Category Archives: Sales Targets

3 Reasons Why Launching a New Product is like…..Starting University

1. You haven’t found out who you really are

When you start at university, you’re just working out exactly who ‘YOU’ – ‘IS’.

There are a million references you’re tapping into, a sense of humour to fully develop; you’re recognising who you want to spend time with and how you want to be perceived.

You go through a couple of fads and crazes – you try on and discard personalities like cheap, charity-shop shirts.

When a product is launched all the testing in the world can’t prepare you completely for how it’s really going to move in the market when it goes live.

On launch week, there’s a big Fresher style stream of parties, people get all hyper and excited, but the morning after – just like the newbie stumbling hung over through campus in week one – it’ll be a few star performers in the sales team who find their way round and discover what’s really useful.

A brand new company, product or service never knows how it truly helps when it enters the world blinking into the sunlight – the successful ones work it out really quickly, but it doesn’t happen on launch day 1.

However, that doesn’t stop the hierarchy throwing this newborn at the sales force and expecting them to work it out before their first client presentation – and then possibly blaming its slow climb to success on the sales team not trying hard enough.

2. Making the most of the opportunity depends on your approach

Don’t judge people and assume they don’t want to speak to you.

Try to be open-minded.

Meet as many people as you can.

Go in with a positive attitude and take everything you can from it.

3. Blowing your budget feels stupid

There are always inventive ways of doing things a bit more cost effectively.

Some people never grow out of thinking that it’s the amount they’re spending that makes them look cool. Most are frequently hungry

It’s those who always seem to have more than everyone else with change still clinking in their pockets that become popular and get to feel really smug.

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Business Development, Drinks Industry Sales Training, Product Launch, Sales Targets, Sales Training

Observing the Multiple Mistakes of a Car Salesman

car-salesman

So my friend wants to buy a new car.

She can afford it – she’s got a really great job – she’s got a great car to part exchange too.

She invites me to go with her because I “understand sales people”.

She is smitten by this new car she’s seen – although she’s no fool, the deal has to be great.

We drive to the usual kind of business estate that big car dealerships tend to be on, finding it nestled somewhere between a Travelodge and a B&Q – the salesman who comes across to meet us fills me with a slight sense of disappointment before he even opens his mouth, she tells me not to be so judgemental.

So Why Should I Get Eexcited About this Car Then?

Over to you my scruffy little sales friend, time to shine – sell it to us.

“Well first let me tell you what it doesn’t have! The next model up has ……”
He then lists 5 or 6 things that are available on another version that she isn’t looking at, isn’t interested in and can’t afford.

“But we don’t want that model – what does this version have?”

“Oh, it’s just your standard spec!”

I don’t think an initial sales pitch has ever depressed me more – turns out the new car my friend was delirious about is just….standard – and whatever it’s actually got going for it isn’t even worth discussing.

This is clearly not the car he’d like to sell us.

He walks us over to her current (part exchange) vehicle, he’s being quite chauvinistic and ‘blokey’ – he knows I’m not the customer – but I’m the complete focus of his conversation. It makes me really uncomfortable.

“I Just Want to Have an Adult Conversation”

That’s what my friend said to me, before we got there.

“I don’t want to play games, I want a grown up to help me buy the right car for me.”

The car salesman looks at the car she wants to part exchange and starts sucking air through his teeth while flicking through some heavyweight trade book – it was getting on my nerves, so I said,

“It’s only had one careful lady owner.”

To which he replied,

“You found her then did you? The one careful lady driver.”

My friend called him a Neanderthal under her breath, but we follow him back to his desk anyway, she does really want that car – and there isn’t another similar dealership for 40 miles.

He’s talking numbers already, time to get down to business, no messing about – let’s find out how much a standard specification motor vehicle actually costs.

“I Want This, How Can You Help Me Afford It?”

OK, so my friend has an amount per month she can spend on here new car – it’s a fairly substantial amount and over a 3 year period she can easily afford the type of car she’s looking for – but she does want value for money and a good deal on her old car.

