Sales – Sales Training, Sales Courses, Sales Workshops Sydney

3 Tips For Your Sales Success

nationalsalesacademy — Fri, 13 Sep 2019 03:28:59 +0000

Remember when you were a kid and it was your birthday? Or when you were heading off on your first overseas holiday? During those times you’d walk in, look around and think ‘Wow! Where do I go first, what should I see and do first?’ With so many opportunities laid before you, your body buzzes with happiness and joy, and your mind can go crazy with excitement. When the adrenalin is pumping like that and it feels like you can barely contain the energy in your body… those are the feelings that occur when you know good things are about to happen!

If you’re not feeling like that on most days in your life, the question to ask is ‘why not?’

Have you lost the drive, passion or fun from your life? Are you too bogged down in the day-to-day grind, to the point where you just don’t feel like you’re getting your head above water? Or maybe you’re stuck in behaviours, routines or patterns that simply aren’t working for you?

The great news is, with just three small tweaks you could turn it all around – instantly!

Firstly, establish what’s important to you and your team – both personally and professionally – then implement a professional development (PD) plan to meet those needs. Remember, PD shouldn’t all be about business and generating more sales – you need to also focus on personal goals, as this will ultimately also contribute to your team’s ability to achieve targets over the long term.

Secondly, you need to ensure you have systems and updated sales processes in place so that everyone on your team is sufficiently armed with the skills to succeed. The key is to practise them daily and have fun doing so. If you want to re-energise yourself and your team, it’s essential to update your hard and soft skills by learning new strategies and skills that are fun to use, so they’re implemented every day.

Finally, seek out and acknowledge all the effort and wins from among your team; criticism NEVER motivates. Re-enforcement of positive behaviour, however, will always energise and motivate people and will have them wanting to repeat the behaviour. Acknowledging performance is fun for you and your team because once you put personal and team rewards in place, you and your team will look forward to the celebrations. Of course, identifying the wins can only be achieved by measuring activity; by knowing your numbers.

So, where do you fall down?
What do you need to change?
How are you going to change it?

Remember, that excitement, adrenalin and thrill when you have an abundance of opportunities before you can be felt every single day if you want it. But only you can make it happen.

Here’s one opportunity you can take right now to reignite that excitement in your life – come hang out with me online, in our Sales Success Club Facebook group. Just click here to access

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Has Your Business Become Complacent?

nationalsalesacademy — Fri, 28 Jun 2019 02:54:31 +0000

Over the past 12 months it’s become clearer than ever before that businesses and sales professionals have become complacent.

One major shift I’ve noticed is that salespeople are now relying on SMS, autoresponders and funnels to connect with people. Now while you do need to use some of this technology to connect with prospects, when it comes to increasing sales, your results are more likely to be disappointing than impressive.

Automated technology is great for saving you time with some tasks, but when it comes to connecting with people and coaxing them into calling you back or responding to your messages, you’re better off to rely on your soft skills (i.e. communication skills). Remember, you really only get ONE CHANCE to inspire action.

I often hear business and sales people talking about their need to use complex funnels, automation and systems, so they can reduce the number of calls they need to make each day and week. But guess what…?

Sales Fact: When you talk to and see more people, you’ll make more sales.

We live in a time where there is more competition than ever before, so why do what everyone else is doing, which in many cases involves spending lots of money with no return?

Think about your own experiences as a customer. When you want to buy something and you call or try to speak to someone but instead you get a Bot, a recorded message or sent to a website, does it sometimes cause you frustration because all you wanted was to speak to a real person who actually cares and can easily and instantly answer your questions?

The truth is, sometimes we make things a little more complicated than what we need to. Sure, some automation can make things easier and enable you to have time off – just make sure it’s not a part of the processes or systems that need a human touch!

To be successful in sales you need to learn your skills, trust your process, speak to and see more people, update your soft skills, and then enjoy the success you will have earned and deserve!

If you haven’t streamlined your sales processes in the last 24 months or if your team are due to renew their soft skills (the skills that the leading salespeople all over the world use every single day), simply hit REPLY and put the word “HELP” in the subject line. One of my team members will then get back in touch with you to work out exactly how we can help you take your business to the next level.

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Conversion Is The Key

nationalsalesacademy — Mon, 03 Jun 2019 05:51:33 +0000

“Steve (Dr J), I have this problem!”

Funny enough “this problem” is one that I hear over and over again, and it’s “I need more leads” or “I can’t get hold of my leads”

The fact is though, CONVERSION is the key to sales success, NOT more leads! So it’s a false economy if you’re paying for marketing to generate MORE leads if your conversion percentages are currently low.

The key conversion KPIs you must measure are:

Lead to Contact Percentage
Contact to Appointment percentages; or Contact to Info/Link Sent Percentage
Booked Appointment to Presentation Percentage
Presentation to Sales Percentage; or Info/Link Sent to Sales Percentage
Lead to Sales Percentage
Average Yield

It is essential that you enter your data into your sales management program every single day. You must also inspect what you expect, and let your team know their figures are being reviewed on a daily basis.

Sales Fact: The Hawthorn Principle of Sales Management states that if you review your sales data every day, then your sales will increase.

