…The tenth in this series:

Problem solving… for Sales/Account Executives, #SDR’s/BDR’s, Business Development Managers, Sales Managers, Sales Directors, CEO’s, Managing Directors

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In the sales environment, we all face conversion challenges…

Challenges SDR’s/Sales Professionals face:

– Your client is already working with someone else (usually a competitor of yours)

👉 Does your competitor provide all the services/products you do? Could your prospect work with you on one element to start?

 – They have not got the time to explain their needs/problems to someone new

👉 If you are engaging, your prospect has time – find out when is more convenient? Or what is hindering their business initiatives early in your correspondence with them.

– They have a requirement for your services, but not at present (or so they tell you)

👉 A business environment changes daily. Agree on a timely follow-up process with the prospect to keep in contact regarding any updates on their needs.

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My Advice:

– Probe and ask open questions to overcome objections

– Be an active listener!

– Build rapport – You need to be unforgettable to your prospect

– Needs-based sell

– Understand the prospect’s communication style and personality

– Be adaptable, brave, and agile: It is about your prospect during the buying process (and not your goals/targets)

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Remember – Identify your client’s problems to needs-based sell and deliver a personalised solution.

#salesexecutive #businessdevelopmentmanager #salestraining

https://linktr.ee/correctcareers

….The ninth in this series:

Referrals and Introductions

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I was approached via LinkedIn by a Sales Executive/SDR currently working in a global SME (where the sales process and training were still being developed). He researched my LinkedIn profile and felt I was their external Sales Trainer of choice to develop their selling capabilities and confidence.

We had a personalised one-one 4 hour session regarding the full sales cycle and applying it to his industry sector.

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The sessions covered:

✅ Selling techniques, advice, and tools

✅ Real examples, storytelling, and case studies

✅ Guides and handouts

✅ Follow-up emails and calls

✅ Occasional check-ins for how they were applying the acquired sales skills within their job

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I was delighted to receive this kind testimonial:

“I am so happy that you were able to help create a system in order to help me get in front of the right people as this is something that has caused me the most insecurity and anxiety as a salesperson and isn’t really something that is readily taught or available online so I am very grateful for that.”

A while later, his brother was also in need of services that my business also provided. The Sales Executive introduced us, following a discovery call with his brother regarding their current challenges and requirements for training and development. His brother also became a client of mine and was coached by me.

Remember – It is what your client says about you – always over-deliver!

#referral #recommendation #testimonial

#sales #selling #sold

https://linktr.ee/correctcareers

….The eighth in this series:

Rapport Building – Selling to Personalities not Businesses

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I had been approaching a company for the past 8 months, they were a global company with a £100+million turnover.

On a few occasions, the Head of HR was happy to chat/video conference with me regarding my services. The company had internal changes, so the time was not right for our businesses to work together.

Every couple of months I would text her (preferred communication style for this prospect) for updates on their business operations. Our personalities were similar, she seems to like my approach and character.

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After consistent correspondence, case studies, proposal pitches, and the occasional personal comment, i.e., how was your holiday? Friend’s wedding?

I delivered a demo with the Head of HR and following this, I was booked to provide LinkedIn training to one of their Managing Directors. The MD understood the benefits of LinkedIn but didn’t know how to use and embrace it.

The feedback was that I trained the MD on loads of techniques, tools, and valued information for utilising LinkedIn in the areas of developing a personal/company brand, growing connections, social media marketing, and building client relationships.

Since then, we are exploring internal options for me to train other employees regarding LinkedIn and social selling.

Remember – Understand prospect’s individual differences; their personality traits and communication styles – adapt your selling approach to suit there’s!

#personality #communication #rapport

#sales #selling #sold

https://linktr.ee/correctcareers

….The seventh in this series:

Objection Handling and Conversion

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A client was referred to me. At the start of our communication, the client explained her business had not been successful in the last year and her budget for any services would be a challenge.

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My cadence process included a phone call, a zoom call, an email and a text! During these touch points and several correspondences with each other, she felt confident my services of sales, strategy, and social media training could benefit her business.

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We openly discussed a suitable situation regarding costings (I provided an introductory offer to start growing her client base and revenue), once her business had more cashflow, she would be happy to pay my standard rates for further training and support.

