Tag Archives: sales techniques

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

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.

Here’s a quick question for you;

Why do you think those buyers are entering into a relationship with YOU?

Is it because she doesn’t have enough friends? Maybe he has empty seats at his wedding, or do you think they’re trying to build a trade only pub quiz team, and they need you as captain?

Or maybe – just maybe – it’s because they make their living by meeting people just like us and getting the best deal for the most suitable product or service?

Just thought I’d throw it in there.

If you truly think that business is mostly about relationships, let me ask you another question;

How many bad second hand cars would you buy off your brother?

What the Buyers said;

While I understand they have a budget for these things, I don’t need constant offers to be taken to lunch, golf, or ballgames, particularly if I’m not currently doing business with them. I’m a fellow professional, not a date to be wooed.”

“I hate it when a salesperson tries to be my best friend on the first call!”

Solution

You need to understand that being a fairly affable human being is actually a prerequisite for the job. You have to be a likeable individual; you have to be someone that others wish to spend time with – that’s a given.

However, you’re never going to blackmail a professional buyer into something that isn’t right for them with friendship – and if you think about it, that’s a fairly horrible thing to do any way.

Understand that they have a job to do, if you want them to retain your services, then you need to give them exceptional reasons for doing so. Regularly give your time and expertise freely and continuously strive to be viewed as valuable – rather than simply likeable – by engaging in activities that they see as having genuine value.

Quick quote to finish from The Extremely Successful Salesman’s Club – after Barnabas and Simeon have listened to a Preacher at Speakers Corner – which sums it up quite nicely;

“This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if they do not recognise those problems themselves.”

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

The piece above is taken from an article which appeared in this month’s Institute of Sales & Marketing Management’s Winning Edge Magazine – after asking almost half a million professional buyers one simple question; “How do most sales people let themselves down?”

Once I’d worked my way through the answers, it turned out there were 7 recurring issues that cause salespeople to lose the sales they really should have won – here’s a sneak peek of the entire article if you missed it.

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

Thanks for reading this article. 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

Top 3 on Amazon Best Sellers – Thanks

Are Your Sales Team Managing You?

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 Advanced Sales Training, Relationship Selling, Sales Training, Varda Kreuz

The 7 Reasons You Just Lost That Sale

Recently I posted a question on the four most popular of LinkedIn’s Purchasing and Procurement Group’s discussion boards, which gave me the opportunity to ask almost half a million professional buyers one simple question;

“How do most sales people let themselves down?”

After working my way through the answers, it turns out there are 7 recurring issues that cause salespeople to lose the sales that they really didn’t need to.

The full article will appear in the Institute of Sales & Marketing Management’s Winning Edge Magazine later this month – but here’s an early, sneak peek.

You can download a PDF of the full article here.

For more information on the ISMM or how to receive Winning Edge magazine, you can find out more by following this link.

Best regards

Chris

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

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews and I am humbled by the number of people who have already discovered it – thanks for all your support. If you haven’t read it yet, you can download the first four chapters for free by clicking on this link.

New Varda Kreuz Case Studies HERE and Video Testimonials 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

Leave a comment

Filed under Advanced Sales Training, Business Development, Cold Calling, Customer Service, Sales Training, Self Improvement

If You’re Cold Calling to Book Appointments Try This..

Most of the time when we’re invited in to work with internal telesales teams the problems they encounter are caused by one major issue – They have no idea what they’re really trying to achieve or why.

I have heard some nightmare stories about sales trainers making delegates lie so that they can speak with prospects or force the PA to put them through to a holidaying Managing Director’s mobile phone – while their peers watch on during live “training” sessions.

Not the way I do things but it might work for some people.

Listen, you might need to get through at any cost, someone might be watching over your shoulder – but here’s a little clue – If you ever want to talk to someone more than once don’t tick them off.

Call with a Purpose

If you are calling to book an appointment, then book the appointment. It should be the one and only thing you talk about.

Understand this;

Prospects aren’t sitting by the phone with nothing else to do. We’re all busy, if you call me then I’ll want you off my phone as quickly as possible because I have a whole list of things that I planned to do today and you weren’t on it.

That doesn’t mean I don’t need to talk to you – but if I do – make sure you stick to the subject so that I can get back to work.

As a warning – asking me how I feel today or about the weather is just wasting my time.

Set Yourself Best and Tolerable Outcomes

We have a number of exercises that cover this in our training, but essentially;

Before you call up your next prospect work out what your BEST intended outcome could be and then decide what you don’t want to put the phone down without achieving, what would be tolerable?

I don’t like scripts very much, but here’s an outline that might help.

Straight through to the decision maker;

Good morning Mr. Prospect I’m Bob, calling from XYZ – the (your industry) people – I noticed we haven’t got in touch for quite a while so I’ve called to see when we can book an appointment with our account manager to come over and see you.

Prospect: OK

Now I know they’re not always that easy, sometimes the prospect will say:

Prospect: What do I need to see you for?

