6 Tips on How to Sell Value and Reposition Price

By / / Attitudes & Behaviours, Sales Results, Sales Skills, Sales Tips

One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent value in itself; it’s just a number and means absolutely nothing until it is made relative to something of value. Clients don’t see …

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Is your organisation your worst ‘Sales Blocker’?

By / / Attitudes & Behaviours, Collaboration, Customer Service, Sales Driven Organisations, Sales performance, Sales Results, Strategy, Success

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why it’s not always the salesperson’s fault.

There are many reasons why salespeople are prevented from carrying out their sales duties effectively. This article is about highlighting the blockers or blockages in their way – intended or unintended.

Let’s explore these blockers and see how we can remove them …

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Is your sales team Sinking or Swimming?

By / / Attitudes & Behaviours, Education in Sales, Role Clarity, Sales Coaching, Sales Essentials, Sales Results, Sales Skills, Sales Training

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell.

Now, if you are an experienced salesperson you would probably navigate your way fairly quickly – that is if you actually know what you need to know, do and say.

If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’.

Selling is an unusual profession in …

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We all want better sales performance, but what works best?

By / / Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Success

Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.

Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.

We’ve outlined three different approaches organisations take to improve sales performance and their impact.

Annual sales training session/conference – 1 or 2 day workshop

Effect
Result score out of 10

Popularity
9

Long term effectiveness
2

Team building
7

Risk
5

Return on investment
3

This is by far the most popular choice amongst sales managers and business leaders. However, the question that needs to be asked …

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How Sales and Marketing can excel in a world in flux

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends

In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue.

Who’s in flux? The Buyer. They have dramatically changed how they identify, evaluate and purchase solutions over the past 10 years, and they continue to evolve. Every member of the buyer team for B2B and considered B2C purchases has instant mobile access to the information they need throughout each stage of their purchasing process.  Even when they are fully engaged with us, they are constantly interacting with our competitor’s information.

As a …

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Want to find & own uncontested markets? Try Blue Ocean Strategy

By / / Business Acumen, Competition, Entrepreneurship, Innovation, Opportunity, Sales Driven Organisations, Sales Results, Sales Strategy, Strategy, Success

In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder.

Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is equally tough.

Rethinking our marketplaces, our traditional customers and non-customers, and how we sell and deliver real value to them, that they are prepared to pay for, well that’s another difficult challenge too.

Most businesses these days find that they are increasingly competing head to …

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What does Selling Better mean for customers and shareholder return?

By / / Attitudes & Behaviours, Brand & Reputation, Ethics & Values, Sales Culture, Sales Leadership, Sales Relationships, Sales Results

I have to start with the bad news on this topic.

Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission?

Possibly not.

Are any of us surprised as to the extent of the unethical and illegal behaviours documented and admissions made by senior management into the systemic corruption of their businesses, especially in the financial planning sector?

Possibly yes.

It is utterly astounding, the admissions being made by senior management of the likes of AMP and CBA. Then comes the audacity of blaming growing shareholder returns as their excuse to exploit and deceive customers. Saying they were unaware …

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Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

By / / Attitudes & Behaviours, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Research, Sales Results, Sales Strategy, Strategy, Success

‘If you don’t know where you’re going, every road will lead you nowhere’.

This famous quote is attributed to Henry Kissinger.

Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive Leaderships Teams, Sales Leaders and their sales teams who are struggling to make sales, retain their relevance with clients, and generate profit.

Instead, many are finding themselves in a race to the bottom price war which is not a strategy for success, instead it’s a reaction to short-termism which only leads to one’s …

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Sales Trend 2 – The case for long-term focus

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Environment & Sustainability, Ethics & Values, Sales Results, Sales Strategy, Strategy, Success, Sustainability & Environment, Vision, Mission & Purpose

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy.

It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform better, most of the arguments against it (pro short-term) focus only on profits.

However, this sales trend reports that there are increasingly louder calls for businesses to be more long-term focused in their planning and strategies. The power of long term planning can be found in …

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Is an Organic Growth Strategy a better way to go?

By / / Attitudes & Behaviours, Business Acumen, Entrepreneurship, Performance Management, Sales Results, Strategy, Success

How do I grow my business?

How do I get a better ROI?

How do I get more profitable sales?

How do I attract and convert more customer?

These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and how we run our businesses so as to be appraised of the better ideas that serve our goals and ambitions.

To keep me fresh, I like to read widely and most recently, while sitting on a plane to Sydney, I came across a very interesting McKinsey article about the various …

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