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  • Keeping Control in Sales Presentations
    track records Exceptional level of post course support to maximise your return on investment Controlling the Talkative Customer November 23 2015 November 23 2015 Customers who talk an excessive amount can be a particular problem for the inexperienced sales person Customers who are excessive talkers do not listen to your sales presentation they frequently interrupt you and often take the leadership of the sales discussion completely out of your hands One of our sales trainers gives the following tips for sales people on how you can stop the excessive talker and maintain control 1 Make an early attempt to interrupt If you know that your customer is an excessive talker then you need to find a balance between attentive listening and interrupting The longer you let an excessive talker talk the harder it can be to regain control and bring your sales talk back on track 2 Use their name Our brains are very sensitive to hearing our own name Research on how the brain responds by Carmody Lewis has shown that hearing our own name results in unique brain functioning activation So one way to get the excessive talkers attention is to interrupt them by addressing them by their name 3 Give reasons for your interruption Interrupting can be considered as rude so you should always give a reason for interrupting the customer I am interrupting because I think I already know what you are telling me Or Excuse me if I am cutting you short but before you carry on I have got a question to ask 4 Set a good example Instead of being long winded yourself learn to express yourself briefly and precisely Even if the customer does not respond straight away in the long run they will follow your example and so start to speak

    Original URL path: http://www.spearhead-training.co.uk/blog/controlling-the-talkative-customer (2016-02-17)
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  • customer buying signals - do your salespeople recognise them?
    matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Do Your Sales People Recognise Buying Signals November 9 2015 November 9 2015 To be effective your sales people need to be able to recognise the point when they have convinced the customer to place an order with them Continuing to sell rather than attempting to close the sale when the customer is convinced is a common error made by the poorly trained sales person There are at least ten buying signals the sales person needs to look out for 1 The customer agrees unreservedly with the sales person s persuasive arguments reasoning or information by giving affirmative replies or by making affirmative gestures such as nodding 2 They ask questions about the use of the product which show that they are thinking about the application of the product for their situation 3 They ask about other models in your range This means that the customer is considering how they can make your product fit their specific situation 4 They ask about details related to the processing of the order delivery options payment terms service provision rights of return etc 5 They ask additional questions about points which have already been discussed This shows they want to clear up the last few uncertainties 6 They keep on inspecting and touching the product sample or brochures This behaviour shows they are itching to own it 7 The customer becomes absorbed in intense thought They turn their gaze inward away from the sales person and their presentation materials 8 The customer exchanges questioning glances with their companion Should we chance it 9 The customer gets fidgety The approaching moment of decision is making them

    Original URL path: http://www.spearhead-training.co.uk/blog/do-your-sales-people-recognise-buying-signals (2016-02-17)
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  • The correct Body language in selling
    Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Body Language Helps You Sell October 28 2015 October 28 2015 Try though one might it is impossible to avoid communicating Although this simple statement may surprise it expresses the concept of non verbal communication Sales people need to remember that their customers will form an opinion of them not from what they say but rather from what their body language is saying As soon as you enter your customer s office they will immediately make a judgment albeit subconsciously about you Actions are a kind of words as Ralph Emerson the American essayist lecturer and poet once observed Our posture gestures and expressions communicate what we really feel despite what we communicate verbally If for example you are signaling indifference or lack of confidence then even the most convincing arguments you make in favor of your product or service will fail to have an impact on a potential buyer Show the customer from the start that you are genuinely interested in them by using positive body language For sales people it is important to avoid an excessively casual posture and attitude when in front of a customer You need to be relaxed but alert Also do not overlook the importance of maintaining good eye contact Look at the customer in an open and friendly manner throughout your meeting Sometimes sales discussions can go on for a long time particularly if there are several people involved It is easy to lose your

    Original URL path: http://www.spearhead-training.co.uk/blog/body-language-helps-you-sell (2016-02-17)
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  • Sales appointments - unprofitable customer meetings
    courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment How to Cancel Unprofitable Customer Meetings October 9 2015 October 9 2015 Picture the scene you have arranged a meeting with a potential customer It is the second such meeting or it could well be the first visit After arranging the meeting you realise that the visit is not worth the expense either the possibility of concluding business is too marginal the order will be too small or the meeting location is just too far away What do you do Making appointments training focuses on securing a sales meeting with a prospective customer but what if you want to now cancel the meeting Do you know how to do this without losing the customer Can your rejection be phrased in a nice way The answer to both these questions is a big yes You basically have two ways you can do this The first option is to call the customer and say You are interested in our product and I would very much like to work with you However in view of the fact that your budget is frozen or whatever the reason is you feel the visit is not worth the expense and your time is as valuable as mine a face to face meeting at the present time does not seem sensible I am sending you an extensive information pack and will contact you again in three month s time If the situation should change within the next three months either at my end or at your end we should get in contact straight away and arrange to meet up The second option is to call the customer and say In the present situation which we have

