Navigating the Long Sales Process and Preventing Team Burnout

In the relentless world of business, it’s easy to get caught up in the grind. The sales process drags on, deadlines loom, and the pressure mounts. Amidst this chaos, it’s crucial for teams to pause and celebrate their wins. Here’s why acknowledging success is not just a feel-good exercise but a vital component of maintaining momentum and preventing burnout.

Celebrations Fuel Motivation

When teams hit milestones, it’s tempting to rush to the next target without pausing for recognition. But celebrating wins is essential for maintaining motivation and enthusiasm. Each victory, big or small deserves recognition because it:

• Boosts Morale: Celebrations create a sense of achievement and reinforce the value of hard work. They remind teams that their efforts are paying off and that their contributions are appreciated.

• Builds Momentum: Acknowledging successes keeps the momentum going. It provides a positive reinforcement loop, encouraging teams to keep pushing forward with the same energy and drive.

The Sales Process is a Marathon, Not a Sprint

The sales process is notoriously long and complex. It often involves multiple touchpoints, negotiations, and decision-makers, which can stretch over months or even years. This drawn-out cycle can wear teams down and make it challenging to stay motivated. Here’s why it’s such a grind:

• Complexity: Modern sales involve intricate decision-making processes and lengthy approvals. The more complex the sales cycle, the longer it takes to close deals.

• Uncertainty: Sales teams often deal with unpredictable outcomes and shifting priorities. This uncertainty can create stress and fatigue, making it harder to maintain enthusiasm.

• Rejection: Rejection is part of the process. Constantly facing "no" or having deals fall through can be demoralizing and impact team morale.

Burnout is a Real Risk

Without proper recognition and support, teams are at risk of burnout. Long hours, high-pressure environments, and unacknowledged efforts can lead to exhaustion and disengagement. Here’s how to combat burnout and keep your team in top shape:

• Regular Recognition: Make it a habit to celebrate wins regularly. This doesn’t have to be extravagant.  Simple gestures like team shout-outs, small rewards, or even a quick team huddle can go a long way.

• Encourage Breaks: Encourage your team to take breaks and recharge. Overworking without recognition or rest can quickly lead to burnout.

• Provide Support: Ensure that your team has the resources and support they need to manage their workload. This includes offering training, tools, and a supportive work environment.

Celebrating wins isn’t just about having fun, it’s a strategic necessity. It boosts morale, builds momentum, and helps teams stay engaged despite the long, arduous sales process. In a business landscape where the grind can lead to burnout, recognition and celebration are key to maintaining motivation and ensuring long-term success. Don’t let your team’s hard work go unnoticed; make celebration a core part of your strategy and watch your team thrive.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

Why Building Relationships is the Cornerstone of Sales and Leadership

In both sales and leadership, relationships aren’t just important, they’re everything. You can have the best product, the most innovative ideas, or the sharpest strategy, but if you can’t build strong, genuine relationships, you’re going nowhere fast. Here’s why relationships are the game-changer that separates the mediocre from the exceptional.

Trust is the Currency of Sales

In sales, trust isn’t a bonus, it’s a necessity. People don’t buy from companies; they buy from people they know, like, and trust. Building relationships allows you to establish that trust, turning prospects into loyal customers. It’s not about making a quick sale, it’s about creating a connection that makes your customers think of you first when they need a solution.

• Long-Term Gains: A strong relationship means repeat business, referrals, and a customer who sticks with you through thick and thin. It’s the difference between a one-time transaction and a client for life.

• Easier Sales Process: When you’ve built trust, the sales process becomes smoother. Clients don’t need as much convincing—they know you’ve got their back, so they’re more likely to say yes.

Influence Through Connection

Great leaders aren’t just managers, they’re relationship builders. Leadership is about influencing others, and influence is rooted in relationships. When you take the time to connect with your team, understand their needs, and genuinely care about their success, they’ll go the extra mile for you.

• Increased Loyalty: Employees don’t leave companies; they leave bad leaders. Building strong relationships with your team fosters loyalty, reducing turnover and creating a more stable, productive environment.

• Motivation and Morale: A leader who invests in relationships understands what drives their people. This insight helps you motivate your team effectively, boost morale, and inspire them to achieve more.

• Stronger Teams: When relationships are strong, so is the team. Collaboration improves, communication flows better, and conflicts are resolved more easily when there’s a foundation of trust and respect.

Relationships Open Doors

Whether in sales or leadership, relationships open doors that would otherwise stay closed. A strong network can introduce you to new opportunities, provide valuable insights, and help you overcome challenges. In sales, it can lead to new prospects and markets. In leadership, it can connect you with mentors, partners, and resources that elevate your game.

In sales and leadership, success isn’t just about what you know, it’s about who you know and, more importantly, how well you relate to them. Building relationships is the foundation of trust, influence, and opportunity. It’s not an optional extra; it’s the core of what makes you effective, respected, and ultimately successful. Invest in relationships, and you’ll see the rewards in every aspect of your career.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

Customer Entertainment Secrets

Entertaining customers is a classic strategy for building relationships, sealing deals, and keeping your brand top of mind. But the way you entertain can make a big difference in your bottom line and the effectiveness of those relationships. Here are some secrets to making customer entertainment work for you without breaking the bank or damaging the connections.

Secret #1

The Cheaper, More Effective Option

When it comes to entertaining clients, breakfast is a goldmine that’s often overlooked. Here’s why:

• Breakfast meetings are typically much cheaper than lunch or dinner. You can treat a client to a quality meal without the high costs of a steak dinner or cocktails. Plus, breakfast spots tend to have a more relaxed vibe, which can lead to more genuine, productive conversations.

• Breakfast meetings set the tone for the day. Both you and your client are fresh, focused, and less likely to be distracted by the day’s demands. It’s a great time to discuss big ideas, strategize, and make decisions before the workday chaos kicks in. Ever tried to entertain a grumpy customer after a long day of meetings and emails that have had the opportunity to piss them off before meeting with you?