You: Give the prospect a great reason why you need to see them

or

Prospect: We’re not interested

You: Ask them a great big open question to find out what it would take to catch their interest

or

Prospect: I don’t have time

You: Ask them a great big open question to find out when they will have the time

What if I get through to the gatekeeper?

If you can’t get through to the prospect ask when the next best time is to call and then call exactly as instructed.

Don’t lie, don’t be insulting and don’t try to be ‘salesy clever’.

Gatekeepers in depth is a whole different article – but don’t expect a call back if you leave your number, it won’t happen.

Please remember this – if your purpose is to book appointments and you feel like you’re just being a nuisance to prospects, you either; 

  • Don’t recognise or haven’t worked out how you really help existing customers
  • Lack the belief in your company, product or service
  • Have ended up in the wrong job

If however you do know how you help and truly believe that the prospect needs to see someone from your company – do it now – before the competition rip them off or sell them a dud.

Those prospects are counting on you

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

2 Comments

Filed under Cold Calling, 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

8 Comments

Filed under Sales Targets, Sales Training

How to Cure Your Customer’s Saudade

Saudade is a wonderful Portuguese word that has no direct translation into English, it describes a distinct sense of longing for something that doesn’t actually exist.

The Street of Sales Saudade

It’s an ‘emptiness’ – as if someone or something should be there – an absence you can feel.

Your prospects and customers are suffering from a form of Sales Saudade, a problem you can cure (and get ahead of the competition) with the 3 Rules of Customer Service.

If you are unaware of these rules, let me start with Rule Number 1 the rule that everyone seems to know,

“Treat others the way YOU want to be treated yourself!”

Fabulous, quite right – and so you should, it’s a fabulous place to start.

Unfortunately that’s exactly where most people also stop, which is a shame because….

Rule Number 2 explains that – as commendable as Rule Number 1 might be – it falls painfully short of the mark.

Why?

Because nobody else is YOU!

Which is why Rule Number 2 tells us to;

“Treat other people the way THEY want to be treated!”

Which – if you think about it – might be completely different to the way YOU want to be treated.

Bryan K Williams calls Rule Number 3 the Double Platinum Rule and explains it with this story;

A guy goes out to his car only to find that the front right tyre has been stolen…completely gone! So he puts the spare wheel on, and drives to the garage.

After explaining what had happened, he orders a new tyre. The attendant takes the order and tells him it’ll be in the following day.

On his way out, the manager stops him and asks if he got everything he needed.

He says “yes thanks” and then goes through the events of his traumatic morning – to which the manager asks,

“So you’ve ordered some wheel locks now have you?”

The customer has never heard of a wheel lock so the manager explains that they prevent tyres from being stolen and he really should consider ordering some.

Of course he should – that’s a great idea – if he’d had them this morning none of this would have ever happened.

On his way out he goes to see the attendant who took the order,

“Why didn’t you recommend the wheel locks?”

And the attendant says, “I gave you everything you asked for!”

And that neatly brings us onto Rule Number 3 which is;

“Treat other people the way THEY DON’T EVEN KNOW they want to be treated!”

Sales Saudade!

And your prospects feel it all the time.

The feeling you get when something isn’t right, but you don’t know what would make it better – just a distinct sense of longing for something that doesn’t appear to exist.

No amount of searching on the internet or meetings with your peers can deliver the answer – because you don’t even know the question.

It’s like feeling a dream you can’t quite remember.

Your prospects desperately need YOU to find THEM – to cure their Saudade,

It’s not an easy job.

Strangers – especially sales strangers – are a tough crowd to let in.

But just because they don’t recognise you as the answer to their problems right now shouldn’t put you off forever.

As Zig Ziglar wrote;

Customers don’t change their mind. They make a new decision based on new information which produces a new feeling.”

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

2 Comments

Filed under Sales Training

On a Scale of 1 – 10, How Attractive Would You Say You Are?

“Scratches his head and does his best James Dean”
Jack & Diane – John Cougar Mellencamp

To attract attractive prospects, you have to become attractive yourself.

Same thing stands if you’re trying to ‘attract’ an attractive new employer.

I’m not talking about being Brad and Angelina gorgeous here.

I’m talking about becoming attractive in a business sense.

There are some prospects and companies who you find really attractive, right?

Big need! Big company! Big opportunity! Big budget! A bright future! A chance for glory!

But why would they find you attractive?

Ask yourself these questions;

  • Do you think people find cheap attractive?
  • How about someone who is too easy or a push-over?
  • Dishonest?
  • Aggressive?
  • Two-faced?
  • Selfish?

When was the last time you found ignorance or inadequacy attractive?

Do gurus walk down hills, or do people climb mountains to find them?

When you stand in the doorway do your prospects or future employers see the James Dean or the Mr Bean of the business world?

Both have their place, both exist – both attract a different type of opportunity – and one of them achieves a lifestyle the other one can only dream of.

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

Leave a comment

Filed under Business Development, Sales Training, Self Improvement