New Sales Resource Articles Including: 5 Breathtakingly Brilliant Sales Questions

During your next sales call try these 5 breathtakingly brilliant questions

https://www.linkedin.com/pulse/you-need-ask-every-customer-5-questions-chris-murray

This month I’m hosting two Selling with EASE Workshops – one in Manchester & one in London – But be quick, less than 10 places left at each

https://vktopenworkshops.wordpress.com/2015/08/24/sales-training-2/

Are you really happy leaving your Sales Team alone with a stranger? Here’s How to avoid the pitfalls of Sales Training

https://www.linkedin.com/pulse/beware-leaving-your-sales-team-stranger-chris-murray

Preparing for contract negotiations & renewals? Make sure you’re ready for these tactics used by professional buyers

https://www.linkedin.com/pulse/secrets-professional-buyers-learn-negotiation-courses-chris-murray

Sales Managers – Stop feeding your sales team a fish at a time & let them take ownership with an accountability NET

https://www.linkedin.com/pulse/how-create-self-sufficient-sales-team-chris-murray

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Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 293 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been an Amazon Number 1 Best Seller and heralded as the Da Vinci Code for salespeople. Download and read the First 4 Chapters – completely free – here.

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UK Sales Management Workshops – Last Few Places

There are 2 places left for the FAME Sales Management Open Workshop in Cheshire on Thursday – I’m afraid all the London dates are now sold out.

I do hope you or a colleague can join me – they’re always great days, and it would be fabulous to see you there.

Best regards

Chris

FAME Sales Management Workshops

Thursday 5th 2015 – Manchester (2 Places Left)

Our FAME training programme was created to develop sales leaders, but it’s down to earth approach also makes it ideal for recently appointed managers and supervisors who wish to understand the principles of good management practice and require an introduction to tried and tested management techniques.

The FAME Sales Management programme examines four key elements;

  • Focus – The real role of a manager and the requirement for clear goals and direction
  • Accountability – Defining responsibilities and the need to be a role model
  • Motivation – Understanding the key motivators for different personality types
  • Education – Coaching strategies, reviews and the need for continuous improvement.

Click Here for More Details

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Filed under Sales Management, sales management training

The Dangers of Outsourcing Sales Training

I was approached last month by a European Training Magazine, to write a regular monthly article with regards to Business Development and Sales Training.

The first “The Perils of Outsourcing Sales Training” – will be published later this month.

Clearly I can’t just make this freely available outside the magazine – they would fall out with me pretty quickly if I did that – but I wanted to make sure that all those with access to all of my other free resources and articles didn’t miss out.

In the article I talk about;

  • Finding a sales trainer who shares your philosophy on sales – and actually cares about helping you and your team hit your targets
  • The truth regarding return on Investment, and what you can really expect rather than the bloated promises and percentage figures that some people just love to throw around.
  • How to ensure you’re working with someone who has studied the art and science of sales and also actually been there and done it (rather than just reading about being there and how others did it once).

If you go to this link and simply enter your first name and email address, the link for the PDF with the full article will appear in your inbox automagically within minutes.

Hope you find it useful, best regards

Chris

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Thanks for reading this blog post. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends. I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 293 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club is an Amazon Number 1 Best Seller and has been heralded as the Da Vinci Code for salespeople.

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Filed under Sales Training, Varda Kreuz

The Real Secret to Sales Success

There’s a secret to business success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there – so I think it’s worth sharing.

It took me quite a long time to recognise this little nugget of truth for what it really is, and then distil it into a couple of memorable, tweet length sentences – but here they are.

The reason my career soared, while others around me splashed around in a muddy pool of bitterness and mediocrity – was due to this simple fact;

I went out and got business – most people want to be given business, so they can go out and get it.

Go on, read it again – it’s deeper than you think.

But that’s how my career stepped up – one rung at a time – and kept on rising.

When there didn’t appear to be any business – I found a way to create the opportunity

When there was a shortage of customers – I went out and found some prospects.