He does some big sums that we’re not allowed to be a party to then reads out the monthly payments in the strangest and most unattractive way possible.

“Over 5 years it’s £X per month, over 4 years it’s an extra £100 per month and over 3 Years it’s £200 more every month.”

Surely it would have been better if he’d said;

“Over 3 years it’s £X per month, over 4 years that becomes  £100 more affordable, and over 5 that doubles to £200 less.”

I know it’s the same figures, same answers – but the way he did it just made it sound like the car was becoming more expensive with every syllable.

Set me up first with the most it’s going to cost me.

Let that settle in, OK – I’m not shocked, I can afford it – oh, what’s that you say? If I want to pay over a longer period there are other, more affordable options – even better!

We told him we wouldn’t mess him around; we’d call him after we’d spoken to the competition.

All the way home my friend was spotting the more expensive version of her once favourite new car and saying, “There’s the model that’s better than the one I wanted.”

She really did want that car, it’s a shame there was a salesman in the way to put her off.

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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New Year Resolutions? You’re Better Off Listening To Whitesnake

Do you want to hear the only New Year’s Resolution you’ll ever need?

According to Time Magazine, the top 10 most popular (and most broken) New Year’s Resolutions are:

    • Learn something new
    • Get out of debt
    • Spend more time with family

New Years Sales Training

  • Travel to new places
  • Be less stressed
  • Volunteer
  • Drink  less
  • Lose weight
  • Get fit
  • Quit smoking

Trouble is they’re all things you just do, not the real things you actually want to achieve.

The resolution I’m going to give you has helped people find that life changing job, educate themselves to get the future they deserve, start their own business, prove they’re ready for promotion, see the world – the really big stuff.

So, for all those of you not old enough to have owned the original LP’s from the musical Rock of Ages, let me share one line from a Whitesnake song called Hear I Go Again – a line that not only sorts out your resolution blues, it could put you on track to achieve everything you want;

You see;

  • You don’t want to travel to new places – you want to see as much of the world that interests you before it’s too late, while you can
  • You don’t want to lose weight – you’re fed up with the way you look and the way you feel about yourself and don’t want to feel that way anymore.
  • You don’t want to volunteer – you want to make a difference, put right an injustice and cleanse your soul
  • You don’t want to spend time with your family – you want to leave a legacy, let them know how you feel, make the most of all the time you have before the day comes when you’ll never be able to see them again or they can’t see you.

You get the idea.

So have a look at your New Year Resolutions, and change them from what you’d like to do – to the reason you’re actually doing them.

And then say “I’ve made up my mind; I ain’t wasting no more time.” (That’s the line from Here I Go Again by the way)

Because time is ticking away my friend and the teeny, tiny steps – those individual resolutions – will only ever take you to the foundations of your hopes and dreams.

Normal New Year’s resolutions aren’t time related – apart from a vague sense of something you’d like to do in a single year.

It’s almost like they were created to keep the masses happy with lots of little achievements – so they never have to get the silly notion of reaching for the stars.

Stating why you’re trying to achieve something allows you to recognise which actions will drive you towards its realisation – while also showing you who and what is wasting your time or stopping you from getting there.

Whatever IT is that you want to do, be part of or become – give it the level of importance IT deserves and dismiss anything that pulls you away from achieving IT.

Decide today that you’ve made up your mind and you ain’t wasting no more time.

Have a great New Year

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Sales Targets, Self Improvement

Your Free Download Chart of Next Year’s Best Selling Days

“Carpe diem. Seize the day, boys. Make your lives extraordinary.”
John Keating (Robin Williams) – Dead Poets Society (1989)

It’s that time of year again when I share my annual free download, showing the days available to you over the next 12 months which can be classed as ‘prime selling time’.

A little information that is glaringly obvious to the top 10% of high achieving sales people, but ignored or missed by virtually everyone else.