• Breakfast meetings are usually quicker, which respects your client’s time while still allowing you to connect meaningfully. A 60-minute breakfast can be more impactful than a drawn-out lunch or dinner, giving you plenty of time to get to the heart of the matter without overstaying your welcome.

Secret #2

A Smart Marketing Move

Outfitting your team and your clients with branded merchandise is a simple yet powerful marketing tool. But if you’re not buying in bulk, you’re missing out. Here’s how setting up your marketing department to buy shirts wholesale can make a difference:

• Buying shirts in bulk drastically reduces the per-unit cost. This allows you to stretch your marketing budget further, giving you more opportunities to distribute branded merchandise without overspending.

• By having a stock of high-quality, consistently branded shirts, you ensure that your brand is represented uniformly at all events, meetings, and casual encounters. This consistency reinforces your brand’s image and helps clients and prospects remember you.

• Bulk-buying shirts means you always have something on hand to give to clients, whether as a thank-you for a deal, a gift at events, or a simple gesture to keep your brand top of mind. A well-timed gift can strengthen relationships and keep your company front and center in your client’s mind.

Secret #3

Less is More

Entertaining customers is essential, but there’s a fine line between effective relationship-building and overkill. Here’s why too much entertainment can backfire:

• When every meeting involves an elaborate dinner or event, it loses its impact. The client might start to see these gestures as routine rather than special, which can diminish their appreciation and the effectiveness of the entertainment.

• If clients feel like you’re trying too hard to impress them with constant wining and dining, they might start to question your motives. Over-entertaining can come across as desperate or insincere, which can erode trust rather than build it.

• Too much focus on entertainment can take the relationship away from its professional core. Clients might feel pressured to reciprocate or may even start to resent the intrusion on their time. It’s essential to strike a balance that keeps the relationship professional and respectful. Plus there are rules about how much a customer can receive which could flag you as someone that is on the naughty list with purchasing organizations.

Customer entertainment is a powerful tool, but only when used strategically. Opt for breakfast meetings to maximize cost-effectiveness and productivity. Set up your marketing department to buy shirts wholesale, ensuring you always have a branded gift ready for any occasion. And remember—less is often more when it comes to entertaining. Keep it genuine, focused, and balanced to build strong, lasting relationships that benefit both you and your clients.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

Why Saying "No" in Sales Can Be Your Secret Weapon

In sales, the word “no” is often treated like a four-letter word. We’re conditioned to believe that saying no to a prospect or a client is a missed opportunity, a failure, or even a step back. But here’s the truth: knowing when to say no can be the difference between being a desperate salesperson and being a successful, respected professional.

Saying No Protects Your Value

When you say yes to every request or discount, you’re not just closing a sale—you’re undercutting your own value. Not every deal is worth it. If a prospect is pushing for a price that compromises your margins or demands that don’t align with your product's value, it’s time to say no. This protects your brand and ensures that you’re building relationships with clients who respect what you offer.

No Builds Credibility

Saying no demonstrates that you’re not just chasing a commission—you’re committed to delivering value. When you’re willing to walk away from a bad fit, clients respect you more. They see you as a consultant, not just a greedy salesperson. This credibility makes your yeses more meaningful because they know they’re not getting a generic pitch.  Instead, they’re getting a solution that genuinely works for them.

It Creates Scarcity

Scarcity drives demand. When you say no, you create a sense of exclusivity. If you’re willing to turn down a deal, it signals that your product or service isn’t just for anyone it’s actually for the right partner. This can make your offer more appealing and desirable, increasing the perceived value in the eyes of prospects.

No Saves Time

Not every prospect is going to be a good fit. Saying no early on prevents you from wasting time and energy on leads that are unlikely to convert into a successful partnership. It frees you up to focus on high-potential opportunities that align with your goals and values.

No Sets Boundaries

Saying no sets clear boundaries, which is essential for maintaining healthy relationships. It prevents scope creep, unrealistic expectations, and the burnout that comes from overcommitting. Healthy boundaries lead to better outcomes, both for you and your partners.

Saying no isn’t about shutting doors—it’s about opening the right ones. It’s a powerful tool that can protect your value, build credibility, create demand, save time, and establish healthy boundaries. In sales, knowing when to say no can turn a risky gamble into a strategic win. Don’t fear “No” use it to your advantage.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

Generating More Business To Business Sales

In the dynamic world of Business-to-Business (B2B) sales, success is often rooted in a combination of strategic approaches. In this blog post, we'll explore simple key areas —as powerful tools to increase your B2B sales.

Successful execution begins with a deep understanding of your customers’ needs. Prioritizing active communication to clearly document the expectations of the relationship as well as how the organization will support the customers for a successful relationship.  This not only has to be communicated to the customer, but to the rest of the selling organization’s teams.

While the sales team may be able to gain the needs and document the relationship between the organizations, it is up to the operations teams to execute the plan successful and consistently.  We need to have consistency how we show up with our customers so that they can build trust that we have their best interests at heart so when times get tough, they don’t jump ship to another option leaving us with excess obsolete materials driving up our costs.  Far too often customer service teams fail to maintain a good level of communication as well as execution with the customer’s teams.

When the customer service team consistently underperforms things escalate quickly.  Trust also is decreased as more and more resources from both organizations are required to meet to understand why there are issues in execution.  This is the time when if done poorly things heat up and trust is crushed.  This is why in the beginning of the relationship sales people need to have a sense of conservativism when it comes to commitments.  One rule I like to use is Under commit and over produce.

Under committing and over-producing is a powerful philosophy that sets us apart in the competitive B2B landscape. It involves promising less than we deliver and then exceeding those expectations. Customer service is a vital component of over-delivering. Be responsive, proactive, and going the extra mile to address client concerns swiftly will result in a positive experience with our customer.  When this is executed correctly the customer can not help but stay engaged and offer up other opportunities to the sales team.

