The SEO Sales Solution–Grow your Business by Supporting your Sales Team
Sales Management Tip: Are your Business Habits an Anchor to Growth
Successful Negotiation Techniques for Sales Professionals
Are you frustrated because:
Your sales people fail to maintain existing clients due to poor negotiation skills?
Even though your solution is superior to your competitions’, prospects treat you as a commodity forcing severe pricing pressures through relentless ongoing negotiation?
Your sales people fail to confront objections during negotiations thus weakening your position?
Although prospects tell your sales people that everything seems to fit, they refuse to get back to you as agreed, and your sales people end up chasing them for what was already agreed upon?
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Discover:
The major mistakes most sales people make when dealing with prospects that results in lost opportunities and a decrease in your level of expectation for closing the deal.
How to uncover and meet your prospect’s expectations without disclosing your own.
How to negotiate price, important terms and how to accelerate the close of the deal.
How to utilize effective negotiating tactics to increase sales in a negative economy.
How to clearly differentiate yourself, your company and your service to leverage your negotiating power and minimize price concessions through proper quantification.
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All SEO’s face constant forks in the road as they navigate their businesses through changing economic times and market conditions. These problems include:
Economic and market conditions that have dramatically changed from five to ten years ago.
Prospects who buy in a completely different way from the way they bought in the past ten years.
However, the biggest problem arises when the SEO fails to change and adapt to modified economic and market conditions.
For assistance in in improving your sales results: http://www.onlinesalesprograms.com/webinar_negotiation.html.
As human beings we are habitual, meaning that we create habits that convert into a routine. The problem with a routine is that it only produces a fixed level of productivity.
Just like those that drive them, businesses have habits too and these habits are either developed or approved by those at the top. What is a business habit? A business habit is something your business relies on and consistently repeats in response to certain conditions regardless of the outcome of the habit. In other words a business habit is a corporate response that is stimulated by particular market or economic stimuli. For example a business may invest in additional advertising every time sales decline by a particular amount.
Sales organizations that find themselves stuck atop a plateau are often there because they are relying on a habit that may have produced good results in the past but is less fruitful or counter-productive in the present. In the example cited above regarding increased advertising, if sales are low because the sales team has poor closing skills, then the corporation’s willingness to invest in more advertising may be contributing to the cause of low sales as the sales team now has little incentive to change.
Remember that extreme conditions create extreme behavior. This means that when sales become flat or economic conditions become extreme we become extreme in our behavior. However, when external factors change, so must we.
If you are not gaining the traction necessary to get to the next level or gaining the results you once did now is the time to examine your business habits and reengineer them. Maybe it’s time to ask for help. Seeking support from an external source is often difficult for the SEO, President or Business Owner as they bear the burden of providing help and support to others within their organization. However who do they rely on? Who do they count on for support and structure when things get tough?
Successful Businesses Have Successful Habits…
So, you have come to the realization that change must occur in order to get a change in your top and bottom line results! What business owners and sales managers become most frustrated with are sales people who fail to change. Their results do not change because their routines do not change. Their routines can only change when their minds begin to change. However unless there is a change in mindset at the top, nothing happens elsewhere in the company. Once the mindset at the top has changed the SEO must initiate the senior management team (whether one person or several) into the new mindset in order to effectuate the change necessary to break the plateau.
The business habits we adopt today will determine the future of our business.
“The individual who wants to reach the top in business must appreciate the might of the force of habit–and must understand that practices are what create habits that can break him–and hasten to adopt those practices that will become the habits that help him achieve the success he desires.” – J. Paul Getty