Tag Archives: varda kreuz

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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Filed under Business Development, Sales Management, Sales Training, Varda Kreuz

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

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

money pppp

I recently spent some time with an extremely senior group of sales people from one of the world’s biggest companies, who told me that everything was down to price.

No it isn’t.

Take for example their business. Ten senior sales people, big cars, expenses accounts, support staff – that’s a cost per person of at least £100,000 a year.

So that team of ten cost at least one million pounds to keep on the road – and they were a tiny percentage of the entire sales team.

When I suggested to them, that if all their problems were indeed down to price – and that the sales team could make no difference whatsoever – then surely getting rid of just those ten salespeople and changing the business model to a click down menu on a website, would save the business at least one million pounds.

If we did that, we could knock £1 off a million units immediately – if it was all down to price, then that’s the problem solved.

They didn’t like that idea at all.

But that unfortunately is the undeniable truth.

If the sales team don’t know or can’t explain the difference between their business and a lesser priced competitor – they become an expensive folly.

What the Buyers said;

“What’s the point of sales people who are unable to justify their mark-up percentage and margins?”

“Of course I’m going to hammer everyone down on price, that’s my job. That doesn’t mean to say I want tat! Getting the job done and receiving great value is what I’m paid for too.”

Solution

Work out the 5 reasons you are better value than the competition and then learn how to explain that to your customers.

Remember, evangelists don’t try and tell you about heaven to secure their place, they’re already going. They tell you because they don’t want you to miss out on paradise.

That is how you should be with your product or service. Get in there and help prospects make great buying decisions before some con artist tries to rip them off, overcharge them or sell them something they didn’t need or don’t want.

Watch a short Video relating to this article HERE

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The piece above is taken from an article which appeared in this month’s Institute of Sales & Marketing Management’s Winning Edge Magazine – which I wrote 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 caused salespeople to lose the sales that they really didn’t need to – here’s a sneak peek of the entire article if you missed it.

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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 and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

Why Salespeople Should Learn How to Sell Lemonade

Is Your Sales Team Culture Pirate Ship or Battleship?

Sales Training – Do You Want Better or Advanced?

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.

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Filed under Price Objections, Sales Training, Varda Kreuz

Are Your Sales Team Managing You?

I don’t mind admitting, in certain things, I like to think of myself a bit of a perfectionist – one of those is the creation, and continuation, of positive customer perception.

I’m also well aware, that certain teams I’ve managed in the past, thought I worried about that kind of thing far too much.

But there’s a phrase I once heard a top Chef say, that sums up my feelings perfectly.

“Never let your mistakes leave the kitchen!”

Perception is reality – and someone else’s perception of you, the way they believe you are, is their reality.

Someone else’s account of the brilliant service they received at a restaurant matters not a jot if that wasn’t your experience, you will create your own perception on what happens to you.

So, during my very first management role, I decided that everything that left the desk or computers of my team would be a direct reflection on the way I ran the operation to anybody viewing it externally.

Having worked hard to achieve a half decent reputation in previous roles, I was aware that certain buyers were only booking initial appointments with my new account management team because they had been treated professionally and effectively by me in the past.

Therefore, I spent a great deal of time ensuring that I retained that perception by keeping a careful watch over everything that left the office.

However, I didn’t realise what I was letting myself in for.

They were creating letters that resembled thank you notes from a ten year-old, proposals that I can only assume were put together on the way in to work and their presentations had the professionalism of a high school PowerPoint project.

So I worked late, I polished that rubbish until it looked good enough for human consumption – everything that left that sales office looked so good it could have been written by me.

And do you know why? Because on most occasions, it had been written by me!

I remember perfectly the exact evening this all came to a climatic end.

I was in my office – an hour and a half hard drive from home – it was eight o’clock at night. I was polishing up a proposal for a fairly senior, but lazy regional manager, and I decided to give him a call to discuss the project we were both working on.

I had missed my children’s bedtime, I hadn’t eaten since my hurried sandwich hours earlier, the cleaners were the only other people in the building and the Account Manager – who I thought would follow me to the ends of the earth because of the dedication and loyalty that I was currently showing him and the cause – said;

“Can you give me a call tomorrow about ‘10ish’; I’m just in the pub doing personal stuff!”

When we talk about ACCOUNTABILITY in regards to the Sales Management FAME Effect, we ask the question – WHO – as in “Whose job is it?”

I mentioned in my last articleAs a sales manager it is not your job to hit the sales target – it’s your job to ensure the target gets hit!

Subtle difference in words – massive difference in results.

So, if you’re an over worked, underappreciated sales manager; here’s a question I want you to think about. Let’s see whether you’re focusing your efforts in the right direction and being as effective as you possibly could be – or whether you’re just acting like some kind of sales martyr, working yourself to death without anyone ever actually noticing.