By mastering the art of execution, maintaining unwavering consistency, and adhering to the principle of under committing and over-producing, our B2B sales strategy can reach new heights. These three pillars not only attract clients but also cultivate long-lasting relationships, positioning our businesses as a trusted partner in the ever-evolving B2B landscape. Remember, success in B2B sales is not just about selling a product; it's about delivering an exceptional experience.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

How To Increase Our Sales Revenues!

In the exhilarating world of sales, the mantra is simple: more sales, more influence, more profits. It's not just a tagline; it's a mindset, a strategy, and a relentless pursuit of success. In this blog post, we're diving into the dynamic trio of selling more, amplifying influence, and using a process as the secret sauce for unprecedented revenue growth. Buckle up, because it's time to turn your sales game into a profit powerhouse.

In sales, the bottom line is all about selling more. It’s about increasing revenues exceeding targets, and turning no’s into resounding yeses. Embrace the unapologetic art of selling.  Understand your customer's needs, support them the best you can, and go after those sales with an unwavering tenacity.

In the realm of sales, influence is the golden ticket. The more influence you have, the more doors open, and the more deals seem to come your way. Cultivate your personal brand, build relationships, and position yourself as an authority in your field. Influence isn't just about closing deals; it's about leaving an indelible mark on every interaction.

Here's the game-changer – the process. Selling without a structured process is like navigating a maze blindfolded. A well-defined process not only streamlines your efforts but also ensures consistency and repeatability. It's the secret weapon that transforms sporadic wins into a steady stream of successes.

A process isn't set in stone; it's a living, breathing entity. Success leaves clues, and a dynamic salesperson knows how to adapt and conquer. Analyze what works, refine your approach, and stay ahead of the curve. A nimble adaptation to the ever-changing sales landscape is the hallmark of a true sales professional.

No let's cut to the chase – in the world of business, profit is the endgame. Selling more and wielding influence are pivotal steps, but they're all in service of the grand finale – maximizing profits. Understand your profit margins, identify areas for improvement, and let the pursuit of profit be the driving force propelling your sales endeavors.

In the pursuit of more sales, influence, and profits, never lose sight of the customer. A customer-centric approach isn't just good business; it's the ultimate revenue catalyst. Understand their pain points, exceed their expectations, and watch as satisfied customers become your most potent sales force.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

How To Increase Your Sales With The Right Process

In the ever-evolving landscape of sales, efficiency is the key to success. The Sales Process Uncovered was created to provide a blueprint for sales professionals to not only streamline their approach but also liberate their minds for more strategic thinking. In this blog post, we will explore how focusing on efficiency, speed, and mental freedom can elevate the sales process and lead to increased success.

Efficiency is the linchpin of any successful sales process. By embracing a methodical and well-structured approach, sales professionals can navigate through the complexities of the sales cycle with precision. The Sales Process Uncovered emphasizes the importance of efficiency from prospecting to closing the deal.

An efficient sales process ensures that time and resources are utilized optimally, allowing sales professionals to focus on what truly matters – building relationships and securing deals. By reducing redundancy and eliminating unnecessary steps, the sales team can operate with heightened effectiveness, translating into increased sales figures.

In today's fast-paced business environment, speed is a competitive advantage. The Sales Process Uncovered recognizes the need for agility, encouraging sales professionals to move swiftly through the sales cycle without compromising quality. By minimizing delays, responding promptly to client needs, and expediting decision-making processes, sales teams can gain a significant edge.

A streamlined sales process not only accelerates the time it takes to convert leads into customers but also positions the business as responsive and dynamic. This agility is particularly crucial in capturing opportunities before competitors do, contributing to increased sales revenue and market share.

The right process doesn't just focus on the mechanical aspects of selling; it also acknowledges the importance of mental freedom. When sales professionals are burdened with unnecessary administrative tasks or bogged down by convoluted processes, their ability to think strategically is compromised.

By implementing an efficient and straightforward sales process, individuals are freed from the basic day-to-day operations. This mental freedom empowers sales professionals to engage in higher-level strategic thinking, identify innovative solutions, and adapt quickly to changing market dynamics. Ultimately, a liberated mind is a catalyst for creativity, enabling the sales team to approach challenges with fresh perspectives and uncover new avenues for growth.

The Sales Process Uncovered champions efficiency, speed, and mental freedom. By embracing this approach, sales professionals can unlock their full potential, streamline their efforts, and increase their sales prowess.

Have a great week! Happy Selling!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

90 Days After The Sale Is Sooooo Important

In the narrative of customer success, the customer should emerge as the hero of their own story. This involves going beyond the initial transaction and actively helping customers realize the full potential of their purchase. Whether it's guiding them through product features, offering additional resources, or addressing post-purchase concerns, businesses have an opportunity to empower customers to be the heroes of their own success stories.

By ensuring that customers feel supported and equipped to overcome challenges, businesses create a narrative where the customer is the protagonist, showcasing the positive impact their product or service has on their journey. This approach not only enhances the customer experience but also fosters a sense of loyalty and appreciation.

Trust is the cornerstone of any enduring customer relationship. The 90-day period after the sale is a critical window where customers assess the level of support and commitment from the business. Actively engaging with customers during this time, providing timely assistance, and addressing any concerns that may arise showcases a commitment to their success beyond the initial transaction.

This sustained support builds trust by demonstrating that the business is genuinely invested in the customer's satisfaction and ongoing success. Trust is not only earned through the quality of the product or service but also through the reliability and accessibility of the support provided.

In the age of social media and online reviews, satisfied customers can be powerful advocates. Making customers heroes of their own stories creates a ripple effect where they are more likely to share their positive experiences with others. This word-of-mouth marketing is a potent tool for influencing potential customers and shaping the overall reputation of a business.

