SET For Business Ltd

SET For Business Ltd

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SET For Business CRM is a powerful and intuitive lead and sales management tool. Go beyond lead management and let SET help you manage, generate and close opportunities.
– Record contact information quickly and securely
– Drag and drop pipelines
– Schedule meetings and call backs
– Track the performance of your sales teams
– UK based

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ContactDarran Hunt

Telephone0330 111 0069

Email[email protected]

Websitewww.setforbusiness.co.uk

AddressLevel 391
Canada Square London E14 5AB

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25 Tips to Help You Sell MORE – Part 2

We recently shared part one of this blog series with the first 15 tips to help you sell more.

In this blog, we will cover the final 10 top sales tips:

16 – Think Outside the Box – Take 5 minutes and just think of creative, even crazy things you could try to help get a sale across the line. I’ve heard of a courier company sending an egg to a prospect to show they can delivery even the most fragile item safely!

17 – Sell Value Over Price – People buy when they see that the value outweighs the price so make sure you sell that more. Don’t get caught pushing discounts and savings but push the value it offers them and show them that it far outweighs the price they pay.

18 – Find & Use Referrals – Another great way to hit target is to leverage past and existing customers to gain referral opportunities. These opportunities tend to have a far higher conversion rate compared to cold created ones.

19 – Use Social Media – If you’re not utilising social media in your sales process, where have you been?! Social can help you give before taking by sharing content, engaging content, it can help you identify more decision makers and build far great relationships with customers.

20 – Use Visual Reminders – You might do a training session or get some coaching, but that will soon be forgotten. Keep visual reminders on your desk, they could remind you of your target, what you want to buy with your commission, sales tips, motivation, anything that will help you sell.

21 – Jump in The Deep End – Fear can consume a lot of sales people, fear of cold calling and fear for asking for the close often being the biggest ones. My best advice is just jump in the deep end. Just dive right in, don’t over think it, don’t assume anything, just jump in and get on with it.

22 – Create Excitement – One of the best ways to help drive your customers to buy is to create excitement. Get them excited about your product, get them excited about your offer, get them excited by the opportunity to buy.

23 – Create Fans, Not Buyers – People don’t want to be sold to so don’t sell to them but show them something you believe they’ll like. Think of it in the same way you would talk to your friends about your favourite band, song, film, TV series etc. If you create fans, you’ll not only get people happy to buy but happy to refer as well.

24 – Work Harder – A simple tip, and perhaps not one you’ll want to hear, but if you’re not hitting target then it’s worth working harder. That may include making more calls, sending more emails, going to more meetings, sending more information, working longer hours. Sometimes quantity over quality helps build experience and confidence and increases your chance of hitting targets early on.

25 – Work Smarter – Once you’ve got experience you can then focus on working smarter and focusing on qualifying your opportunities better and refining your process. Look at how you can sell more efficiently and effectively but leveraging different tools, different people and different resources.

We hope this list helps…

One extra way that you can start generating more sales is to implement a good CRM system and use it properly! Here at SET For Business we’ve worked tirelessly to build the best CRM possible. We’ve made it super easy to use and packed it with as many features as possible including a personalised dashboard, intuitive pipelines, email tracking, powerful reporting, drag and drop opportunity pipelines, maps, active workflows, newsfeeds and so much more.

Why not take a look for yourself and take a free trial?

Sign up for a trial right here – https://accounts.setforbusiness.co.uk/sign-up

The post 25 Tips to Help You Sell MORE – Part 2 appeared first on SET for Business.

25 Tips to Help You Sell MORE – Part 1

Hitting your sales target is no easy achievement, in fact there are some suggestions that less than 50% of sales people actually do it.

Now there will certainly be some companies that have set unrealistic targets, and whilst they may not want to admit it, I would highly recommend making sure your targets reflect a fair and realistic expectation (not just a number someone hit 10 years ago!).

There are, however, plenty of hard-working sales professionals doing their best but falling short of hitting target.

Here are our top 25 tips to hit your sales target:

1 – Create Real Urgency – Whilst the consultative approach to selling is very much the way forward there will always be a need for urgency. Remember you are a sales professional and your goal is to achieve the sale so make sure you create urgency with your prospects. The key is to make sure the urgency is with them, and not because of you. For example, saying there is a deadline to a special offer isn’t always the best way to create urgency, as most prospects know it’s because you have a target to hit. Rephrasing it to focus on why it’s important for THEM to buy sooner creates more incentive.

