The Selling Game

Any professional Sales Manager, Sales Trainer or Sales Environment that is looking to increase revenue at the lowest possible cost and potentially the highest possible impact... please read on!

The Sales Activator® is interactive, versatile, effective and ... FUN! 70 Hours of re-useable resources to adapt to your own requirements! Win more customers and turn existing ones into lifelong ambassadors. Optimise the engagement of your salesforce with each customer.

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

Overcoming the fear factor

The superstitious among you will surely have noticed that today is Friday 13th. Personally, I’m not convinced that this combination of day and date is any more ominous than others in the calendar. But I do admit I could be in the minority; studies show that up to 21million people in the States have a fear of the date – so much so that the country racks up US$800-900million in lost business every time Friday 13th comes around!

Now, bearing in mind what I’ve just said, you might think I’m crazy to choose today to offer some advice on closing deals. But my rationale is that it doesn’t matter what date it is; sales have to be closed the whole year round, and the key to that is confidence and timing.

Confidence

Your salespeople need to exude self-assurance – and this means using positive body language alongside a commanding tone of voice and decisive words. Phrases like “So now you appreciate these benefits, shall I go ahead and place the order for you?” work a treat – especially when delivered with a smile and full eye-contact.

Timing

Some of the best salespeople close when they’ve either highlighted the product/service’s benefits or have successfully handled an objection. But there are other opportunities. Make sure your team looks for buying signals; questions about turnaround times, delivery, instalment terms and warranty all indicate that a prospect is interested in making a purchase.

How about using your next team meeting as an opportunity to focus on closing sales – with an emphasis on confidence-building and timing? I can’t guarantee your teams won’t get spooked next Friday 13th (this December, in case you were wondering). But by getting some practice in these two areas, at least they won’t get spooked when it comes to closing their next deal. and overcoming the fear factor.

Read Buying Signals and 7 Tips on how to close that deal, for some more tips on winning your sale.

Lorna Leck is the Managing Director, of The Sales Activator® Ltd If you would like to talk to her about what you have read or anything else, please get in touch here

Posted June 13th, 2014 in Closing . Tagged: , , , , , .
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