Actually, I’ll bet – in the back of your mind – you’re all aware of what I’m about to share with you, so much so that this week’s free PDF download will be once again greeted with as many people saying “that – is – brilliant”, as those stating “that is just so obvious!”

You can print it off, pin it up, send it out or just pop it in the back of your personal organiser.

If used properly this single sheet of paper will;

  • Organise and focus you and your team to achieve the important stuff first
  • Help you develop a long term business view, which has the flexibility to recognise what needs doing today
  • Remove the opportunity to complain about “time running out
  • Scare the living daylights out of your inner procrastination gremlins

To achieve this you will need your personal target (worked out as an annual figure for the whole of 2013), your holiday dates and internal meeting dates.

Here’s what to do;

Download the PDF here

If you have just clicked on the link, you will now have before you the selling days available to you over the course of the next year – 2013 – in the UK.

You may need to change it slightly for which ever part of the world you are in.

FACT – Almost all of you have 252 days next year to effectively sell.

FACT – In the UK next year – due to holidays – the sales industry will have five months with only 20 effective selling days each.

FACT – Quarter 3 (July, August, September) has the most selling days – 65 – but will undoubtedly become the time when your competition take their foot off the gas because “there’s never anyone in over the summer

Here’s what to do next

Work out when you will be lying on a beach or stuck in a hotel meeting room with a group of hung-over colleagues looking at a large, projected forecast graph – and then deduct those days from the appropriate months.

OK

  • How many real days have you got to achieve your target?
  • How much does your pipeline need to achieve on a daily basis?
  • What does that mean for each of those monthly figures?
  • What is your target figure for Quarter 3?

We all play differently when we are keeping score.

Take for example a group of kids kicking a ball around a park just for fun, watch the change – in mood, reactions and body language – on the pitch after someone shouts;

“OK, let’s keep score!”

It’s the same with sales – we all play differently when we’re keeping score!

This year, do yourself a favour – count every available day and make every day count.

Seize those days and make your lives extraordinary

Feel free to leave a comment

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Business Development, Drinks Industry Sales Training, Management Training, Sales Targets, Sales Training, Self Improvement, Time Management

Superb Meeting, Perfect Proposal, So Why Won’t They Take Your Call?

There doesn’t seem to be anyone around.” 
I Think We’re Alone Now – Tiffany

How could anything go wrong?

After all, it was the prospect who requested the meeting with YOU.

By the way – the meeting was AMAZING!

Everything that you recommended – they immediately agreed was perfect for them.

Every time you uncovered a need and matched it to a feature – they swooned.

Whenever you expanded those features to the corresponding advantages and benefits – their eyes smiled and they had to stop themselves from clapping like four year olds on the best Christmas morning ever.

Your proposalmy goodness your proposal – it dripped with passion and prose, it put forward the case for change like nothing you had ever written before.

Now, you just glide through the office – you’ve not told anyone it’s in the bag – but your boss has seen the twinkle in your eye and knows that something special is coming your way.

SO – WHY- WON’T – THEY – TAKE – YOUR – CALL?

What’s happened to their manic enthusiasm for moving forward?

It just doesn’t make sense.

“I’m sorry, there doesn’t seem to be anyone around!” is the pre-programmed response from everyone who picks up a phone – even when you’re trying to be clever with different extensions.

As with most things in sales, salvaging things that have gone wrong is rarely impossible – but learning how to avoid getting yourself in that position in the first place is a much better place to start.

Let me take you back to that meeting, you’ve done all the wonderful things mentioned above, and then your client says;

“So what do we do now?”

You: “Well, I’ll put a proposal together, get it over to you and then I’ll give you a call to move things forward.”

Prospect: “Fabulous, talk to you in a couple of weeks.”

You: “Wonderful, thanks for your time, great to meet you.”

Salesperson exits stage left – while the prospect appears to go onto a witness relocation programme and is never heard from again.

You see the big problem here is…….. there wasn’t actually a close, just an assumption of one.

