Raybec Sales Effectiveness Blog

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The Best Sales Call Ever!

Posted by Robert Beckerman

Have you ever had a review discussion with one of your salespeople that starts out, “I just had the best call!” As you proceed to ask what it was all about you hear things like: 

  • There is absolutely no way we don't get this deal!

  • They really liked me!

  • They are so ready to buy!

  • We are a shoe-in!

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Topics: Sales Training, Sales Effectiveness, Selling Value, Sales Productivity, Sales Techniques, Building Trust

Stay in Control of the Sales Process with These 3 Tips

Posted by Robert Beckerman

Giving your sales reps the tools to stay in control of the sales process can make a big difference in improving their sales effectiveness. When they have the tools and strategies to guide them, your sales reps will gain the confidence necessary for sales success.

It's not uncommon for sales reps to let the buyers take control. After all, the buyers are the ones making the decision. However, in today’s competitive environment with less and less access to customers and prospects it is more important than ever to effectively control the sales process.

The following three tips can help your sales reps to stay in control of the sales process:

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Topics: Sales Effectiveness, Building Trust, Customer Development & Retention, Sales Process & Performance

Understand Customer Value – Make or Break Sales Success

Posted by Robert Beckerman

We know closing the deal shouldn't end the relationship between the sales person and the customer. After all, these are the customers we can continue to nurture for further value. But what keeps them responsive to us and to our offerings? Delivering value! Engagement can't end when the deal is signed. Keeping customers engaged and providing ongoing value is essential for ongoing success. This holds true in b2b and b2c. In these days of waning customer loyalty, customer value helps keep your customers coming back for more.

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Topics: Building Trust, Customer Development & Retention

6 Tips to Build Better Client Relationships

Posted by Robert Beckerman

Sales managers understand that a sale is so much more than just having a convincing pitch during a meeting and closing the deal. While strong skills to capture the order are certainly important, they only scratch the surface of what it takes to build long-term client relationships.

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Topics: Sales Techniques, Building Trust, Customer Development & Retention

How to Write a Great Follow-Up Email in 4 Easy Steps

Posted by Robert Beckerman

Increasingly, more business is conducted on the Internet than ever before. This is due to a number of reasons, the most significant of which is that more people are spending more of their time using the Internet for more reasons every day.

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Topics: Sales Effectiveness, Sales Techniques, Building Trust, Sales Process & Performance

How to Improve Sales Discovery on the First Call

Posted by Robert Beckerman

The Insight Sales Process™ is inherently different from solution selling. When considering the first call a sales rep makes, at least three major differences stand out among reps who use insight selling Those reps: 

  • Collect insight data – versus ideas and perceptions
  • Lead with disruptive engagement – versus questions
  • Challenge prospects – rather than presenting to them

Let’s define and explore each of these.


Insight Selling Collects Data Versus Ideas and Perceptions

Insight Selling uses processes and interview techniques that collect data, while solution sellers collect ideas and perceptions that are impossible to quantify as they are entered as notes into the CRM system.


Consider a solutions sales rep trying to discover a prospect's business problems and pain. He or she might discover the prospect has a problem with high employee turnover … or database issues that isolate and close off information needed to run business efficiently … or any number of others.


On determining the nature of the problem the solution sales rep tries to show his solution as the best answer to the prospect's needs. In the process the rep gathers an understanding of needs, preferences, budget, competition and timing– that eventually find their way into the company's CRM. Clearly though, those are not quantifiable or numeric. They are translated by the rep’s subjective assessment of the probability of closing the opportunity. There's no practical way to compare the progress or quality of the discovery from one rep to another, or to reliably forecast the liklihood to close.


H. James Harrington, prolific author and internationally known expert in performance management [1] advises that “Measurement is the first step that leads to control and eventually to improvement. If you can’t measure something, you can’t understand it. If you can’t understand it, you can’t control it. If you can’t control it, you can’t improve it.” [2]


And so it is. With Insight Selling your sales representative takes a more effective course to improving sales discovery that will improve sales performance. During the first call she identifies the prospect's business pain using your specific Insight Sale Panel™ [3] which is comprised of all the insights required for your sales process to be effective. Those values can easily be compared across different sales reps and prospects, giving you a clear indication of likelihood to close. This difference alone gives actionable data to use in forecasting and opportunity management.


Insight Selling Leads with Disruptive Engagement, Not Questions

We know from research published by the Corporate Executive Board [4] that prospects today complete nearly two-thirds of their decision-making process before ever talking to a supplier. Armed with mountains of information obtained from the web and other research, buyers are sophisticated. They understand their business problems and no longer need a solution sales rep to help them uncover them and “match them” to the vendor's product or service. Instead, buyers invite sales reps from their top tier of potential suppliers to meet. Those reps find themselves having to compete on price because any of the top tier suppliers can meet the buyer's needs.


That's why we teach Insight Sellers to lead with disruptive engagement. We replace the usual litany of “what keeps you up at night” questions with insights that disrupt the prospect's customary thinking about business pain and solutions.


For example, your sales rep might be meeting with a trucking fleet manager who wants a GPS tracking solution. The prospect has already compiled a list of a dozen benefits to be derived from a GPS tracking service and narrowed the field to three potential suppliers. Your Insight Sales-trained sales rep takes a different approach. She gathers quantitative data using her Insight Sale Panel™ then makes this statement:


Mr. Prospect, I see that you've gathered a lot of information and that you understand what GPS technology can do to improve management of your fleet. But there are several new legislative and practical issues that have surprised many new users with unknown costs and risks. I would like to offer you the opportunity to take our GPS Risk Scorecard for you to see how ready you are to tackle these new issues. After that you will be better prepared to buy a system from us or any of our competitors.


A discussion like this changes the game and gives the Insight Selling rep an advantage over the competition. She offers to deliver all that the competitors do, plus added value. She won't have to become “column fodder” as the buyer tallies up offers from each solution sales rep. The values she offers stand out conspicuously and uniquely. Your sales rep begins to be seen as a trusted advisor who has the buyer’s interests at heart. (See: 3 Lessons Learned About Customer Insight Selling)


Insight Sale Reps Challenges Prospects

Finally, as in the short example above, Insight Sales-trained reps challenge prospects and create a constructive tension. They're not obnoxious or using “in your face” aggressive posturing. But they are assertive. They are respectful. They are polite. They challenge their prospects to consider new ideas, benefits and outcomes.


If you're looking for a way to deliver more customer value, generate more sales referrals, improve sales performance or improve sales discovery on the first sales call, The Insight Sales Process™ can take you there.


To learn more, read these articles:

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Topics: Sales Techniques, Building Trust, Insight Sales Process

5 Tips to Building Your Client Relationships

Posted by Robert Beckerman

No matter what type of business you're in, building client relationships is a critical component of success. Even the best offerings of goods or services can only take you so far without a strong client base to support them. So how do companies transition new customers to engaged and loyal clients?

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Topics: Building Trust, Lead Nurturing & Conversion, Customer Development & Retention