October 2007
Monthly Archive
| Sales Evolution The Brooks Group's Sales Training Blog |
Tuesday’s Sales Truth {10.30.07}
Posted by Brooks Group on 30 Oct 2007 | Tagged as: Professional Selling
The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths
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Loading …Are You Selling to the Right People?
Posted by Brooks Group on 25 Oct 2007 | Tagged as: Professional Selling
62% of the most successful companies regularly move the sales process up the ladder to senior decision makers who have more at stake than lower-level buyers.
This means that everyone else is talking to the wrong people…the people who have less at stake, and less decision-making authority (and sometimes none at all!).
There are three primary levels of buyers in business-to-business selling:
- Level 3s, at the bottom, are people with titles like Manager or Supervisor. If they have buying authority, they really buy on avoidance of risk – will it make their personal life any easier?
- Level 2s, in the middle, have titles like Director or VP, and they typically buy on implementation and getting results.
- Level 1s, at the top, are CEOs, COOs, Presidents, and Senior VPs. These are the people responsible for guiding a company, and they typically have tremendous buying power.
If you can sell to a Level 1, and convince him or her that your product or service will help the company achieve a strategic goal, you’ll likely get the business! You’ve got to find ways to communicate to Level 1 prospects in the language that they understand.
(Statistics came from an archived article: “Overcoming price objections: What top execs do differently” What’s Working in Sales Management April 16, 2004).
(No Ratings Yet) Loading …Tuesday’s Sales Truth {10.23.07}
Posted by Brooks Group on 23 Oct 2007 | Tagged as: Sales Motivation
The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths
(No Ratings Yet) Loading …Total Satisfactions Sells: Nurture Your Zealots
Posted by Brooks Group on 17 Oct 2007 | Tagged as: Professional Selling
Did you know that customers who call themselves “totally satisfied” are SIX TIMES MORE LIKELY to repurchase your products than customers who report themselves just “satisfied”?
At The Brooks Group, we teach that salespeople should be working up the Customer Loyalty Ladder, striving to turn prospects into customers and satisfied customers into “Zealots.” Zealots are the people who do your selling FOR you, referring you business, promoting your ideas, etc.
It takes hard work to earn your customers’ complete satisfaction, but isn’t it easier to keep a customer you have than to have to start at the beginning all over again? Who are the zealots for you, and what are you doing to keep them “completely satisfied”?
(Data from “Why Satisfied Customers Defect” Harvard Business Review, Nov.-Dec. 1995)
(No Ratings Yet) Loading …Tuesday’s Sales Truth {10.16.07}
Posted by Brooks Group on 16 Oct 2007 | Tagged as: Sales Motivation
The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths
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