In a business to business sales situation – especially the big stuff – you’ll rarely get a signature or full agreement before a proposal and then the proposal always needs to be followed up.

But while the sales person is walking out, clicking their heels, the sale has already gone cold.

Let’s run that meeting again;

Prospect: “So what do we do now?”

You: “Well, I’ll put a proposal together and get it over to you this week.”

Prospect: “That sounds great.”

You: “Wonderful – I really want to make sure this moves forward the way you want it to – so with that in mind, I’m back in the area on the 15th and 19th – which one would be best to have our follow up meeting?”

And there it is.

The thing that’s so obvious once it’s made obvious.

By organising the next meeting before the proposal reaches them, ensures that you get to talk to them about it once it’s written, close the sale and put it to bed.

And if they won’t book a follow up meeting?

Then the meeting hasn’t gone as well as you thought it had!

Until next time

Chris

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews – including one from Best Selling Author Lee B Salz – if you click on the book title above you can download the first 4 chapters for free

New Sales and Customer Service Training testimonial video HERE – find out what our customers think

New Sales Training & Customer Service Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool,

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Filed under Business Development, Drinks Industry Sales Training, Sales Targets, Sales Training, Self Improvement

You Can’t Count on Quality to Save Your Business

And mama always told me, be careful what you do, don’t go around breaking young girls’ hearts.”
Billie Jean – Michael Jackson

I changed one of my suppliers last week.

Looking back I don’t think I ever had any problem with the pricing, value, quality or effectiveness of the service or products.

It was just that the account manager was so – bloody – miserable.

Ask him a question – any question – and the answer would drip with doom, gloom and self pity.

I put up with it – you do, don’t you? It’s just easier?

Somewhere close to you now, a sales person is walking in to see a customer and after being asked How’s it going?” they’ll say something like;

  • “Tough, really tough.”
  •  “Aw, you know, plodding on.”
  • “I was alright until I hit that traffic, man it was backed up right past the exit.”

And all around the world, businesses are closing their doors for the last time, with owners and shareholders scratching their heads, wondering how such a brilliantly priced, quality widget somehow failed to catch on in the way they knew it really should have done.

  • Incredible caterers and sandwich shops, who delivered sumptuous feasts but left their customers feeling cold and unwanted – Closed.
  • Brilliant local DIY stores who had everything you needed; the knowledge to help but the ability to make you feel stupid if you had to ask – Closed.
  • Fabulous suppliers with the best range, price and service – but whose sales team treat customers like they’re just one of an unlimited supply – Closing all over the place.

Here at Varda Kreuz Towers we’re in the middle of delivering a series of customer service workshops for one of the UK’s biggest employers and while I was researching the subject matter to make the course truly bespoke, I realised that the main learning outcome centred on one key nugget of wisdom.

You see, lots of people request Customer Service training, but sometimes it isn’t actually what they need.

SERVICE is the thing you deliver; it’s what customers are left with after they’ve paid their money, what they’ve had once they’ve eaten at your restaurant or come out of surgery.

HOSPITALITY is how you make people FEEL about that service.

The dictionary calls it – “the friendly and generous reception and entertainment of guests, visitors, or strangers”.

So, ask yourself this;

“My business – I know what we DO for customers, but how do we make them FEEL when we do it?”

I can understand why some of you might not think that matters – however, If you’re one of my regular suppliers and you haven’t heard from me for a while, I’m really sorry you had to find out that I’ve moved on by reading this article.

As a bit of advice, if you want to keep the rest of your client base at least pretend you’re enjoying the interaction with them, because if you’re not, they certainly won’t be.

You see I expect quality and service – that’s what I’m paying for – but if I find out from someone else that there is also an option to feel great about it as well, then my expectations have just been raised – and what I used to think was good enough simply isn’t anymore.

