FAQ’s Do you do SALES TRAINING?

Answering your Questions, have one – email me directly at kschwartz@springboardbizdev.com

Are you a Sales Training Organization?

No, we don’t do training.  In fact, I may piss off a few people by saying this but I believe for the most part the tactics taught in sales training organizations don’t work today.  I do believe they have a purpose – mostly for commodity or high volume sales organizations.  I can see a value there.  However when you are selling a service based on building and maintaining strong relationships tactics are the fastest way to lose business.  We’ve all been through these programs and we can spot the strategies from a mile away.  Do you know how bad I screw with someone who is “mirroring” me?  I spend the entire time focused on my next move and I don’t even hear what they are saying.

Your sales cycle is a fallacy.  You need to know where your buyer is in the process and ensure they have the right information necessary to move forward but you can’t make them move forward you can only encourage.  If you’re looking for a “trainer” I know a number who are excellent at what they do, they get results and they focus on the buyer, your internal processes, your people and not tactics.  I’d be happy to make an intro.

Patience: It’s the Key to a Solid Business Development Strategy

Patience. It is one of the most important virtues any salesperson can possess. Without it, you may try to push a sale before it’s ready to happen. This is the kiss of death for any salesperson.

Remember, sometimes you can hit it off immediately with someone and the sale happens immediately. Other times, it can take months to properly develop a solid business relationship. A good salesperson will be able to tell exactly when it is time to push as sale. You need to let the process fully run its course. Otherwise, you risk losing the sale.

Business is all about Building Relationships!

Patience is the key to building long-term business relationship. As a salesperson, it takes time to get to know your prospect’s wants, needs, and desires. Then and only then, once you have built a strong business relationship, should you even think about trying to make a sale.

Patience Pays Off!

Remember, a single sale is nice, but steady business is the key to long-term success. And relationships build long term business. Organizations that utilize a relationship building approach to sales have a competitive edge over their rivals. It has been said that 80% of an organization’s business comes from 20% of its customers, those satisfied customers who keep coming back for more.

Springboard Understands Business Development!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. Our approach to business development makes it easy to find new clients without the financial burden of an in-house business developer.

At Springboard we know sales!

If you have any questions about Outsourced Business Development, please contact Springboard Business Development by calling 410-832-7560 or click here today!

Follow us on FacebookTwitterGoogle+, and LinkedIn as well!

Five Ways to Tell You are Losing a Sale

We have said it before and we will say it again, sales is definitely not an exact science. But while there is no one way in which to go about a sale, there are some fairly common warning signs to tell you are losing a sale. These telltale signs that you are losing a sale include:

1. You Aren’t Dealing With A Decision Maker: If you aren’t put in touch with a decision maker after a few conversations, this is not a good sign. So do your best to get in contact with someone that actually has the authority to buy your product or service. Otherwise, you are wasting your time. And time is everything to a salesperson.

2. There is No Deadline for a Decision: One way to firm up deadlines is to offer limited-time discounts/offers to create a sense of urgency. If this doesn’t work, move on. You cannot waste your time on a pointless sales meeting.

3. You are Asked for a Proposal and Not a Conversation: It is hard to give someone your sales pitch if you do not meet with them face to face. After all, business is all about forming meaningful relationships. Find anyway you can to get your foot in the door and have a face-to-face conversation. This may be hard, but you have to try.

4. Your Price is Too High: What makes your product or service worth so much? If your competitors are offering the same product/service at a lower price and you cannot justify your high prices with superior service, then consider changing your price tag or losing sales.

5. Your Client Seems Indifferent: This is never a good sign. If your potential client begins to lose interest and stops asking engaging questions, you may be out of a sale.

Of course, if you do lose a sale, you should use that opportunity to grow as a salesperson. How? Checkout one of our past blogs: Learning from Lost Sales: Turning a Negative into a Positive.

Then again, you could always just outsource your sales needs to a professional business development firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Follow us on FacebookTwitterGoogle+, and LinkedIn as well!

Sources:

Five Signs You’re Losing a Sale – And How to Save it

How Sales Outsourcing Increases Revenue

If at first you don’t succeed…OUTSOURCE!

This is business. This isn’t riding a bike. If your company does not have the resources to sell efficiently and effectively, then outsource these duties to a company that can increase your sales and overall revenue. Turning your sales duties over to an outside firm of experts can help by:

Utilizing an Expert Sales Force: Your outsourced sales team has the experience and knowledge to start selling right away.

Dedication: Your Outsourced sales firm does nothing but sell. Selling is in their blood!

Save Money: You will not have to hire or train anyone in-house. This means that you will be saving money while also increasing your revenue. That is what we like to call a win-win.

More Time: You are not a salesperson, so why were you wasting your time trying to sell? Outsourcing allows you to go back to doing what you do best – growing your company!

At the end of the day, increasing your revenue is the driving force behind your sales campaign. And what is the driving force in sales? Experience. Trying to utilize inexperienced salespeople is like running in place. You are doing a lot of work, but you are simply not going to get anywhere.

So if you are really interested in growing your business, give outsourcing some serious consideration.

Outsourcing is becoming a common practice for many businesses as more and more companies are realizing the benefits of utilizing the skills of others to help their business venture succeed. So let Springboard take care of your sales while you focus on growing your business.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

Sources:

5 Ways Sales Force Outsourcing Can Increase Revenues

Relationship Selling vs. Transaction Selling

If we have said it once, we have said it a thousand times…

Business is all about building relationships!

While we are not saying that a transactional approach to selling is ineffective, what we are saying is that it is not the most efficient way to make a sale. The main difference between relationship selling and transactional selling is in the approach.

•      Transactional Selling: This strategy is all about short-term solutions. The sales rep is primarily concerned with the promotion and selling of the product with little or no emphasis on customer needs. This strategy, also known as traditional selling, is all about the single sale.

•      Relationship Selling: This strategy is all about building long-term relationships. The sales rep gets to know his/her customer, their needs and their wants. Then and only then does the salesperson even think about trying to make a sale.

One of these sales solutions has a higher probability of multiple transactions. We will let you guess which sales strategy we are talking about…

If you guessed Relationship Selling, then you are right!

Organizations that utilize a relationship building approach to sales have a competitive edge over their rivals. Companies that practice relationship selling continually see substantial growth in revenues and lower expenses, year after year. This is because it is cheaper to keep an existing client than it is to establish new clients with each and every sale.

It has been said that 80% of an organization’s business comes from 20% of its customers, those satisfied customers who keep coming back for more.

So as you can see, a relationship-based sales strategy has tremendous upside.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

Sources:

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