Businesses that actively support customers beyond the sale not only create satisfied customers but also foster a community of advocates who willingly share their success stories. This influence extends far beyond the 90-day mark, contributing to long-term brand loyalty and attracting new customers based on the positive experiences of existing ones.

Beyond the initial transaction, businesses have the opportunity to contribute to the narrative of their customers' success stories. In doing so, they not only build trust but also wield a powerful influence that extends far beyond individual transactions, shaping the perception of their brand in the eyes of both current and prospective customers.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

The Sales Process Uncovered Book 

What Is Sales Account Management

Sales account management entails building strong, trust-based relationships with a specific group of accounts. This role goes beyond merely selling products or services. Instead, account managers act as the primary point of contact, serving as a trusted advisor to their clients. They understand their customers' needs, challenges, and goals and work collaboratively to address them. Account managers serve as advocates for their clients within the company, ensuring excellent customer service, facilitating problem-solving, and identifying opportunities for growth. By providing personalized attention and tailored solutions, they build customer loyalty and enhance the overall customer experience.

Successful sales account management requires a deep understanding of financial metrics and profitability analysis. Account managers must be able to evaluate the profitability of each account and make data-driven decisions to allocate resources effectively. By analyzing sales data, pricing structures, and costs, account managers can identify opportunities for margin improvement, cost reduction, and upselling or cross-selling. This financial acumen allows them to prioritize accounts, allocate resources, and optimize sales strategies to maximize profitability and drive sustainable growth.

Growing account revenues is a core objective of sales account management. To achieve this, account managers employ various strategies tailored to their customers' unique needs. Some effective strategies include:

Building Strong Relationships: Account managers focus on building trust, understanding their clients' businesses, and aligning their products or services with their customers' goals. By nurturing relationships and delivering exceptional value, they encourage account expansion and repeat business.

Upselling and Cross-Selling: Account managers identify opportunities to upsell or cross-sell relevant products or services to their existing accounts. By understanding their customers' evolving needs and providing tailored recommendations, they can increase the average deal size and revenue per account.

Identifying Growth Opportunities: Account managers actively seek out opportunities for account expansion by identifying new projects, markets, or business initiatives within their customers' organizations. By staying informed about industry trends and customer challenges, they position themselves as strategic partners and help drive their clients' growth.

Sales account management is a specialized role that focuses on building and maintaining strong customer relationships to drive sustainable revenue growth. Account managers act as trusted advisors, utilizing their financial understanding to assess profitability and make data-driven decisions. By employing strategies such as relationship building, upselling, cross-selling, identifying growth opportunities, and providing value-added services, account managers can successfully grow account revenues and foster long-term customer loyalty. With the right combination of expertise, personalized attention, and strategic thinking, sales account management becomes an art form that drives both customer satisfaction and business success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees.    How can our business make more profitable transactions and stay out of the commodity battle with low profits?  How can we land and keep top talent in our organization with the salary wars.  Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site 

https://www.kevinsidebottom.com/pricing-page

The Sales Process Uncovered Book 

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Does Free Shipping Increase Sales?

Will I increase my sales if I offer free shipping?  Amazon does it so does it generate more sales?  How do I compete with Amazon and other big retailers?

These are some of the questions that I hear when I am coaching sales organizations with becoming the brand of choice.  It’s something that sales organizations ask all the time when it comes to generating more revenues. 

This is about the time that I burst the bubble about free shipping and making more sales.  Amazon does offer free sales and they sell quite a bit of products on their sites every day.   Sometimes I even buy too much on their site.  

Yes, Amazon does offer free shipping, but they offer fast shipping, with great updates on their app that you can see how the product moves through their delivery system.  They also offer really simple and low effort returns.  The third thing that they do is offer free two-day shipping by a use of a subscription. 

This is more than just simply offering free shipping.  We need to look at our business and our product offering to understand what we can offer as a solution to our customers so that they will want to do more business with us.  Likely we have more than one product / service offering that will benefit our customers far better than just free shipping.

This is the time we need to open our file cabinets and study our customers.  What we can do to benefit our customers better?  When we really understand our customers, we can start building partnerships with them to buy more and more of what we offer instead of one off sales.  We want returning partners that will benefit the more they do business with us.

What I teach in the sales process is that we need to ask a great deal of questions at the beginning of the sales process to understand our customers.  This is also the time that the customers start to believe we are really looking to help them and not just sell our products / service. 

We need to get the customers to buy into us if we are ever going to sell them more.  We need to make sure that we are building that influence and that is why it is crucial that we ask a great deal of questions to truly understand our customers. We need to understand their situation, their issues, and the ramifications. 

If we can solve them and get the customer to a better way, then we will reap the rewards of more sales and increased revenues.  Each customer has an acquisition cost and we need to make sure that we are selling enough to cover those costs to manage those customers.  If we do not, then it does not matter as much about the revenue because we will have too high of costs resulting in lower profits.  In the end profits are what keep businesses moving forward.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

The Sales Process Uncovered Membership Page

What Else Could The Customer Buy?

Far too often money is left on the table by sales professionals because they are so giddy about making a sale.   As soon as the paperwork is done, they are running off into the sunset to celebrate their victory.  Only the great sales professionals know that if they are truly going to be successful, they are going to understand the customer so well that they can turn customers into partners buying everything they can from us.

You may be asking, what does that look like if I sell houses, or one main product / service.

It’s a fair question, but likely there are other products or services that are overlooked by sales professionals.  Are there other solutions that our organization offers to help individuals with financial help, insurance, software, inventory management, etc?  We should make sure that when we are at the beginning of the buying stage that we understand all the S.I.R.’s that the customer are experiencing.