When the fishermen went home hungry and defeated, telling me not to bother even trying – the first thing I’d do was dredge the pond – in case they’d missed something.

Then I hiked over to the lake and tried again, while they all went to the pub and talked about the one that got away.

Hey, sometimes I went home with less than they did.

But they made a habit of giving up – I made a habit of never giving in.

Some will tell you the secret of success is simply rising and then staying above mediocrity.

That’s not far wrong.

I’ll add to that and say, while you’re pulling yourself above mediocrity, make sure you also develop your tenacity and positivity muscles too.

This wasn’t me being better than anyone else – or smarter, or more knowledgeable, or being given a better patch with better prospects.

It’s just that – when people gave me the opportunity (and wage) to go and grow their business – I didn’t expect them to give me leads on a plate.

I went out and found business for them – and brought it back with my tail wagging.

So the real secret is this;
Below average salespeople wait for their business to create sales leads. Above average salespeople create business opportunities, and become Sales Leaders
(Average performers, who aren’t putting in the effort, are just riding a wave of luck – which never lasts long)

You can sit at your desk just hoping, hitting the send/receive button if you like – or maybe leave it to chance that the social media campaign, website or marketing department will bring prospects directly to your door – and hey, some probably will.

But that’s the same business everyone around you has access to – including the competition. It was coming anyway – with or without a salesperson to pick it up

There’s a reason diamonds are tough to uncover– the really valuable stuff isn’t found just lying on the beach for anyone to pick up.

Fill your pipeline with pebbles if you want – but diamonds are what they’ll congratulate you for.

So where should you start – where’s all this business hiding?

  • You find it with new clients
  • You find it with disgruntled old clients
  • You look for new opportunities within existing clients
  • You portfolio sell across the board

On top of that;

  • Don’t moan when there’s no business – that’s your job – go and get some
  • Don’t treat customers like one night stands – learn how you genuinely help and watch your results prosper when you start to put that into practice.
  • Learn what you don’t know and get better at the stuff you do
  • Listen to, emulate and take advice from winners – never whiners
  • Stop trying to find the quick way of doing absolutely everything – find the most effective way, and then perfect it.
  • Do one more call, every day after what used to be your last call. Forty weeks a year, equals two hundred extra calls. If we work on one in ten, ask yourself – what would twenty more opportunities do for your pipeline?

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Thanks for reading this blog post. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends. I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club is an Amazon Number 1 Best Seller and has been heralded as the Da Vinci Code for salespeople.

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Filed under Sales Targets, Sales Training, Self Improvement, Varda Kreuz

This is the Salesman I Could Have Become

One of the main reasons I lasted long enough to become successful in sales and sales management, was the simple fact that throughout my career, a few people saw my potential and had the tenacity and patience to help me see it too.

I’ve quite literally filled books with the lessons they passed on, but here are just three that made a huge difference.

I need to share this with you before we go on – when I started my career in sales, I was appallingly bad, absolutely shocking. I was cocky, unreceptive, under the illusion that I could simply glide through with a smidgeon of natural talent and a touch of charm – and I shudder at the memory.

But it turns out, that’s precisely what enabled me to write my most popular books and sales training programmes for Varda Kreuz – in fact I meet ‘young me’ fairly regularly during training workshops – and I try to distil into twenty hours what a couple of incredible mentors and bosses showed me over the course of twenty years – and I’m forever grateful for the information they shared with me.

Lesson Number 1 – Deliver Value to the Business or Get out

When I was growing up, no one would ever have called my family wealthy and by the time I hit my teens I’d still never met anyone who I’d now classify as rich, and aspired for very little other than to possibly one day own my own home and drive a car.

If I had enough for the rent, an appetising fridge and enough for a few weekend beers with the boys – I was happy enough.

My first business to business sales role was a tough education – but they invested in me with training and sales tools and in return I put my suit on every day and polished my shoes.