I supported this client in many areas:

⚡ Analysing previous client data and account managing previous clients for repeat business and upselling

⚡ Strategy for generating more clients on a global scale using different channels (including social media)

⚡ A plan for increasing her prices for her services

Remember – Any objection can be overcome with needs-based selling.

#sales #selling #sold

https://linktr.ee/correctcareers

….The fifth in this series:

Networking…

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It was the right time for my business to join a networking group on a membership basis. During your 60-second pitches each week, I would mostly communicate my sales training and sales strategy experience and services.

Occasionally I would explain add on services I provide to clients, i.e., recruitment training following my 6 years of achievements within the recruitment industry.

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It was 6 months approx. before a business within this group required this service area of my business. When a HR Consultancy who was also a member of this group, remembered my recruitment training background and services and engaged with me on a recruitment project.

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Remember – people do remember what you say and do… Make sure you stay visible and communicate the full range of services your business offers.

Even if you feel there is not an ROI straight away, be consistent and positive, as a business will come back to you when they have the need for your services for their business.

#networking #communication #businessvalue

https://linktr.ee/correctcareers

….The fifth in this series:

Networking…

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It was the right time for my business to join a networking group on a membership basis. During your 60-second pitches each week, I would mostly communicate my sales training and sales strategy experience and services.

Occasionally I would explain add on services I provide to clients, i.e., recruitment training following my 6 years of achievements within the recruitment industry.

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It was 6 months approx. before a business within this group required this service area of my business. When a HR Consultancy who was also a member of this group, remembered my recruitment training background and services and engaged with me on a recruitment project.

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Remember – people do remember what you say and do… Make sure you stay visible and communicate the full range of services your business offers.

Even if you feel there is not an ROI straight away, be consistent and positive, as a business will come back to you when they have the need for your services for their business.

#networking #communication #businessvalue

https://linktr.ee/correctcareers

The fourth in this series:

First impressions…

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As mentioned, previously, I was referred and introduced to an industry leading UK and Europe SME via a business individual I had developed a relationship with over the past few months.

This industry sector of this new business and geographical location was new to me, as well as before the initial video conferencing meet with the CEO, I was only given short notice.

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What did I do?

I cleared my desk and spent the whole evening researching this company’s background, social media channels, website, marketing material, etc.

The following day and from an energetic and diligent introduction, I demonstrated to the CEO how I will be agile and adapt to their business requirements to fulfill a sales strategy project.

Throughout the initial prospecting stage and this customer’s buying experience, I made sure I was efficient, swift in my follow-up, questioned, and actively listened to this company’s needs.

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A few weeks later, after a 2-hour+ journey and overnight stay, I worked with this company and their team on a sales strategy and training project which took serval weeks. I was delighted to receive this wonderful feedback below:

“Jamie spent a significant amount of time with me to further understand the business and the tolerances and willingness we had towards change. His approach with my team was open, friendly, and gently probing. His enthusiasm was infectious, making my organisation comfortable and willing to take on board any recommendation he made.

His report was generated very rapidly and again his requests for additional information highlighted his desire to ensure the recommendations made were realistic and fully considered our existing processes. The final report was thorough and provided our organisation with an excellent external review of our sales strategy and processes.”

Remember – In a sales environment: customer needs always first.

#customerservice #saleschallenges #buyingexperience

https://linktr.ee/correctcareers

The third in this series:

KLT: Know, Like, and Trust…

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I decided to go as a guest visitor to a networking group I had not visited before in my local area.

I went to the lunchtime meeting (a new time for me to network), but I thought it would be a good idea to meet different businesses also networking at this time.

During the meeting, I built synergy with serval business individuals, but one in particular.

We got to know each other (our character and initiatives better) and decided to keep in contact by phone on a monthly basis, as we liked each other’s personality and business acumen.

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5 months later, this individual worked with another company, introduced me to them & they also became a client of mine… but that is a story for another time.

About a year later, this individual required some advice on articles, as well as digital marketing. I spent some time providing advice (at no cost) within these areas to support their current business initiatives.

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This individual trusted me to work with me on a week-long project for their needs of their business and became a client of mine. Still a business friend, so I made sure a gestured rate was offered for my services.

Remember – KLT!

#knowliketrust #authenticity #businessadvice

https://linktr.ee/correctcareers