S stands for situation.  The customer is in a situation that they need a solution to avoid obstacles they are facing or will face in the future.  During discussions it will be revealed the full scope and our organization has solutions to not only help with the surface level situation, but uncover the deeper level situation that are not truly recognized yet.  Ever been to a therapist to talk about something and they ask questions and by the end you feel even worse because there was a blind spot you didn’t see?  That is why we really need to ask a lot of questions at the beginning to dive deeper into the situation for our customers.  When we do this, it will open up a great deal of possibilities for us to help them.

I is for issues.  The situation that the customer is in has issues tied to it.  Something is not working like it should because of the issues that are creating roadblocks for success.  Just like the situation there are usually underlying issues that are not totally recognized yet and it is up to the sales professional to ask deeper questions to uncover those issues.  When sales professionals do this, they can they help the customer even better than initially thought.

R stands for ramifications.  That’s right, ramifications are the results if the issues for the situation are not resolved.  It could be profit losses, job losses, or worse death.  This is why doctors ask a great deal of questions because the ramifications are life and death.  Most likely in sales the ramifications are not as severe, but the ramifications still have huge impacts on the customer’s performance.  If the customers do not succeed in finding solutions to avoid the ramifications, they may be promoted to customer from their organization.  That’s just a nicer way of saying fired 

It is up to the sales professional to make sure they understand the customer fully and deeply if they are going to help them.  Most of the time if the sales professional does a great job up front they will make more sales and have a customer turn into a partner buying even more from them repeatedly.  We don’t want one-time sales, we want repeat partners buying more and more from us if we are going to be successful in our sales careers.  When do we do that well, we will have a better quality of life.  Typically, that means larger bank accounts that we can do more trips, family memories, philanthropy, etc.     To become the brand of choice we need to serve the customer well through the sales process.  For more on that I have created my online member site for learning the sales and leadership concepts I teach without the price tag of having me in person.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

The Sales Process Uncovered Membership Page

How To Sell More!

How can I sell more?  How can I make more sales?  How can I hit my goals?

These are questions that sales professionals often ask me.  They are looking for a quick answer, pitch, or some kind of leverage to get their customers to buy more of their products / services.

Unfortunately, that is the incorrect lens to look through.  Simply wondering how I can sell more of my product / service is not the question we should be asking.  That makes the sales professional do and say things that are not true, and will likely come back to bite them in the long run.

Sales professionals have gotten a bad rap because of this lens they view selling through.  Why do people associate Used Car Salesmen as evil?  I’m sure not all of them are evil. Some may be, but the majority are just there trying to make an honest living. 

Ever walked into a clothing store and someone ask you what brings you in today?  Likely your response like most customers is something like, “Umm, just looking.”  That is because we have put sales professionals in a category low trust and to be avoided if possible.

When I talk with organizations and sales professionals, I tell them if they want to grow their numbers, they need to build influence.  That is right influence.  Influence is the ability to have an effect on others and their decisions.  This means that if we want to have influence there has to be trust involved. 

If customers trust that we are there to help them with their situation, issues, and ramifications, then they will be open to our help.  If not, they will just say, “just looking” and move on.  We need to build that trust so that we can have influence with our customers if we want them to buy more of our products / services.

True if we only want a one-time sale we can lie and not worry about building influence, but unfortunately each person that we are selling to has influence over 100-150 other individuals.  That means we are jeopardizing a lot more when we just focus on a one-time sale.

If we focus on building trust and influence with our customers, serving them well, then we will have the opportunity at more sales with others in their influence.  If we focus on serving customers to solve their situations, issues, and ramifications with a great experience, then they will tell others that they need to deal with us. That is like having our own salesforce that we don’t even have to pay.  Who wouldn’t want that?

Here is the interesting thing.  I have served customers well with a great experience and they did not buy my product / service.  Because I served them so well, I have had others that I have never met reach out to me and bought from me because they were referred by the person that I didn’t make the sale to.  I have also had that same person reach out later to buy something else in the future. 

To succeed in sales, we need to really focus on serving the customers to the best of our ability.  If we serve them well even if we do not make the sale this time, they will remember what we did for them and how we served them.  They may come back at a later date, or tell others that they need to deal with us. 

Remember Sales is a marathon, not a sprint!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

The Sales Process Uncovered Membership Page

Does Free Shipping Increase Sales?

If I include free shipping, will it automatically increase my sales?  Does free shipping make people buy more?

These are a couple questions that I have been asked about the free shipping topic.  Unfortunately, the answer is, it depends…  With Amazon selling so many things people have been accustomed to being able to get free shipping on a great deal of their orders at a lower dollar amount.  Amazon does a fantastic job of customer service with free shipping, easy returns, and ease of shopping. 

Just adding free shipping on a product that we offer does not mean that will automatically generate more sales.  We need to look at our products that we are offering and understand the current customer buying habits first.  How often do we receive returning customer purchases for the same product.  Who is buying our product.  Why are they buying the product again and again. 

Before we just pull the trigger of offering free shipping, we should understand what our business is doing and understand our customers.  This will help us understand if free shipping is worth it.  Simply adding free shipping is not going to be the end all save all either.

We may need to know how to get customers to buy add on products so that we can generate more sales as well.  This means that we will need to set the dollar amount high enough to get add on sales.  If we simply add free shipping for one product we will lose the opportunity to sell more accessory products to our customers that they may be missing out on.

We likely have a great product line that the customers have not tapped into yet so we need to find ways to get them to buy more or our offerings.  Typically add on products that are smaller in purchase price have higher profit margins as well.  How can we entice others to buy these add on products. 

Amazon in their app makes it so easy to get to the dollar amount by getting customers to order multiple things.  They also offer prime service subscriptions so that people can get their orders faster, but the customers pay for this.  Amazon also makes it easy to return products which is why people keep coming back.

It revolves around customer service.  How we serve the customer affects our sales more than free shipping could ever do.  If we want to generate more sales, the customer experience with us has to be high.  The customer has to know that we are there to help them be the hero of their own story.  If we do that then we will win more sales. 

