Stan Billue's Blog

August 26, 2015

Top Inside Sales Challenge In 2015

The folks at InsideSales.com just finished up an interesting study.

They surveyed 200 companies to discover what their top challenges are in 2015. At the top of the list (for BOTH sales managers and sales reps) was… Having Enough Leads!

For sales managers, a distant fifth was… sales training.

For sales reps, a close second was… accessing a decision maker.

Read The Forbes Article Here

So let’s consider the above…

The #1 challenge for inside sales companies is… quantity of leads.

The second biggest challenge for reps is… getting to the decision maker.

Getting leads is a function of marketing, finding the right lists, etc.

But getting to the decision maker (the second biggest problem sales reps have) is a function of training. Yet, training is the #5 priority on the list of challenges for management.

Do you see a disconnect here?

For some strange reason, it seems to me, managers want reps to get to decision makers… without… the right training to do so.

Kinda silly.

No?

If sales managers want reps to engage with more decision makers they need to…

Set up better marketing systems so decision makers are interested in talking with the sales reps. This is the number one reason sales reps don’t get through to decision makers. Because the decision makers are not interested in being pestered by sales people.

On the other hand, if marketing systems were set up that PRE-SOLD decision makers on the solution the company is offering… then… more of them would be willing to talk to the reps for further explanation, etc.

In addition, phone sales training would assist sales reps in getting past gatekeepers in a professional manner… and… reaching more of those decision makers.

What do you say?

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Discover How To Ease Prospects Into Buying Without A Fight

Go here…

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August 24, 2015

How To Melt Buying Resistance

Filed under: Stan Billue's Personal Blog — Tags: , , , — Stan Billue @ 6:48 pm

Have you ever heard this…

“People buy from people they KNOW… LIKE and TRUST?”

You probably have.

Makes sense, too. Because people tend to shy away from strangers.

Yet, every day salespeople break this simple rule.

How?

By approaching cold prospects in ways that do not get those prospects to know, like and trust them. Take cold calling for instance. Nothing wrong with it. Except that people don’t like being approached by strangers in this manner.

Do you? How happy are you when you get a cold call?

Your reaction is similar to just about everyone else. When a stranger calls you trying to “pitch” anything (even an appointment) you are naturally resistant and skeptical.

No wonder cold calls (on average) result in 1 conversion out of 100 to 150.

Is there a better way?

You bet!

It’s called attraction marketing which consists of these steps…

Step 1: Find a problem you can solve for a target market.

Step 2: Demonstrate how you can solve that problem via some sort of free information. This could be a report, audio, video etc.

Step 3: Sift and sort pre-sold prospects so only the hottest ones engage with you over the phone or in person.

These three steps position you as a credible authority and expert on solving the problem your prospects face. By taking them through Step 2, you build a relationship. They now get to know, like and trust you.

And, in Step 3, you only talk to those who are pre-sold and willing to take the next step.

By the way, if you use the phone in any way in your business you may want to know about these…

5 Problems Facing Anyone Who Does Business By Phone

July 8, 2015

Part 2 – Why People Avoid Sales Reps Like The Plague

Yesterday you discovered an interesting quirk of human nature.

The first thing (usually) that people do BEFORE making a buying decision is…

They get DISSATISFIED with their current situation. Over time, that dissatisfaction festers, grows and becomes a dominant force in their psyche.

Which leads them to Phase 2 (Step 2) of the buying process…

Again, go back to the last purchase you made. If you are a typical consumer, you probably DID NOT get up and just go to a store to buy whatever you wanted.

For instance: You pour yourself a piping hot cup ‘o Joe. You open the fridge to douse the coffee with a little milk. But the gallon is over a week old. (Yuck!)

Now you have a problem.

Dissatisfaction sets in.

You decide to get milk… but… before you go to the store… what do you do?

I’ll let your mind spin a bit on that point and get back to it later.

Phase 2 is the exact best place to engage the prospect… get on their radar… and lead them through the rest of the buying process.

It’s the first time the prospect is going out and making contact with the business world about their problem. However, they don’t want to talk to a sales person. They don’t want to “shop” around at a physical store just yet.

Basically they don’t want to engage any vendor at this point.

Too soon.

They’ll do everything possible to avoid sales people.

In fact, I’d say, the number one reason people avoid sales reps like the plague is because the sales reps are engaging prospects at the wrong time.

The prospect needs something else first.

Before they talk to anyone in a position to sell them.

That’s why 81% of consumers… and… 94% of business buyers go online first. (See links below to articles on this subject.)

Go back to the coffee and milk example.

Before you run out to the store what happens first?

If you’re like most consumers, you pull out the sales papers to see where you can get the best deal. Walgreens sells a gallon for $3.00 but it’s just around the corner.

The supermarket has milk on sales for $2.29 but you have to buy $10 worth of groceries. (Damn! They always get you somehow.)

Sam’s Club has milk for $1.89 a gallon but you have to buy a year’s worth.

Get it?

Usually, people do a little research before deciding WHAT they’ll buy… and… from WHOM.

The bigger the purchase the more time and effort is spent in…

Phase 2: The Exploration/Fact Finding/Info Gathering/Research Phase

Think I’m blowing smoke?

Fine.

This article from Adweek should set you straight.

Oh… you sell B2B and you think these sophistimicated execs KNOW what they want before doing any research?

Puhleeeze!

This article’ll gives you the scoop on how business buyers shop.

Here’s the good news: If you know what you’re doing… then… you can position yourself as a source of valuable information. How? By providing prospects with critical research “done-for-them” that they can get from you. You become their trusted source of info they need before making a buying decision.

I’ll tell you how in tomorrow’s email.

BTW… I did this selling real estate and created a marketing and sales system that generated over $25,000,000. (The average house back them only sold for $100K in my area so the gross figure is pretty good.)

Keep your eyes peeled for the next email in the series…

May 11, 2015

He is resting now

I want to let all of Mr. Fantastic’s loyal fans know that he passed away today at 3pm. He has trained me (his step daughter) to carry his legacy on. So every one be watching the sites I’m planning on doing some type of farewell promotion for a short time. Also we still have the TOP PRODUCER PACK available which is an amazing bargain. But this promotion is coming to a close quick so any one that has been wanting to buy it, should get it soon or its going to be gone. Once that pack is gone it wont be coming back. It was a one time deal because dad wanted to help as many people as he could before he passed. We are still offering all the same services as well as our products. Every one that has subscribed to our monthly news letter i will be getting that out in the next few days. As well as starting the weekly marketing tips and positive quotes on twitter and Facebook again.

Mises Fantastic JR

Chasity

http://www.stanbillue.com

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