Ask yourself this;

“Who is better off – The Manager who earns £1,150 (£60Kpa) for a 60 hour working week or the team members who earn £770 (£40K pa) and work a 35 hour week?”

Sure you get the big bucks in every pay packet, but by the hour you’re actually earning 15% less.

If you went for a job interview and were told that – as the manager you’d be earning £19 per hour – and your sales team would be earning £22 per hour – you’d think they were mad.

And yet without getting FOCUS and ACCOUNTABILITY right – the first two sections of the FAME Effect – that’s probably exactly what you’ll end up doing.

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To launch my latest book – The Managers Guide to Achieving FAME – I’m holding a number of FAME Sales Management Workshops throughout September.

The UK Workshop is taking place at the beautiful Mottram Hall in Cheshire on Thursday 25 September – and to ensure that I get to spend the appropriate amount of time with each of those attending, places are extremely limited.

I hope you can make it – together with a full day’s management training and all workshop materials, those attending will also receive a signed pre-publication copy of the new book and four exercises exclusive to this workshop to take back and use with their teams at their quarterly sales meetings.

I’d be delighted if you could join me on the day – if you can, take a look here for more details.

Best regards

Chris Murray

Managing Director – Varda Kreuz Training and Author of The Extremely Successful Salesman’s Club and The Managers Guide to Achieving FAME

T: 0844 293 9777

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Filed under FAME, Sales Management, Self Improvement

Sales Managers – How Do You Want to Be Remembered?

FAME Remembered Jigsaw

A quick exercise for Sales Managers and Sales Directors, that will enable you to work out what you’re really trying to achieve.

There are four pieces of the sales management jigsaw that come together to create the FAME Effect;

  • Focus
  • Accountability
  • Motivation
  • Education

During our FAME Workshops we view the first – FOCUS – from a number of different angles.

It’s FOCUS that makes us ask – WHAT – as in “What jobs really need doing?”

Which is all fine and dandy – almost the easiest bit to achieve – for all the external stuff like the sales figures you need to hit, or where you want your brand to be in three years’ time – but what about you? 

Where are you going to end up in this plan? What bits of this really matter to YOU?

Getting focused is great for creating your overall vision and setting your goals, but have you ever considered how you – the one who manages the sales team – want to be spoken about when the Board meet up to discuss next year’s promotions and pay-rises?

Now, you might think that that’s not a very important question – but, trust me, if you really want to FOCUS on the real goals – the important stuff – and create a compelling vision that people will be inspired by, then you’ve got to work out how you feel about the things that really matter to you.

You can’t simply plan this stuff from where you are right now, from your current viewpoint – what you’ve got to do is look right to the end – and then work backwards.

So How Do Sales Managers and Sales Directors Figure Out What They’re Really Trying to Achieve?

Try out the exercise below, and I’ll bet you discover one or two key elements – missing from your current plans – which actually define your true version of success. 

Imagine it’s the last day at your current job – members of your sales team, all your peers and colleagues, the entire board of directors and even a few of your favourite customers are gathering to watch you make a little speech and share out the supermarket celebration cake.

Just then, four people step forward and say;

“Due to your outstanding contribution, we’d like to say a few words, if that’s OK?”

These four people are;

  • Someone representing your entire team / direct reports (past and present)
  • Someone representing all of your team’s customers (past and present)
  • Someone representing the heads of all the other departments in the company
  • The Big Boss

So, what would you want them to say?

Write down the four headings.

FAME - How Do You Want to be Remembered

Take around five minutes per person and write down a shorthand version of all the actions and personality traits that you would like people to remember you by and the activities and results of your team which you would be proud to be associated with.

Now – take a look at that list.

What do you need to FOCUS on to make each and every comment a reality?

Now, take your existing business plan, mission statement and vision – and start to figure out, how you’re going to make sure that it’s more than just the numbers that are achieved at the end of each year.

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To launch my latest book – The Managers Guide to Achieving FAME – I’m holding a number of FAME Sales Management Workshops throughout September.

The UK Workshop is taking place at the beautiful Mottram Hall in Cheshire on Thursday 25 September – and to ensure that I get to spend the appropriate amount of time with each of those attending, places are extremely limited.

I hope you can make it – together with a full day’s management training and all workshop materials, those attending will also receive a signed pre-publication copy of the new book and four exercises exclusive to this workshop to take back and use with their teams at their quarterly sales meetings.

I’d be delighted if you could join me on the day – if you can, take a look here for more details.

Best regards

Chris Murray

Managing Director – Varda Kreuz Training and Author of The Extremely Successful Salesman’s Club and The Managers Guide to Achieving FAME

T: 0844 293 9777

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Filed under Management Training, Personal Development, Sales Management, Sales Targets, Self Improvement

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

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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

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