26 Jun 2018

Unlike other planning processes that are based on consistent factors, sales planning is subject to continual change. In today’s global markets, driven by volatile demand and serviced by increasingly distended and complex networks, that change is accelerating. Getting a handle on it is a very tough nut to crack.

Prospecting: Ideas could come from anywhere. And any good sales funnel needs plenty of prospects. Where do they come from? How do they become a lead?

 

Lead Qualification: Make contact. You have a prospect on the hook, but what is his/her value? How do you qualify them and make a good first impression?

Engage: This is the stage where you must listen, understand, position your product based on the potential customer’s need, and then overcome any objections. Ultimately, it comes down to “what is the potential customer trying to achieve, improve, or avoid? And how are you going to connect your product/service to it?”

 

Action: Maximize the “yeses” and minimizing the “nos.” That said, no is not the worst-case scenario – indecision and lack of action can waste time and resources that you could focus instead on a prospect more likely to result in success.

Support: Service, Over-Deliver, and Grow. Great salespeople service their clients well, over-deliver on what they sold, and grow their relationships. It is much easier to re-sell and grow existing clients than it is to sell new ones. Go above and beyond and become a trusted advisor, and you will rarely lose a client.

 

Evaluate: The best salespeople are constantly evaluating their own performance. How did I do? What can I learn? And, the best sales organizations figure out how to organize that information and leverage it across their sales team.

Jason J. Hurley

Business Executive Coach / Trainer

Mobile: 86-18521384086

Shanghai, China

Jason has been managing and training organizations for over 15 years. He graduated in 1999 with a Mathematics degree from the University Of Leeds before rapidly moving up the career ladder attaining positions as senior consultant, department manager and trainer for multinational institutions in the City of London.

 

In early 2011, he moved to China and formed Ultimahub Training Solutions which has been providing bespoke training solutions both in China and overseas to blue chip companies including: Cisco, Heraeus, Marriott, Virtuos, Publicis Groupe, Santander, Want Want China, Virtuos, Ekornes, Vivaki, Baxter, Bayer, Shanghai GM, EF, Foreo and many more.

All training presented by Jason are customized to meet client’s demands relating to content, time and style. All courses are interactive with individual and group exercises, including role play, problem solving, questionnaires, videos, psychometric profiling and other relevant tools.

Jason Hurley, Ultimahub CEO, will be providing a one day, four-hour intensive training session on sales and the important skills and techniques that leads to being a successful salesperson. If interested, please scan the QR code at the bottom and sign up for the course! We hope to see you there.

21 Jun 2018

Team building has a bad rep. In most companies when the manager organizes a team building event, the employees immediately start to think of reruns of the “The Office”.

Sadly, watching a real life manager act in the same quirky and try-hard manner as Steve Carell just isn’t as entertaining.

Despite its rather lame reputation, team building is actually one of the most important investments a firm can make for its employees. It helps build trust between coworkers, mitigate conflict and encourages communication. Successful team building means more engaged employees which is great for the overall environment of the work place.

Developing problem solving skills it debatably one of the most ideal aspects of team building. Fostering close relationships with other employees encourages them to depend on each other and solve their problems by using each other’s advice and past experiences. For an employer, having employees that first attempt to solve problems among their co-workers before seeking help from higher-ups is very appealing.

After any sports team wins a major championship, they celebrate and have fun and the elation that comes with winning motivates them to try even harder. In many ways, success at a company is much alike one of these big wins. Team bonding encourages the “team” to work together towards a big win to be able to experience that same cheering and celebration. Strong team building encourages trust, productivity and creates relationships that make employees excited to come to work. Excitement and zeal from employers is the key to a successful firm.

If you would like to learn more about effective sales we welcome you to join our “Selling Skills” workshop on the 7th of July in Shanghai.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

active-listening

Active listening takes many different forms. Customers, employees and management all want to feel as though their problems and instructions are being taken seriously. Without proper listening there can be no proper communication.

Whether you’re an employee or an employer, it’s important to be a leader in whatever role you play. An effective leader listens attentively to create trustworthy relationships that are transparent and breed loyalty.

Active listening is the communication technique that helps increases understanding and rapport between a speaker and a listener. Rather than passively listening to the person talking or not listening at all. This communication technique uses the core pattern of listening and by repeating the important message points it shows the speaker that the other person is truly paying attention to what they have to say.

Active listening is especially important in the sales world. That’s because prospects are often ignored or talked over. When sales people show that they value the prospect’s needs and opinions, it is far easier to build trust and ensures that the conversation results in a mutually- beneficial experience.

Focusing on the other person goes far to circumvent any misunderstanding before it has a chance to throw the sales cycle completely off track or foster irrevocable resentment between the salesperson and the prospect. This is not to say those seeking to “seal the deal” should close their ears or shut down their brains during other stages of the sales process.

Often a salesperson’s prospect will spontaneously offer useful information critical to identifying their wants and needs (and most importantly objections). A commonly-heard bit of sales advice is, “you have two ears and one mouth—you should be using them in proportion.” In other words, spend twice as much time listening as talking during a sales situation.

