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Clarity

Nick Jeins

* Delivering B2B, B2C, ACV, ABS, full sales cycle, active conversion, cross sell, sales strategy, KPI reach, negotiation, SPIN in call centre, field, telesales team selling environs

* Cold calling outbound campaigns - Appointment setting/order creation and close for 1-50+ individuals

* Inbound call handling campaigns - Appointment setting/order creation and close for 1-50+ individuals

* On-boarding to C-Suite executive coaching delivery.

* Active within financial, manufacturing, energy, recruitment, automotive, office equipment, home improvement, construction.

* Recruitment - Building new desks, building new teams, direct marketing

* Recruitment company owner - Sole director in niche market for 10 years

$1.00/min

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Marketing Sales Sales Management Marketing Strategy Cold Calling Strategic Communications Sales Process Direct Sales Sales Presentations Sales Funnel Optimization

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Objection Recognition

This is usually referred to as objection handling. But we should not simply deal with something that we know, we have to first discover that it is an objection by learning and listening, and then deal with the matter specifically.

A great many sales people try to talk their way through an objection, but really the only way to approach an objection, is to first identify that it is, and then, through focused and skilful questioning, understand the specific reasons why it is an objection. Many times it due to lack or misinformation. And it's our job to find out and understand that.

Opening Doors and Selling Through Them.

Selling is a skill, it's not what you do, but very much how you do it. And a third person's perspective is always a view you should consider.

We all have our beliefs and knowledge about the ability to 'sell', but do we fully understand how to do this, especially when faced with problems, issues, time constraints and the absolute fact that who we're looking to do business with, doesn't at first want to do business with us?

Let's rise above the huge competition we face, and turn someone around in a proactive and highly positive manner, be an order maker, and win their trust and business, and continue to do so.

Identifying the Decision Maker

Sounds easy and straightforward doesn't it, until the time that you have been working with someone for quite some time, and because you haven't been courageous, or skilful enough to identify that they are not the DM, you then find out that they are not, and that you have to go back and work with someone new and go through the process all over again. Does this sound familiar?

Right from the start, we need to absolutely identify who we need to go through the process with, and this is part of working smart as opposed to hard. Sometimes the DM or DMs are a collective at more than one site.

We'll go through the steps to ensure as best we can that we're working with the right individual/s

Asking for the Business

The close - Always be selling - taking the order - get the deposit - sign here!

There are many ways to describe this last and extremely important part of the whole process, whichever way you look at it, it's asking for the business.

Many salespeople cannot do this, they cannot ask this straightforward question. But you have to!

All what we have done up until this point has led us here. So now for us to be sure that the deal is ours, we need to ask for it. And we'll do that in the most effective way.

Standing Above Your Competition

It's a highly competitive world, so how do we ensure our voice, product and service are heard?

Often, it's our initial approach that sets us apart from the crowd, if we start as we mean to go on, then we can usually keep moving forward with our prospective clients. But this is not always the case, especially when we have done what we considered was best for our client, but now they have moved the goalposts for some reason.

What really makes us stand alone so that the client takes notice, is how we handle last minute changes, what we do, how we do it and how we show our commitment.

Let's see how we do this time and time again.

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Member since December 2021