Free shipping alone will not drive more sales unless we are doing other things to enable the customer to win when they do business with us. 

How can we serve them better should be the filter we use to drive more sales.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

The Sales Process Uncovered Membership Page

Why We Need Relationships In Business

Good morning everyone,

I remember a story of a successful business owner that had sold his company and stayed on to support the transition.  This owner had a pretty large company that was sold to an organization with a Chief Operating Officer that hated salespeople.  This COO also believed anything done by salespeople could automatically be done through a business transaction from an internal call center.

This same CFO also discussed that business school professors from some of the elite universities even teach that relationship building outside of the professional transaction are not a good idea.  People that are scholars in theory, but unfortunately not life application.

Golf outings were not allowed, customers meals were frowned upon, and basically anything that was not transactional was outlawed.  I have also worked for companies that the focus was purely transactional and there was no focus on growing customer relationships, unless they had a purchase order attached.  Now I am not saying you have to validate a golf outing with this blog, but the fact that relationship building is important. 

If you are not meeting with customers regularly to learn about their needs, then how are you going to build influence?  Sales is influence and the more influence you have the more sales you make.  A lack of influence will quickly turn you and your product into a commodity!  The only differentiating factor for a commodity is price.  Then starts the race to the bottom where there is no margin and likely no quality.

Some of the most successful business owners that I have had the chance to sit with state that it is imperative to build the relationship with the customer.  I have also been able to visit some of my old customers that I have not called on in years. They will smile, ask me out to dinner, and sit with me for hours to discuss where they are at with their current business situations.  They even have asked for insight on what I might recommend still to this day!  It is a great feeling that I was able to influence individuals enough that they will take time to catch up as well as look for my advice.

These conversations would not have happened had I not worked on the personal side of the business as much as the transactional side.  Knowing your customers on a personal level and understanding their aspirations is a huge benefit.  People want to know that they matter to you.  Building that relationship is extremely important. 

It is almost an art form watching an old sales professional work the personal relationship and send birthday cards for the customer’s family, as well as celebrating wins that the customer has had.  Meetings on the golf course have transacted in large business deals that cannot be instantaneously measured.  Looking back on the sales process and building relationships will allow your business to grow with your customers.   The transactions do happen, but after work on the personal side.  People will not buy from you if they do not know, like, and trust you. 

I encourage you to leverage the personal side of business along with the professional side.  If learning about people was not important than why do Amazon, Facebook, and your smart phones listen in on your conversations as well as track your searches?  Statistics have shown that when there is a relationship in place between organizations a great deal of growth has happened as well.

Send a card for your customer’s birthdays, kids’ birthdays, weddings, anniversaries, etc.  It is a great feeling to celebrate with your customers and form lasting relationships. 

Remember the first buying decision a potential customer makes is the Salesperson.  Grow that relationship!

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Please Don’t Use The Elevator Pitches!

Have you ever been subject to an elevator pitch?  You know where the person says all these great things that they do and how you need to do business with them.  Some time ago elevator pitches came into existence because business people needed to be able to tell someone what they did in the time it took to reach your destination on the elevator.  Quick and be effective were the requirements of an elevator pitch. 

When I think about an elevator pitch, I see a picture of the old sales guy wearing a three-piece suit and playing with his pocket watch.  For those of you younger readers, a pocket watch is not your phone that is in your pocket. 

I remember when I first got into sales this was the language you needed to use when someone asked what you did.  People came up with all sorts of weird pitches.  After a few years came the unique selling proposition that you needed to craft so when you talked to customers you could use this to differentiate yourself from the competition.

Now there is a new approach that is called positioning statement.  I have used this approach when speaking to organizations for speaking and it goes like this:

“I work with organizations just like yours who want to increase sales and influence, so that they can improve profits and elevate their people.” 

This positioning statement is to position yourself as an authority and how you actually benefit people at a 10,000 ft view of what you do.  This positioning statement is to also pull the prospective customer into asking more questions to learn a little more.  This is a way to start the conversation to learn about the customer which is a better way to approach selling.  I mean how do you know what to sell someone if you don’t know what they need?

This Positioning statement flows well with my company which  “Sales and Leadership Enterprises.”  I emphasize the fact that I help people walk through the sales process and how salespeople can intentionally understand where they are at in the process.  Using the same process helps leaders gain influence with employees and customers. 

Today we no longer use the elevator pitch, and as we move into the positioning statement where we want to be in our customer’s minds.  We want them thinking about how they need more help and how we can help them through conversation.   We are not making quick closes, but we are having the conversation to help our customers move forward to a better place.

What is your positioning statement? 

Leave a comment below and tell me what your positioning statement is.  I like learning about my readers and how I can help them achieve more.  I will give a free signed copy of my book to the winner the best positioning statement!

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Profitability vs. Revenue

I pride myself as being a dumb sales guy.  I do that as joking with customers when we have talks to lower the bar so when I over deliver, I look better in their eyes. 

One thing that I had to learn as I played in larger value discussions is understanding that more revenue did not make the organization more profitable.  That’s right, just selling more stuff does not out sell our costs sometimes.  When we are setting up sales prices to drive our revenue, we really need to study the P and L.  That’s profit and loss.

As I have grown my capacity as a sales professional, I have learned that profitability is more important than sales revenue.  If we sell at negative profit margins then we will soon be bankrupt.  Unfortunately, I did not understand this concept when I first got into sales.

I was constantly frustrated when we would have a sales program that would have iteration 4 by the time I booked half of my customers.  I would have to keep changing my prices weekly so some customers would get a price increase, or decrease and there was no way I could control it.

Let me share a word of advice.  If you think customers don’t talk to each other even though they say they are adversaries, you are wrong.  They talk and usually are more friends than we realize. 