Now that you know conversion is the key to more sales, once you are measuring your data daily, you might start to identify some weakness. If this is the case then you should update and streamline your sales processes and skills to reflect the current, new-age sales environment.

The easiest way to ensure your sales teams are using all your selling tools and skills is to do a Reverse Audit, which is where you review all the skills required by your team members – from asking them for the money, all the way through to handling incoming calls – and then do it backwards, so your sales team don’t switch into autopilot when demonstrating their skills and techniques.

To help you learn more about how to make more sales and grow your business, grab a FREE Sales Growth Plan by clicking here. Or better still, to take a deeper dive into any of the concepts mentioned above, or to find out how you can work with us in 2019/20, send me an email and drop the word “grow” in the subject line.

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Streamlining Your Sales Processes

nationalsalesacademy — Fri, 17 May 2019 01:36:41 +0000

I remember the good old days of getting up and going to work, having to cold call, follow up old leads, and find referrals to make new sales. Back then it was the only way.

But then along came technology and social media platforms, and the game changed. Completely. The way we need to sell to prospects is now an entirely new and different beast.

A decade or so ago, when there was a lot less competition, there was a saying among sales people that was, “Get enough ‘no’s and you’ll eventually get a ‘yes’!”

In today’s highly competitive environment, you need now to have a “one chance” mindset if you want to succeed. It means you have to do it right the first time, otherwise your prospect will buy elsewhere. Gone are the days of successful follow up. If they say “no” and don’t buy, in many cases the only way to change their mind is by encouraging an attitude adjustment through your information – but this can be near-impossible if they’ve already said “no” to the sale once.

The way to avoid this scenario is by streamlining your sales processes and shortening your sales cycle. This can be easily done by focusing on tightening up your qualifications process and using assumptive or prescriptive closing sequences as a follow up to having proved to your prospect that you are the expert and you have unique features or services that competitors do not offer. The key is to ensure you have a minimum of five unique selling points (USPs) and use them in every explanation or demonstration to reduce push back and inspire people to buy effortlessly.

To learn more about any of the concepts mentioned here, drop me a line. I’d love to hear from you.

If you’d like some help click here and contact us today. One of my team members will then get back in touch with you.

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How To Work Your Body and Get That Sale

nationalsalesacademy — Sun, 01 Apr 2018 00:04:06 +0000

Most of you probably believe that using your body to win sales is unprofessional. Well it’s not. In fact it is underrated and underused.

Body language is an integral aspect of selling that is often untapped. Our bodies can accelerate rapport building, and rapport is a crucial step towards gaining the trust of prospects.

For example, you can tell when two people have developed strong rapport, by similarities in their communication patterns. Things like harmonious body language, physical expressions, voice patterns and even language. This can happen naturally over time, as people get to know each other. But often in a new business situation – time is a luxury most of us don’t have.

So the trick is to accelerate rapport building without compromising the successful set up of a sale and your body is key to achieving this. How? Through subtle ‘matching and mirroring’.

For instance, if I’m meeting a prospect for the first time, I first observe posture. I note whether they prefer to stand or sit, if they cross their arms and if they lean in, or away from me as we speak. Then I mirror this behaviour – because it’s their preferred way to communicate, and therefore they will be more receptive to my messages.

Many of us were taught to look people directly in the eyes as we speak, but not everyone is comfortable with this. So I’ll take the lead from my prospect. If they look to the side of me while we talk, I’ll occasionally do the same.

I mirror gestures. If the prospect keeps their hands relatively still, I do too. On the other hand, people who tend to talk with their hands seem to be more responsive when I gesture more frequently.

You can even observe and mirror physical contact levels or personal space preferences. If they are a little touchy and are comfortable with close proximity, I follow suit. If they keep a fair distance, I’m careful not to be a personal space invader!

I know what you’re thinking. How can I use my body when I’m on the phone or behind the computer? You can still mirror tone, level of detail, language choices and more. However I can’t stress enough that one on one time in person, is the best rapport building or selling time you’ll ever get. And when you get it, really work your body. Body language, that is.

For some great ways of incorporating body language into your sales culture call Impact Training and the National Sales Academy today to get our FREE Consultation booked 02 9994 8033

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What Is Unique About Your Product or Service?

nationalsalesacademy — Tue, 20 Mar 2018 23:06:03 +0000

The term USPs (Unique Selling Point) is a commonly used term in sales but Impact Training consultants report that very few businesses use their USPs OR even know their USP’s at all.

This seems strange given that your USPs when used in the sales process always increase the closing rate of the sale.

We suggest that you need at least a minimum of 10 USPs that all your team right across your business need to be clear on and use in every communication with prospective and current clients.

Here are some examples to get you started:

We were the first to……
We are the only supplier that…..
Our product/service is only available in Australia through us….

Remember that USPs MUST be unique to you and you must be able to validate the statement to your market.

All the team need to be clear about your USPs and use them in all communication especially when promoting your product and/or service.

For some great ways of incorporating USPs into your sales culture call Impact Training and the National Sales Academy today to get our FREE Consultation booked – 02 9994 8033.

Or book online here: www.nationalsalesacademy.com.au or www.impact-training.net

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