If you would like to learn more about effective sales we welcome you to join our “Selling Skills” workshop on the 7th of July in Shanghai.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

body language in sales

Sales are the backbone of any business but you may not realize just how important how you deliver your sales message matters, especially when it comes to body language.

There’s an old saying that your action speaks so loudly I can’t hear what you’re saying. In fact, studies show that, in a personal interaction, 55 percent of what the other people take in and process is visual. That is, they’re responding to your physical actions. Only 7 percent is based on what you say.

So if your facial expressions, hand gestures and posture say something different from your words, guess what people will remember? I’m not suggesting you learn to hide all your feelings—the appropriate sharing of emotions can be a powerful leadership tool. However, sometimes anxiety, anger or distractedness can interfere with keeping your body and words in sync.

Final Tips:

1.????Open your chest and arms: To boost your confidence during your presentation, open your arms and chest, and keep your back straight. This position will make you breathe better, and you’ll feel more relaxed—making you an instantly better presenter

2.????Smile: To make your audience comfortable, smile at them. It’s simple, but smiling is our most powerful weapon during presentations and fact-to-face meetings

3.????Gesture with your arms and hands: To engage people, gesture with your arms and hands in a natural way. It’s also a good idea to look your audience in the eye. People tend to naturally pay attention to and like people who look them in the eye.

4.????Use small, stiff gestures: To demonstrate authority, keep calm and use small, stiff gestures. This type of movement encourages people to trust you and view you as a confident person

5.????Walk it Out: To bring movement to your speech, use the physical space you have available and walk it out.

6. Vary your gestures: To keep your audience engaged, vary your gestures throughout the presentation. Open gestures, small gestures, and gestures that involve your head, arms and hands are best. It’s also wise to include gestures that involve only your hands or only your head – and broad gestures are also welcoming and engaging

7. Point to your presentation: To draw attention to a certain element of your presentation, point directly at it and look at it on screen simultaneously. Your audience will follow your eyes and finger

8. Walk toward people: To encourage audience participation use open gestures and – when possible – walk around and toward people. We tend to participate more when we have proximity to a speaker.

9. Pause: To make a hard question seem easier, pause, breathe slowly (this gives you time to think), then answer while looking the questioner in the eye

10. Practice mirroring: To make your audience buy your story, use positive gestures during the entire presentation. This includes nodding, open gestures, smiling, and mirroring

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

13 Apr 2016

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible.

It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why their numbers are off. But neglecting to actually get to the bottom of the bad forecast is another classic misstep, the result of which is being in the same forecasting predicament quarter over quarter.

The act of forecasting is an exercise in futility if you fail to identify the culprits behind bad numbers. We’ve spent a lot of time researching and thinking about the topic, and we’re passing our learnings on to you. Read on to find out the root causes of faulty forecasting so you can stop predicting sunshine when there will in fact be rain.

You’re Relying on Bad and Incomplete Data
Your CRM is more riddled with holes than a wool sweater in a moth infestation. Some of your data is missing, or it’s outdated, or it’s simply inaccurate. Holes such as these can lead to skewed forecasts. Remember, what you get out of your CRM depends on what you put into it. The more data points your team inputs into your CRM, the more solid the data will be as far as forecasting. The more data you’ve amassed, the more accurately you’ll be able to forecast.

Direct your team to engage in data input as a best practice. Make sure everyone’s diligent about documenting communication points and populating fields at the account and opportunity stages. This collective effort will draw a data-driven picture of why some deals are successful and others cough their last breath and die. Adhere to this rule: “If it’s not in your CRM, it does not exist.”

You’re Being Blinded by Positivity Fairy Dust
The mantra of this industry could be, “Be optimistic or be obsolete.” Sales is chancy, yet despite what might be repeated setbacks, you must maintain a sunny disposition, staying positive when it comes to growth opportunities and deal closing. That said, you don’t want to go through your sales life being a happy idiot. Engage in that other “ism”—realism. Meaning, don’t clog your pipeline with too many potential deals that are built on wishes and dreams. That magical-thinking “user error” often results in an overinflated, unrealistic forecast. Making the effort to debug your pipeline is time well spent.

You’re Betting on the Wrong Horse
Be careful not to funnel your resources into unpromising deals. Emotion can be the driving force sometimes—“I like that company … I’d love to work with them … they seem cool!” Next thing you know, resources spent on your dream company have not resulted in a deal, and now you’re short on TME (time money energy) that was better spent pursuing more realistic leads. Again, this can be the result of too many deals in the pipeline, and/or the wrong ones getting special treatment while the right ones get ignored. Forget that glam deal you’d love to land. Focus on data management. Or, if you’ve mastered the art of data management already, use what you know about data science to rank and prioritize opportunities for reps, teams, region, or product lines, taking into account things like close probability, momentum, size, and market trends.

As people like to say, “No one has a crystal ball.” True enough, but forecasting can be thoughtful or it can be stab-in-the-dark reckless. When you make thoughtful, intelligent predictions, it’s more likely the clouds will part and you’ll have your day in the sun.

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