What can we do as sales professionals to understand the profit and loss better?  Why not ask questions and continue to learn how the organization functions?  If it is an organization that fosters a culture of growth and service then they will likely see this request as a way to help groom a future executive. 

We need to understand the basics of our profitability if we are going to sit with a customer because they will always ask for a better deal.  We do it whenever we go out and shop, so why wouldn’t our customers ask.  When we understand our profitability then we can truly know why we can or can not drop the price.  We need to understand this if we are going to be successful.

If we go out and sell a bunch of products / services at losses we will soon be “promoted to customer.”  That’s just a nice way of saying fired.  We need to take pride in understanding our profitability if we are going to succeed. 

This does not mean that we need to go to college to get a financial degree to understand terms.  I haven’t done that.  We should learn about those terms and understand a P and L sheet as well as ask questions.  Yes, we have to be vulnerable enough to ask for clarification and understanding.  This is hard for sales people because we want to think we know everything.  The truly smartest people are those that know their limits and are okay with being vulnerable to learn.

Knowing our profitability will allow us to gain more success and a better future.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

It's Hard To Move Away From The Cheapest Price

Have you ever wanted to win business so bad you felt compelled to drop your sales price?  Was there a customer that seemed so good to be true that you needed to decrease the price to secure this new business?  How about a large organization that would be the largest sales volume for you and your organization that you wanted to win it no matter what.

These are some of the stories I hear all the time and then when the win misses the volumes that were guaranteed the sales team is accused of missing the revenue.  Then the sales team is informed they need to get a price increase not tool long after the business is secured.

I have had to do this a few times in my history in sales.  One occasion was when business was won prior to me coming aboard and it was done so at such low profit that when we looked at the financials we were actually losing money every time we shipped something to the customer.

Guess who got tasked with a 20 percent increase.  Before you think 20 percent is not that much, it was on items that cost over $3000 per item.  That impact would affect the customer my millions each year.  Especially since they had orders already secured by their customers.

Typically, there are increases of a few percentage points, less in double digits, and very little that have a two in front of them.  The customer relationship was stressed and that will likely lead them to find ways to sell product for less money.  That is usually done by resourcing product.

I say this to highlight when we are selling to customers, we need to make sure that we stand behind our value and not just try to sell a product / service.  If we stand behind the value then we can have a conversation up front with the customer to let them know that we can offer a product / service for this investment.  We can stand firm in the value we offer and not have uncomfortable discussions in the future. 

We may lose some opportunities, but we will be known to the marketplace as the higher value option and we will still have customers that want to invest.  This also helps us really find who our ideal customer is.  Do we want someone that will try to decrease our price at every turn in the future and treat us like a commodity, or do we want someone that will want to partner with us and invest in the higher value product / service.

Sales teams sometimes forget that we offer value and we should know that we are not willing to lower our value for a new customer unless we have calls to action in the agreement that if the customer does not hit volumes, then we are able to come back for discussions.  We need to stand by our value we offer.

Without setting value for ourselves, the customer won’t either.  We need to make sure that the relationship is a mutual one and not just a one-way commodity purchased.  When we can achieve these kind of customers that view us as true partners that are not just trying to cut out pricing at every turn, we will be more profitable and have less of these price increase discussions in the future.  Both parties will function well and make profits.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Do You Know The Situation?

Ever wonder why some people just don’t follow our direction?  Ever hate having to interact with some people because you just know they are going to sabotage your plans?

In sales and in leadership, we have to deal with a lot of people.  Some might cringe at that and want to just order people to do something, but unfortunately when people are involved it is messy.  We can’t just simply demand things.

People have many things they are juggling on their day to day plates and we need to understand why they may be acting a certain way if we are going to be able to work with them.  I’m not talking about gossip stuff, but finding out what is going on.  Peel the onion to get to the less superficial level.  In cooking we learn that the deeper layers of an onion are the sweeter and most flavorful layers.  The same thing happens for learning more about people.  

If we simply put a label on someone because they are acting a certain way without know the facts behind the situation, how can we be justified in that?  We need to do better!

I have had a manager that has checked in with me periodically when they found out about a situation I was going through.  This meant the world to me as I was in the struggle of emotions, mental fatigue, and stress.  It affected my work, my attitude, and my success.  It actually kept me working for the organization instead of leaving because someone showed they cared.  This is how our employees and customers feel as well.

I have had many customers that were struggling through situations that I have been able to lend an ear to, a helping hand to, and simply showing that someone cared.  This helped them see that they were not alone in the situation and that others would lend a hand.  Even if it is just an ear to let someone vent.  People are meant to be around others.  We need others to know that they matter.

Ramsey Solutions in Tennessee mandates that managers know what is going on with their subordinates so that they can help, rally the team around the individual, and to mitigate pitfalls.  They know if a family member is going through a severe illness, if a baby is on the way, or some other major event.  This way they show that the team member is valued and cared for.  Showing people we care is vital for trust and influence.  It’s called empathy which unfortunately is in short supply lately.

Understanding the situation is crucial to helping solidify any issues that are popping up and so that we can move forward together.  If we don’t, we lose time on an already limited clock that is ticking down.  Gain more engagement and influence by understanding the situation that others are in and learn more about them so that they know they matter.  

Wouldn’t you rather associate with an organization that you feel values you?  Why not be that person that reaches out to customers and team members to let them know they matter as well.

Have a good week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The Power Of Your Clothing and Scents On Others

Have you heard the saying, “ You only get one chance to make a first impression?”   It is actually very difficult to change this impression as well.  

Did you know that the color clothing you wear can affect this impression?  Did you know that scents can actually trigger anxieties in people?  There are several factors in building trust, but these two are the most subtle that people miss all the time.

I have been in sales for what is closing in on two decades at this point and it is interesting how much I have learned throughout this career. I didn’t intend on this becoming my career either, but was one of exploration as my career aspirations was to manage people.  Yes, I wanted to be a manager and an advisor informed me that I needed to learn sales if I was going to lead others.

