cons: Selling cycle stalls on issue of price and comparitive value of product/service.
Solution Selling
You're not 'selling' anything you're entering into a dialogue with your prospects in order to find 'the problems' that you and your product or service can 'solve'
Pros: Engenders long term, positive relationship with sales professional so that THEY as well as their product have value.
Cons: Requires the sales professional to have an honest intention to 'support' rather than to 'sell". This results in a longer initial sales process.
Provocation Selling
Using 'intelligence' about the prospects business in order to raise challenging questions about how they are going to achieve their goals.
Pros: The sales professional becomes a valuable resource to their client and has a genuine interest in collaboration.
Cons: If 'intelligence' is misused the sales person could be seen as 'fear mongering' and creating a climate of need.
So, in 2010, how are you as a sales professional approaching your clients?
What strategies will best help you be effective at the tail-end of this recession?
Where is your intent and how dies that dictate your "inner sales game'?
- Posted using BlogPress from my iPhone
Here the focus is on the features or benefits of your service or product. Solid 'old school' in the parlance of the new breed of sales professionals.
Pros: Comes from a place of clarity about your offering.
Cons: Selling cycle stalls on issue of price and comparitive value of product/service.
Solution Selling
You're not 'selling' anything you're entering into a dialogue with your prospects in order to find 'the problems' that you and your product or service can 'solve'
Pros: Engenders long term, positive relationship with sales professional so that THEY as well as their product have value.
Cons: Requires the sales professional to have an honest intention to 'support' rather than to 'sell". This results in a longer initial sales process.
Provocation Selling
Using 'intelligence' about the prospects business in order to raise challenging questions about how they are going to achieve their goals.
Pros: The sales professional becomes a valuable resource to their client and has a genuine interest in collaboration.
Cons: If 'intelligence' is misused the sales person could be seen as 'fear mongering' and creating a climate of need.
So, in 2010, how are you as a sales professional approaching your clients?
What strategies will best help you be effective at the tail-end of this recession?
Where is your intent and how dies that dictate your "inner sales game'?
- Posted using BlogPress from my iPhone
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