- NEVER allow failure to enter your vocabulary
- NEVER talk politics or religion with a prospect or customer
- NEVER look at your email first thing in the morning... It'll suck you in
- NEVER ask questioins about things that can easily be found on the company's website
- NEVER look at your cell phone during a meeting... In fact, you should turn it off
- NEVER jump into the presentation too soon (Ask more questions untill you're sure you fully, completely, 100% understand your client's needs, wants and expectations and then, and only then give your sales presentation)
- NEVER presume the prospects need
- NEVER fail to uncover the budget, up front
- NEVER fail to get the buying commitment, from someone with authority to buy (many great presentatoions are made to folks who can't say yes)
- NEVER try to control or manipulate the sale
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The foundation for success starts with an objective diagnosis to ascertain your current level of effectiveness.
Clear communication and honest self-assessment are fundamental attributes for firms that want to achieve above-market growth. To maximize successful areas of operation – and, conversely, shore up dysfunctional or underperforming areas – sales leaders need an impartial way to examine current operations. While many assessment tools exist to qualify candidates for hiring and overall business operations, very few assessments are designed with specific focus on sales and marketing. Even the strongest managers are not mind readers. Without an impartial way to assess operational strengths and weaknesses as well as current strengths and processes, it is difficult to know how to align your leadership and make critical decisions that will most strategically benefit the business. The foundation for success starts with an objective diagnosis to ascertain your current level of effectiveness – i.e. a baseline. Without an impartial tool, however, assessing current efforts can be a biased, complicated, and ineffective endeavor. Top executives want to align the goals and objectives of their sales and marketing teams, but without a fair arbitrator and a structured process for defining the underlining issues, it’s quite possible to miss critical ways in which to organization is misaligned. Sometimes it’s lack of trust. Other times it’s the lack of a comprehensive, objective process that gives everyone an equal – and in some cases anonymous – method for providing feedback. Executives need factual data about what people are seeing and thinking, without bias and all the drama. Leaders are entrusted to provide a proper environment and method to capture which strengths need to be expanded and which constraints need to be assessed. The Sales Baseline assessment helps organizations uncover misalignment in areas related specifically to sales productivity and results. As an in-depth diagnostic tool, the answers to Sales Baseline questions give leaders an objective look at overall performance and alignment issues. Based on feedback from this assessment, sales leaders can easily identify the most immediate areas they can affect in order to drive revenue growth. The Sales Baseline assessment has the unique ability to pinpoint where misalignment is occurring and why. Because of the way the assessment is structured, results can be categorized by division, branch, or role (field sales, marketing, customer service, senior management, etc.). That means leaders can pinpoint exactly where underperformance, misunderstandings, or misperceptions are hurting the organization. These results allow leaders to resolve minor problems quickly and identify high-payoff initiatives for action. The sales results can be immediate and extraordinary by taking action on high pay-off initiatives that can catapult your sales to the next level. Have questions or need more information? Contact Bill Kliss - Bill is Chief Salesologist of Bill Kliss Consulting and a Certified Sales Baseline Trainer. Bill can be contacted by email at bill@billkliss.com or by phone at 714-202-6082. |
AuthorBill Kliss has been teaching his perfected technique of opening doors to reach decision makers for 30-years. His cutting edge approach has increased sales wins for virtually all types of products and services. Archives
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