That is what kicked off my career in sales and I am glad I did venture into this sector of business.  Many believe we need to be a certain kind of personality, good looking, have a strong sense of humor, etc, yet time and time again I have proved that to be incorrect.  Yes, we need to have interpersonal skills and yes, we need to be able to laugh with others, but we need to do so much more and it does not mean we have to fit into one mold.

Since beginning in sales I have learned that there are some factors that impact likability and trust.  The two I’d like to talk about today are clothing colors and scents.  These don’t seem like they are impactful, but check out this data.  

The Harvard Gazette posted an article in 2020 about how scents are associated with memories.  Click here for the article.  Basically, smell is the only sense in our body that does not have a filter to the brain.  When we smell cut grass, we typically think of warm summer days.  Unfortunately, some people like me are highly allergic to cut grass and the chemical released by the grass clippings.  I go into sneezing fits and want to gouge my eyes out when I am around cut grass.

Others have scents that take them back to bad memories that when smelled make their body’s fight or flight mechanism jump into action.  That means anxiety goes up.  Now if we are the ones wearing that scent, then the people start associating the anxiety with us.  They will associate us with danger and that first impression goes right out the window. Keep that in mind when you are spraying on your favorite cologne or perfume in the morning.  We still need to smell clean though!

Colors are also associated with trust and likeability as well.  Robert Caldini wrote a great book called Influence that depicts what each color does, why certain organizations used colors for their logos, etc.  For help today know that light blues and whites promote trust and dark red power ties promote authority.  Black typically means we are hiding something.  Keep that in mind when trying to gain trust and likability.  If we need to build trust and influence, we should be wearing light blues and whites when engaging others.

We do not need to be wearing power ties to show we are assertive and have authority.  That does not lower anxieties.  Power ties drives anxieties up.  When leading people and trying to sell to customers we need the anxiety levels lowered. The lower the anxiety levels, the higher the likability and trust levels.  

If we can not get past those two questions:  Do I like You? and Do I Trust You? We will never obtain buy in for our cause, customers for our products, or an engaged staff for our cause.  We need to take the focus off our wants and needs and focus on how we can connect with others.  

I hope that helps!  Have a great week and good luck shopping!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

How To Answer Your Customer’s Three Questions

Last week we talked about the three questions that our customers ask at every interaction.  If you have not done so, feel free to go back and read that post.  It should only take about 3 minutes.  A quick read.

Today we are going to answer how we the professional sales person will answer these questions.  We do this by uncovering needs.  Yep, we are going to ask them questions.  There has been a great deal of study on what questions to ask and old sales techniques always told us to ask open ended questions that are not answered with simple answers like “yes”, or “no”.  What I have found is that there is no correlation to success with asking all open-ended questions as opposed to closed ended questions.  Obviously if we ask all closed ended questions, we will lose interest from the customer and they will move along.  

I choose to use a mixture of open-ended questions and close ended questions.  I let the conversation flow well and make the customer feel relaxed.  Keep in mind when we are asking questions, the customer is likely to have their guard up.  Making the customer feel more relaxed is key at the beginning of the sales process.  Making sure where we meet, colors we wear, and scents we spray on is also important.  For today, we will focus on the questions.

In the Uncover Needs of the sales process we are looking to draw out information from the customer so that we can sell them the best solution.  We need to find out their needs.  Needs are grouped into three areas and I use the acronym SIR:

1.     Situational 

2.     Issues

3.     Ramifications

Situational needs are questions we use to draw out where the customer is.  This is where they are at in the buying process, where they want to get to in the future, who is the decision maker, what is their process for making a decision, what is driving their need for looking at options, etc.  These are very probing questions and customers are usually not wanting to discuss for hours on end.  The more questions we ask that are situational the more risk we have of the customer becoming anxious.  We will want to limit the amount of situational questions that we ask so make sure we are asking the best ones.  

The larger the transaction there are likely more than one decision maker.  I have had to address large teams of decision makers for deals in the multi-million range.  When I was selling outdoor power equipment to landscapers it was usually one or two people.  Keep that in perspective when you are in the situational questions to understand if you are speaking to the correct decision makers.

Issues are the needs we really need to focus on.  They are the limiting factors for organizations that want to move forward, or the reasons why organizations may fail.  These are highly motivating needs that we need to address with our product or service.  Pain is a large driver in making changes so find out what pain they are experiencing and why.  We also need to understand why these issues are causing them limits or pain.  Asking what success would look like to the customer here would help them think in depth and confide in us a little more.  They may also bring in the people that are actually experiencing the pain to help describe to us the issue not just the symptom of the issue. The key is to find the issues that we can resolve with our product or service.  

Ramifications are also highly motivating needs that we need to know.  If the customer is unsuccessful in finding an option to mitigate the issue they have, what does that look like?  Does the organization have to close its doors, does it lose a large contract, or is it smaller to where the customer can not find a special gift for someone special?  Husbands do not buy your significant other a treadmill.  That is not a special gift.  

When the stakes are high people are very motivated to find a solution and are more open to options.  Make sure when asking ramification questions that we are building up the problem in the customer’s mind to drive a sense of urgency so they open up, bring in others that can help provide information, and help us find more information to drive the best solution.  The more we elevate the issue the better influence we can have on helping our customers.  Understanding the ramifications well will strengthen our sales presentation later and can move the customer to action.  

Be careful not to jump into your presentation just yet.  If we do not uncover all of the needs prior to presenting they we will miss the target and then we risk devaluing our solution.  When I do half and full day trainings on the sales process I walk teams through the entire process including developing the questions that will derive larger impact with their customers.  We really need to  invest time to develop great questions for the sales teams to make greater impact which results in  becoming the brand of choice.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

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https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training