Just earning the flat basic wage didn’t bother me, it would have been nice to receive a little more commission every month – but if it didn’t happen it wasn’t the end of the world.

I turned up for work with a smile and hoped sales would follow me in – but if they didn’t – hey, no worries.

I have to say it came as quite a bit of a shock when they fired me.

And although I don’t remember that particular sales manager as one of my favourite bosses, he changed my outlook on sales so that I’d never fall over so stupidly ever again – after that I made sure I made a difference and that the people who mattered saw the difference I was making.

Lesson Number 2 – Understand How You Help

For a good few years I walked in to see customers and sold AT them. Actually, that’s how everyone I knew sold – it’s still how most people I meet sell to this day.

Even after a week of solid, expensive, highly focused sales training with a big multi-national company – I had no concept of how I helped anyone.

We didn’t talk about it, we weren’t trained on it – no one internally saw it as a requirement or cared that it might be a better way of doing things – or produce more business.

It was a buyer called Terry Wiseman who helped me see it one Christmas.

Terry worked for a wholesaler – and told me that my generic Christmas Promotion was a bag of ****, pointless, not fit for purpose and that (correctly) it had been thought up by marketeers on the fifth floor who had never met a customer in their life.

That year I sold 5 boxes through Terry’s business.

The following Christmas I held up my hands, admitted that my ignorance towards customer buying motives and arrogant attitude wasn’t going to deliver either of us any bonus – and that’s when he opened my eyes.

He showed me why people bought my products, how they used them, what they needed them for – what flicked their switch, the quantity that they liked to purchase, the add-on purchases that could be acquired with the right bundle deal.

I sold 10,000 boxes that Christmas

Actually, it only occurred to me while writing this, that this lesson was delivered by a Wiseman at Christmas – and let me tell you, it was worth its weight in gold – Terry helped me see something I would later describe like this;

People buy drills because they want to create holes – bad salespeople present drills, great salespeople help them achieve the hole they need.

Lesson Number 3 – Make Sure You Can Go Back Again

So now my career is going through the roof – I mean flying.

Company-wide memos referencing my big wins are coming from the Managing Director’s office, I’m getting personal letters of thanks from the chairman and I’m regularly asked to host sales meetings to share my insight and techniques with the rest of the business.

I’ve had two promotions in six months and I’m being considered for another – a big one – before Easter.

And that was when my Sales Director – Craig Campbell – dropped a bombshell during my end-of-year appraisal.

“I know what you’re doing Chris – and it’s time to stop.”

“What do you mean ‘what I’m doing’? I’ll tell you what I’m doing – I’m knocking every sales target out of the park, I’m securing previously thought unwinnable contracts on a monthly basis, and I’m getting listings that no one has got anywhere near achieving in the last twenty years – that’s what I’m doing!”

The memory of his stare fills me with a chill to this day – and still makes me want to shut up immediately and leaves me feeling stupid twenty years after the event.

He put his pen on the appraisal document and slowly and precisely pointed out that my search for glory was about to fall flat on its own fat backside.

Yes – I had a knack for helping people, delivering the solution they needed and writing proposals that people actually wanted to read – and yes that had led to business going through the roof.

But that was the last time a customer ever heard from me.

Even when things went wrong or didn’t work out as well as I’d promised – I left their calls unanswered – I was too busy chasing the company-wide recognition, the next big win.

But that industry – just like every other – was too small to treat existing customers so badly.

My thinking was at least six months short of short-term thinking.

Contracts and tenders would come round again in a matter of months, new product launches would require presentations to the same groups of people, even if I moved to another business appointments would be few and far between because I’d lost their trust – and testimonials and referrals were just about to dry up and never return.

He also pointed out, that further down the line when I had my own sales team to manage, their reputation would be tainted by mine and no one would want to see them either, so that would end in failure too.

Craig shared all that with me, I nodded in embarrassment, his expression stretched into a smile – he told me that my future was bright and that I should do something about getting it back on track – and then he bought me a drink to toast my imminent success.

