Register for the upcoming MWI Elite Sales Academy either August 15-19th or October 17th – 21st .
Here are few comments from this class this year:
“I learned so much around successful, industry specific, selling strategies that I can’t wait to begin utilizing them. They say “Knowledge is Power”. After this training, “Knowledge is Money!” – Chris, QualPath, Inc.
“I signed up for this training to make me a better salesman. I can say without a doubt, that will happen!” – Jordan, Data-Line Office Systems
As salespeople, we are always looking for new ideas and more effective ways to reach our prospects. We ultimately want to learn more about the psychology of our buyers and build trusted relationships faster. We also want to be bold and challenge our potential clients when necessary to ensure they receive what they ultimately say their business needs. By doing this we can increase our conversion rates and close MORE DEALS!!
I came across this interesting article “10 Steps to Win the Sale Every Time” by Emma Brudner. She talks about learning these 10 Steps by Iannarino in the Sales Acceleration Summit. Iannarino has some good reminders that I wanted to share with all of you:
According to a recent study by Xceleration, “incentive programs can increase performance by 22% while a 44% performance increase is found in programs that run for a year or more.”
The question is, do you know what motivates your people? A one-size-fits-all approach no longer works. It is vital that you take the time and create programs that create the following benefits:
In 2015, Print Audit was proud to introduce you to The 7 Deadly Sinners of the Office Equipment Industry. They shared the good, the bad, and the exciting issues facing our channel. From e-books to comics, the Sinners gave us lots to think about and fresh ideas for growing our dealerships.
But like any strong alliance there comes a time when heroes must meet their match. Introducing The Avengettes, 7 of the most powerful and influential women in our space. Click “Read Article” to read West McDonald, Vice President of Business Development, Print Audit and Owner, FocusMPS‘ Blog and download a copy of the e-Book. Meet the Avengettes & Sinners.
We’re looking for growth-minded companies and enthusiastic sales teams who are willing to “invite themselves” to step into a genuinely AMAZING learning process through discovering the exact process to shift their mindset, transform their income and upgrade their entire life – both personally and professionally.
It only takes 15 minutes to begin…
Are you ready to take your company and sales team to the next level?
Transform Your Sales Team Today!
Create Clarity, Find Ideal Clients and Increase Sales.
MWI Total Sales Transformation Center (Online Virtual Portal):
As our buyers have evolved, so must our sales professionals. Sales professionals need to be able to master sales skills to differentiate themselves, implement fresh new ideas, and constantly be learning. This online virtual training portal allows for 24/7 access to video online content. Broken down by topics, sales professionals can reinforce their retention and have a personal coach at their fingertips. The most successful people in life and in sports have a coach. Do you have a coach for success?
This year-long program includes 24 video modules covering: Maximizing Your Minutes, Psychology of Buyers, Finding Ideal Clients, Discovery – Appointments, Strategy – Competition, Recommendations, Creating Partnerships – Closing, Seeking to Understand – Proactively Handling Objections, Psychology of the Buyer 2.0, Deeper Wider Broader, & Teach Clients How to be Satisfied (Building Loyalty).
Check out a couple of our Training Videos in the Portal:
Have you ever heard from a prospect that your price is too high?
Did you just hear it yesterday? Last week? Multiple times a week?
As I work with companies all across the globe, this objection seems to be consistent. You do realize that buyers go through their own training, and are taught to say that to see if you are willing to drop your drawers, right? The inexperienced sales professional easily falls for that trick. The more savvy sales professional will seek to understand what the prospect is exactly looking for – as well as proactively handling this concern by asking key questions that highlight the value, and reason for the higher price (well, that is my hope, that you are doing that).
If you feel like you struggle with this in your every day consulting/selling, then I recommend reading this article I recently came across on HubSpot: 24 Responses to the Dreaded Sales Objection “It Costs Too Much.” Click “Continue Reading” and select “Read Article”
EXCITING NEWS! Melissa Whitaker International (MWI)® is Growing! We have Added Team Members, Resources, and Tools.
Schaumburg, IL – May 24, 2016 – Melissa Whitaker International (MWI)® is excited to announce that as companies’ needs change, and demands on sales reps evolve, so do our services. The selling landscape has been forever changed by rapid technology development and highly connected global marketplaces in which commoditization can happen almost instantly. Sales Professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. The ability comes from investing sufficient time in order to better understand their clients’ industry ecosystem, internal business, and metrics to success. Along with shifts happening for sales professionals, shifts will be required in the Sales Management Structure, Marketing Message, and Customer Service as well. Due to all of these changes and challenges, MWI® has developed the following support resources to help your team navigate through these dynamic times to catapult success:
Self- Analysis of the Situation: Questions to Ask Yourself
Did I properly interpret the customer’s buying signs?
Did you create value?
Have you given the prospect a sense of urgency?
Are you giving them space and support through their buying fears?
Did I miss-interpret their commitment level? Was it low commitment or high commitment?
Did you connect the dots of their needs to your value correctly?
Tips for Working Through the Stalled Sale:
Follow up with purpose
Create a purpose to your follow up. Don’t just call and say “I’m following up” this creates no value for the prospect. Continue to create value by offering them some additional information or re-defining an option or ask a question. A voicemail that states “I’m just following up, give me a call back” can easily be ignored. However, if you say – “I have more pieces of information that you may be interested in…give me a call back” or I wanted to clarify further a point we were discussing.. each voicemail gives your call a purpose and gives them a call to action.