Until next time, have a great week

Chris

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews – including one from Best Selling Author Lee B Salz – if you click on the book title above you can download the first 4 chapters for free

New Sales and Customer Service Training testimonial video HERE – find out what our customers think

New Sales Training & Customer Service Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool,

10 Comments

Filed under Business Development, Drinks Industry Sales Training, Hospitality, Management Training, On Trade Customer Service, Sales Targets, Sales Training, Self Improvement

Would You Like Me to Sell You a Small Bag of Magic Sales Fairy Dust?

“If you got the money honey we got your disease.”
Welcome to the Jungle – Guns N’ Roses

I have a friend who refers to the expectations of some sales people and their managers as requiring magic sales fairy dust’.

The phrase has always made me smile.

However, the reason most of those expectations exist is due to the fact that we all live in an age of the ‘quick fix’.

It’s a hope thing.

Teenagers want a spot cream that clears their skin of blemishes, because they didn’t want to spend the time and a little effort using the preventative soap.

Later on they want small electrical discs that give them a washboard stomach without the exercise and then a pill to lose the fat they’ve gained rather than adopting a healthy lifestyle and diet.

In business they want the Jedi Mind Trick that will turn them all into instant millionaires.

There are many, many people on the internet making a great deal of money out of those hopes and fears, promising quick fix answers and panaceas – with a large percentage making their “hope” money from those working within the sales industry.

I can’t and won’t promise you magic sales fairy dust – because it doesn’t exist.

There are however 5 bits advice I can give you – that if you’re willing to put in a little effort and turn them into reality – will certainly give your competition the impression that you posses a bag or two of something special.

Number 1.  Know HOW the thing you sell helps ‘THEM’

‘Them’ being your target market.

What does it do for ‘Them’ that makes it worth even seeing you?

It’s probably not what you think.

What it needs to do is one, some or all of the following;

  • Make them look good
  • Make them feel good
  • Save them time
  • Make them money
  • Reduce their costs
  • Give them peace of mind
  • Make life easier somehow

Remember – they don’t want a drill, they need a hole – but they have to buy the drill to make the hole.

Actually they probably don’t care that much about the solution you’re offering – they’re more likely to be bothered about whether it will get them promoted, sacked, recognised, accepted, praised or laid.

Trust me – when you’ve worked out what your solution truly delivers, you will be resonating at such a high level that only ten per cent of the rest of the sales industry will be able to hear you.

Number 2. Believe and trust in those benefits

Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me!

Get up in the morning on a mission to save prospective clients from the shabby, ill fitting, over priced, valueless alternatives those charlatans over at your competition are trying to get away with flogging.

Number 3. Only invest time in prospects who you can REALLY help

If what you do doesn’t help me, why are you knocking on my door?

You need to have recognising ‘THEM’ down to a fine art.

Remember – if THEM don’t end up as your customers, they’re going to miss out somehow (see point 2 above).

Therefore you should be searching, filtering, focusing, making sure that the people who need to see you, actually get to see you – learn the rules of customer attraction and only spend time with the ones who truly deserve it.

Number 4. Satisfaction = Perception – Expectation

A prospect will not move forward if they perceive a solution delivers less than they require it to.

It’s at that point that you need to deliver the required information which allows them to make a new decision.

Not change their mind; you’ll never change anybody’s mind.

You need to give them enough information to make a new decision. And based on that new decision, their perception will change.

If this new perception of product, service and solution outweighs their initial expectation they will be satisfied – if it doesn’t they won’t.

Number 5. Explain the value and justify the cost

People don’t mind paying, they just don’t like to over pay.

As the great Zig Ziglar said; 

The genuine sales professional can’t sell anything to anybody – that’s a con artist.”

Until next time

Chris

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews – including one from Best Selling Author Lee B Salz – if you click on the book title above you can download the first 4 chapters for free

New Sales and Customer Service Training testimonial video HERE – find out what our customers think

New Sales Training & Customer Service Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool,

13 Comments

Filed under Business Development, Drinks Industry Sales Training, Lyric Quiz, Management Training, Sales Targets, Sales Training, Self Improvement