2 – Give Before You Take – To help increase your chances of getting the sale give first before you ask for it. That could include giving them a free e-Book, webinar, event ticket etc. Something that isn’t directly related to the product but offers them a big enough value that they appreciate it.

3 – Don’t Give Up – In the sales process there may be 5 hurdles, there may be 15. Most of the time you will fall down on any one of those hurdles and lose the opportunity. To increase your chance of hitting target don’t give up as easily and push to get over a few more hurdles. It could just be one more hurdle overcome equals them actually buying.

4 – Try Different Times – Don’t limit yourself to approaching your prospects between 9-5, try them at different times. We’ve contacted people at 07:00 am and also 19:00 pm if we’ve struggled to get hold of them and it’s proved to be massively effective. People are genuinely busy in the day but more likely to be contactable early or late.

5 – Do a Pipeline Audit – Your time is hugely valuable so wasting time on opportunities that won’t convert will cost you a lot. Do regular full pipeline audits and make sure your focus and time is spent on opportunities that are more likely to convert.

6 – Look for Blockages – If you or your team are struggling this month, it can be a great task to check for blockages. Look for pipeline opportunities that may be clogging up , ones that may have gone cold or that are taking too long. Look for things that also may be clogging up individual opportunities that by clearing up, you might be able to close.

7 – Study Success – There is a high chance there is a person or group of people in your team, company or industry who are hitting target. Find them and study them, see what they do that works and learn. If they can hit target so can you.

8 – Ask More Questions – If you’re struggling to get a deal over the line, ask more questions. What’s holding them back? What do they need? Find the blockages and then dig deeper to understand them. The more you ask, the more you’ll find out and the easier it will be to overcome.

9 – Plan Your Days – As they say failing to plan is the same as planning to fail. Plan your days to help ensure you keep focus. Plan key contact times, key chasing time, key email times etc.

10 – Avoid Distractions – Distractions are all around you and it can be easier to get distracted if you’re struggling to hit target. Make sure your team, even your management know when you’re focusing and avoid any distractions. It doesn’t mean you need to be a hermit crab and hide away, but make sure the majority of your time goes into activities that are likely to yield a result for you.

11 – Cut Out Negativity – It is rare for negativity, moaning, whining and complaining to ever deliver sales results! Make a conscious effort to cut out (or down) on negativity and be more positive. It will help motivate you more and will rub off on your customers as well.

12 – Eat/Drink Healthy – It may sound silly and irrelevant, but if you’re not eating or drinking well your energy levels will be low and you will struggle to achieve a lot. Just by eating healthier foods and drinking more water you will naturally have more energy which you can use to sell!

13 – Make Sure Your Rest – There will be some salespeople who take the pressure of hitting target and think they need to work 24/7 to show they’re trying. The problem is if you don’t take regular breaks and make sure you get enough sleep you will struggle. 8-9 hours of working with full energy is far greater than 12-14 hours working with no energy.

14 – Try Different Approaches – They say that if you do the same thing but expect a different result it’s madness. If you’ve been struggling to hit target but keep doing the same things, saying the same things and following the same processes something is wrong. Try a different approach, try saying different things or doing things differently.

15 – Leverage Your Network – Some of the common challenge’s salespeople have are struggling to get hold of the decision maker. This is where it can be hugely helpful to be connected to different people at your target company. Leverage those connections to either get through to the decision maker or find a different decision maker.

We hope this list helps…

Make sure you’re following the SET for Business page on LinkedIn and The Daily Sales to catch part 2 with the next 10 tips coming very soon!

One extra way that you can start generating more sales is to implement a good CRM system and use it properly! Here at SET for Business we’ve worked tirelessly to build the best CRM possible. We’ve made it super easy to use and packed it with as many features as possible including a personalised dashboard, intuitive pipelines, email tracking, powerful reporting, maps, activity workflows, prospect newsfeeds and so much more.

Why not take a look for yourself and take a free trial?

