Lushin & Associates, Inc.

Simple vs Complex Sales [video]

simon — Wed, 05 Dec 2012 01:08:12 +0000

Simplifying the sale can turn your product or service into a commodity. Making the sale complex can force the prospective to choose based on price. The trick is to find the middle ground and understand the competitive landscape.

How to get Referrals [video]

simon — Tue, 30 Oct 2012 01:29:11 +0000

The True Definition of Sales

simon — Wed, 17 Oct 2012 10:56:02 +0000

The True Definition of Sales

Product, Service or Sales [video]

simon — Mon, 01 Oct 2012 02:06:17 +0000

Conquering the Sales Mountain

simon — Tue, 18 Sep 2012 01:01:10 +0000

The sales “Mountain” may seem to be a very steep slope to climb especially if you are trying to push your prospects to the top of the mountain so they can get to the other side. In traditional selling salespeople may find the process of climbing the mountain to be fairly easy at first and once you have reached the halfway point or the top of the mountain it becomes exhausting and starts to slow down.

Too many times salespeople try to get behind their prospects and push them up the mountain. They do this by telling them how great their product/service may be, put together presentations to show the prospect how they can help and they want the prospect to demo their product/service or talk to references in hopes they climb faster. There is one big problem with this, it is EXHAUSTING.

Next time do this, stand at the top of the mountain and figure out why your prospect wants to get to the other side. Find out why now is the time they want to climb and have them tell you why you are the right guide that can safely help them up the mountain to enjoy the rewards on the other side. Presentations and demo’s should not be used to get someone to the top, instead they should be used for the final steps to help them decide if they want to tip over the mountain. If they have already convinced you why they want to climb, why now is the time and why you are the right guide you’ll find your sales cycle much shorter and you will still have plenty of energy left over to help other prospects reach the top as well.

Aaron Prickel

The Decision Making Process [video]

simon — Mon, 03 Sep 2012 23:49:28 +0000

Are you so concerned with who will make the final decision in purchasing your product or service that you loose focus on how the decision is made.

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Take Charge of Your Business – This executive-level workshop is a free two-hour training session where you can see firsthand how we handle the same critical sales issues that you deal with every day. Invest two hours of your time to discover a process to lead your sales team toward increased sales and a stronger bottom line. Learn More>>

Creating a Prospecting Vacuum

simon — Mon, 03 Sep 2012 23:40:23 +0000

If you asked your salespeople what should be happening more, and they told you the truth, they would tell you that they aren’t prospecting enough. There are many potential reasons that prospecting is avoided– like busy work, order fulfillment

, CRM work, paperwork, meetings, etc. All of these reasons are rooted in one core cause: prospecting has become less important than something else.

If you have hired good salespeople who will prospect, then why is this happening? Have you created the problem? Have you loaded them up with work that is deemed more important than pursuing new business?

One example of this is the installation of CRM software to track opportunities, manage the pipeline, and keep track of customer activity. Management usually implements the software for the wrong reasons. They make the goal of the automation to collect data rather than to making things easier for their sales people. They ask their salespeople to input everything that they are doing into the software. Soon, every conversation and sales meeting is about using the CRM instead of managing the pipeline. Because management in emphasizing the importance of getting data in the CRM, prospecting is now less important.

Other tasks, like managing and tracking orders, attending pointless sales meetings, taking care of issues with orders, special projects, and general administrative tasks can have the same effect. If a customer is not getting the service they need, then their issue is more important than prospecting. If the accountant needs paperwork done on time, then getting that done is more important than prospecting.

If you really want your sales people out getting new business, make that what they are supposed to do. Instead of automating to get what you need from them, automate things that take them away from prospecting. Instead of having them take care of product and service issues, ask them to let customer service handle it. Create a prospecting vacuum. Make prospecting one of the only things left to do. If all that they had to do were prospect, wouldn’t it be important?

- Brian Kavicky

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Understanding Sales Metrics

simon — Mon, 20 Aug 2012 18:48:38 +0000

When looking at these metrics start with the end in mind and work backwards. What is the revenue that is expected from the individual? Once this is established, how many new clients will be required to achieve the revenue numbers? What is their quote to close ratio? How many conversations lead to a quote? How many prospecting calls/meetings lead to conversations?

Once these numbers have been established (and they can/will be different for each rep) you have started to develop sales metrics for them to reach their goals. Clarity has been achieved and now you will find reps who were caught up in busywork are now focusing on the behaviors that are required to achieve their numbers. Keeping in mind, any metric that improves the probability of closing a sale will help take the pressure of the salesperson to perform. As a sales professional, you cannot control whether or not someone invests money with you, however you can control the behavior that is required to get you to the end.

When you manage numbers you manage the past, when you manage behavior/metrics you manage the future. Take the time now to plan out what you want in the future and how you will get it instead of looking back and wondering what happened.

- Aaron Prickel

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Take Charge of Your Business Workshop – Invest two hours of your time to discover a process to lead your sales team toward increased sales and a stronger bottom line.

Format

Over the years I have noticed an all too familiar trend with new clients. They have a great product/service, good people and a good reputation, which has allowed them to be successful. The challenge is the sales reps have company goals that have been set by management but they are unsure “how” to reach them. This is where sales metrics or KPI’s (key performance indicators) come into play.
When looking at these metrics start with the end in mind and work backwards. What is the revenue that is expected from the individual? Once this is established, how many new clients will be required to achieve the revenue numbers? What is their quote to close ratio? How many conversations lead to a quote? How many prospecting calls/meetings lead to conversations?
Once these numbers have been established (and they can/will be different for each rep) you have started to develop sales metrics for them to reach their goals. Clarity has been achieved and now you will find reps who were caught up in busywork are now focusing on the behaviors that are required to achieve their numbers. Keeping in mind, any metric that improves the probability of closing a sale will help take the pressure of the salesperson to perform. As a sales professional, you cannot control whether or not someone invests money with you, however you can control the behavior that is required to get you to the end.
When you manage numbers you manage the past, when you manage behavior/metrics you manage the future. Take the time now to plan out what you want in the future and how you will get it instead of looking back and wondering what happened.
- Aaron Prickel
_______________________________________________
Take Charge of Your Business Workshop – Invest two hours of your time to discover a process to lead your sales team toward increased sales and a stronger bottom line.
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What’s Holding You Back? [video]

simon — Mon, 20 Aug 2012 18:30:39 +0000

What records are holding you back from success? Chuck explains how to identify self limiting records and how to overcome them.

If you sound like every other salesperson out there you will be treated like them. Here are three steps to separate yourself from the competition.

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Join us for Uncovering the Prospects Budget. During this interactive webinar you will discover some self limiting beliefs that prevent you from talking about money, new techniques for discovering your prospects real budget, and how to show your prospect that the value of your solution is worth paying.