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Thanks for reading this blog post. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club is an Amazon Number 1 Best Seller and has been heralded as the Da Vinci Code for salespeople.

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Filed under Business Development, Personal Development, Sales Management, Sales Targets, Sales Training

A Christmas Prayer for Salespeople

christmas-513471_1280

MAY YOU BE SEEN AS YOU WISH TO BE VIEWED, helped as you wish to be helped; and in return, recognise that those you call on long for someone to do the same.

May the charlatans and half-jobs never darken your door, but with the knowledge that they exist, drive you to reach every prospect an hour before the dishonest get a chance to knock.

May you wake every morning eager to help the world achieve their dreams, and everyday find someone who is just as interested in helping you achieve yours.

When you need to be heard, may you find someone who will listen wholeheartedly to every word; and by doing so, teach you how to listen with all of your heart.

May you always be charged honestly for the services and products you require, and in return, offer the same courtesy to all who purchase from you.

May you always be asked questions that empower people to help you, and by doing so, enlighten you to help others by asking exceptional questions of your own.

May your days be free of naysayers and pessimists; but filled with memories of raising others to the heights they aspired to reach.

And may the year ahead be filled with the smiles of the people you love and the knowledge that your happiness and prosperity was procured by delivering happiness and prosperity to others.

Have a fabulous Christmas and wishing you an exceptional New Year

Best regards

Chris

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Thanks for reading this blog post. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club is an Amazon Number 1 Best Seller and has been heralded as the Da Vinci Code for salespeople.

 

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Filed under Christmas, Varda Kreuz

Most Popular Articles on LinkedIn Pulse

Please find below links to a few of my most popular, recent sales articles on LinkedIn Pulse 

Only 12 hours Left – $0.99 Kindle Countdown Offer for The Extremely Successful Salesman’s Club

Those fabulous people at Amazon and Kindle have decided to place the EBook version of The Extremely Successful Salesman’s Club on something they like to call a Countdown Deal… Read More

Thank You – The Extremely successful Salesman’s Club – Amazon Number 1 Best SellerRead More

Amazon Inspirational No.1 (Crop 3)

The Most Important Sales Technique That No One Talks About 

If you want to get the sales that others simply never even realised existed, the answer lies in what I like to call deep listening, and the best way to describe this is with the Chinese symbol for the verb “to listen”.… Read More

My Sales Team Are Busy Doing Everything Except Selling 

As a sales manager, it’s become more difficult to draw a distinct line between all the things a sales team should be doing – and all the activities that they love to spend time on – but lead them away from the straight and true path of your perfectly worked out plan.Read More

The Truth About Relationship Selling 

Relationship selling is a strange beast and countless authors have made many, many dollars explaining to sales people how to use it to their advantage… Read More

Would You Buy From YOU?

The salesperson you’d ideally like to be and the salesperson you’d like to served by – they should both be the same person, shouldn’t they?Read More 

Letter to an Aspiring Salesman 

“The choices you make from this day forward will lead you, step by step, to the future you deserve. Note well my words, for what you deserve will be down to you, and you alone.”Read More

Written Letter

Questioning Techniques that Empower People 

Below are 3 recent examples where that responsibility was sadly lacking – and although the behaviour highlighted might seem surprising – I bet you’ve had a number of similar experiences of your own.Read More 

Stop Making False Sales Promises and Tell Me How You Help 

Is the sales story in your elevator speech 100% true? Can you genuinely promise, that the wonderful results witnessed by one or two of your previous customers, will happen to everyone else who works with you? .Read More

The Dalai Lama’s A to Zen of Life (for Salespeople)

I think the first time I read this Dalai Lama A to Z, was on an office wall positioned between two fairly uninspiring posters – you know the type – artistic photographs of someone standing on the top of a mountain at sunrise, framed by some quote about eagles or persistence or something similar. .Read More 

****************************************************

Thanks for reading this blog post. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

Leave a comment

Filed under Business Development, Personal Development