Sign up for a trial right here – https://accounts.setforbusiness.co.uk/sign-up

The post 25 Tips to Help You Sell MORE – Part 1 appeared first on SET for Business.

7 Tips to Be A Successful Sales Manager

Sales is hard but truly succeeding as a sales manager is even harder. It’s not an easy role at all, when done right you’re leading the business to success. When it’s not done right, well the weight of the world will soon be felt!

With years working in sales leadership roles, and through working with some of the best sales leaders around the world, we’ve put together a list of 7 top tips to help you become a successful sales manager.

1) Lead from The Front Line

One of the worst things you can do as a sales manager is hide behind your desk. Not only does it limit your ability to effectively lead your team, but it also disconnects you from the environment your team is working in. You should be leading your team next to them, making calls with them, crafting pitches with them, analysing opportunities with them etc.

It will help inspire and motivate your team to work harder, and it will help you have the best possible understanding of the industry that you’re selling into.

2) Coach Your Team to Success

Successful sales management isn’t just about managing your team, it’s about coaching your team and supporting them to success. Coaching is one of the biggest gaps in sales right now and it’s one that has a huge impact on success. Instead of your 1-2-1’s being focused on pipeline and numbers, talk about them, their challenges and their obstacles. Encourage them to open up and feel safe talking to you, and most importantly, listen.

There is a reason that elite athletes, entrepreneurs and business leaders all have coaches, because of the importance it has on success.

3) Look Past the Smoke and Mirrors

Salespeople by trade are good at talking and winning people over. Unfortunately, whilst this skill is very important to selling, it is also often used on their sales managers as well! Salespeople will always try and put up as much smoke and mirrors as possible to make their manager think that everything is ok. Great sales managers work hard to look past the smoke and mirrors and to challenge their salespeople thoroughly to find the truth.

It’s only when you know the truth about their pipeline and forecast that you can truly help them.

4) Take Responsibility and Accountability for Your Team

It’s important that any struggles or failures that your team has, you take responsibility and accountability for it. You are their leader and responsible for them. Only by truly accepting this and working by this rule can you then solve the problems and more forward. A lot of sales managers unfortunately will throw their team under the bus before they take the blame for anything and this will only ever hold you back in sales leadership.

5) Invest in Your Team

Successful sales managers know they need to constantly invest in their team. Whether it’s investing in learning and training, or investing in rewards and incentives, what you put in will determine what you get out. Make sure you’re giving them regular training, make sure they have good incentives to work towards and that they feel rewarded and looked after. Why not invest in a mini sales library? Buy 25 of the top sales books out there and have them available for the team to read. Little things like that can have a huge impact on their motivation and also their skillset, which have a huge impact on their results.

6) Understand Your Team Individually

Some of your team will be motivated by money, others by progression, and others but different things. It’s crucial that you understand each member of your team as an individual, so you can get the most out of each of them and all of them. Understand what motivates them, understand what they want to achieve, understand what challenges they have, it’s all of these things that can then help you become the best leader possible.

If you assume that they’re all motivated by money, but some are motivated by progression, you’ll never be able to truly motivate them. Spend time regularly, perhaps monthly, keeping full up to date on everything that is driving them and impacting them.

7) Create an Environment That Fuels Success

If your team is sat in a plain coloured office, with no music, caged in on their desks, this might not be the best environment to get great results from them. Sit down and talk to your team and look at what you can add to the office to help fuel their success. It could be motivational quotes on the walls, it could be music in the background, it could be plants, games, the list goes on.

The best managers create the ultimate environments for success that inspire their team every single minute that they’re in the office. Keep it refreshed as well, you don’t want the team getting to comfortable. Add new things once a month and keep them on their toes!

 

And there you have it, 7 top tips to drive real success as a sales manager!

Thank you for taking the time to read this blog today, I really hope you enjoyed it. Here at SET For Business we are really passionate about helping businesses and sales teams get the most from a CRM. That’s why we built an easy, engaging and feature packed CRM that was designed with the user in mind.

Please do have a look at www.setforbusiness.co.uk and if you’re interested you’ll be able to book a totally free trial there. We would love the chance to help your sales team and business grow with our system.

The post 7 Tips to Be A Successful Sales Manager appeared first on SET for Business.

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