    Original URL path: http://www.spearhead-training.co.uk/blog/how-to-cancel-unprofitable-customer-meetings (2016-02-17)
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  • Bonuses or discounts – sales negotiation tactics
    small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Bonuses Are Better Than Discounts September 1 2015 September 1 2015 New and inexperienced sales people often struggle when faced with a demand for a discount from a potential customer They feel that they cannot refuse this demand without jeopardising the sale What they need to learn are the skills that allow them to transform the discount demand into a bonus expectation In sales negotiations the difference between a bonus and a discount is that discounts are price reductions and bonuses are rewards Discounts are granted by the salesperson whilst bonuses are earned by the customer The fact that bonuses are in reality identical to quantity discounts does not affect the basic difference between them Quantity bonuses are however not the only kind of bonus Bonuses can also be used to reward different types of purchasing behaviour by the customer The bonus is therefore a management tool that is used in order to achieve a company s marketing goals and sales objectives From the sales person s perspective giving a bonus is also a much better negotiation strategy than simply giving the customer a discount This is because the expectation of a bonus will spur the customer on to buy more or to take on the entire range of goods or to purchase certain products which the supplier particularly wants to sell Bonuses on the quantity of sales can take two different forms 1 The bonus is based on the total quantity purchased by the customer 2 The bonus is based on the sales over and above a quantity threshold which

    Original URL path: http://www.spearhead-training.co.uk/blog/bonuses-better-than-discounts (2016-02-17)
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  • Create your own sales plan – use these headings
    support to maximise your return on investment Developing Sales Plans August 17 2015 August 17 2015 How well you prepare for important customer discussions will affect your sales success Prepare yourself thoroughly by developing a sales plan before every client visit Professional consultative sales people know that they must prepare well for every client meeting in order to maximise their sales performance An effective sales plan can be developed using the following headings Name Don t just write down the name and address of the client company but also include the names of the people you will talk to their positions and areas of responsibility departments and the date of the discussion Goals Work out definite ideas about the type and extent of the sales you want to make details of agreements messages for the customer and information you want to collect All effective planning needs to start with the end in mind Strategy Make a note of the topics to be discussed the sequence they should take the introduction and conclusion the framework the possible inclusion of third parties and scope for concessions Tactics Here you make a note of how you are going to deal with this customer You might make a note of important phrases to use use of demonstrations presentation methods and planned closing techniques Arguments Divide the available sales arguments you will use to persuade this customer into essential and reserve arguments Lay down the sequence of arguments Also write down any arguments which should not be mentioned Objections List possible objections you might get from the customer or reasons for resistance Then work through these identifying suitable measures to overcome them Proofs References certificates pictures experts reports newspaper articles statistics etc can all be used as proof Identify which ones you will have to

    Original URL path: http://www.spearhead-training.co.uk/blog/developing-sales-plans (2016-02-17)
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  • Why closing a sale slows sales people down
    Success Slows Sales People Down July 6 2015 July 6 2015 There is an interesting phenomenon that you can observe in sales people If the morning has proved extraordinarily successful for them they tend to expend a little less effort on closing sales in the afternoon They may call one customer less than they had planned or show less persistence in securing an order Remarkable Normally one would expect sales success to act as a spur giving greater incentive and motivating the sales person to make more effort not less So what is happening The reason for this strange phenomenon is that most of us tend to rest prematurely on our laurels our level of motivation is temporarily reduced by the results we have just achieved and our planned sales activity for the immediate future is compromised I believe there are two reasons why so many sales people are weakened rather than invigorated by their last sales success The first reason is that immediately after a sale has been closed the sales person is understandably delighted by their particularly successful sales call they are proud of the result they have achieved and view it as the long awaited fruit of all their hard work Consequently they feel justified in easing off relishing a few hours of relaxation Momentarily the pressure for closing more sales is off The second reason is that before the sale was closed the sales person had subconsciously set themselves a target their own personal concept of a reasonable volume of business As a result if they manage to land an above average order they approach the next call anticipating that it will result in a below average sale Unfortunately this is often exactly what happens This is not due to the inevitability of fate but is

    Original URL path: http://www.spearhead-training.co.uk/blog/why-success-slows-sales-people-down (2016-02-17)
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  • sales planning for sales success by Spearhead Training
    past successes You must constantly work on developing a sales plan that drives you forward to the next profitable sale Our sales trainers have drawn up the following list of tips to help you improve your turnover and profit margin Start by setting yourself clear defined business goals that you can use as the basis for developing your sales plan Quantify your goals in a precise manner for example one more client visit a day winning back a major client from the competition within four months etc The following nine activities should then be considered to help you achieve your sales plan 1 Constantly look to expand your customer base Do not underestimate the importance of canvassing for both potential and former customers Hit the phones and secure some new appointments today 2 Make more time for your key customers This can be achieved for example by looking at ways to improve your journey planning or by adopting a systematic method for negotiation preparation Set time limits for meetings with less important clients 3 Maintain closer contact with your clients This will help you to be more aware of any issues or problems your clients may be experiencing and to better understand each client s needs and buying motives You are then in a much better position to match the benefits your company has to offer with their needs 4 Negotiate better by fighting every additional discount a client wants Only allow an increased reduction if the client buys more of the product You can often be more successful by being firm clients appreciate sales people who stand their ground 5 Be more tenacious when chasing orders Emphasise to the client the points of your offer which are superior to the competition s offer Try to make your offer incomparably

    Original URL path: http://www.spearhead-training.co.uk/blog/sales-planning-for-greater-success (2016-02-17)
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web-archive-uk.com, 2016-10-25