In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.”  But who is the “we” that caused the problem?

How to Avoid Selling on Price

I have always loved President Theodore Roosevelt’s quote on problems: “If you could kick the person in the pants who is most responsible for most of your trouble you would not sit for a month.”  Just like in tennis or golf, many of our problems are self-induced.  They are “unforced errors.”

Our sales coaches, we are always dealing with sales challenges that span the entirety of the typical sales process.  From the opening moments of finding a lead to uncovering an opportunity to presenting and getting a decision, there are many things that can go wrong.  And when something goes wrong, it is in fact time to say “Houston, we have a problem.”  But who is the “we” that caused the problem?

Speaking of Houston, I was there this week delivering a keynote address at the 2022 Mid America Lenders Conference.  My training was on selling in a rate-sensitive environment which is a hot topic given that 2022 will be a year with multiple rate increases.  In my keynote, I asked the attendees if they were working on the right end or the wrong end of the problem.  When a prospect asks you at the end of the sales process for a concession (rate or terms), that tends to be a real trouble spot for salespeople.

Every company we work with believes in the power of having a value-based selling approach.  None of them want to be the low-cost provider in their respective industry.  And while we are called upon to help with last-minute or late-cycle negotiations, that is working on the wrong end of the problem.  The right end of the problem is at the beginning of the sales process where it is essential to introduce value into the equation.  After all, the primary reason why salespeople struggle to defend value at the end of the sales process is that they fail to introduce that value at the beginning of the sales process.  

From the sales assessment tool that we use by Objective Management Group, here are the skills of a value-based seller:

• Focused on value over price
• Comfortable discussing money
• High threshold for money
• Willing to walk if the prospect does not see value
• Always positions value
• Sales process supports value
• Learns why prospects will buy
• Doesn’t need approval
• Asks enough & great questions
• Avoids making assumptions
• Quickly develops rapport
• Not compelled to quote

Start helping yourself by positioning your value early.  Make it impossible for your prospect to miss it.  Find out if your prospect values it and protect your bottom line.

Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander. 

This blog will teach you how to create a sales action plan to help you outline the steps that will assist you in reaching, or better yet, exceeding your sales and personal goals!

Sales Action Plan

Here are the 8 steps for your Sales Action Plan:

1. Establish your personal goals

   We recommend starting with way too many goals, in fact, around 100 so that you think broad and deep and expand your thinking. Then categorize those 100 goals into types such as; personal, business, spiritual, wellness, etc., boil them down to the top 12 non-negotiable goals with details and timelines and don’t forget to set your BHAG (big, hairy, aggressive goal). This is the one goal that is shooting for the stars. If you want to know more about the goal-setting process for your company or personal purposes, reach out, and we will share the Extraordinary Goal Setting Process.
   

2. Create a Success Formula for new business

   The Success Formula outlines the specific activities and counts of those activities that a salesperson must execute to reach their goals. Yes, there is a way to create a formula for this based on each individual’s effectiveness. It is important to understand that if you must reach $500,000 in sales, how many outreaches, contacts, appointments, opportunities, proposals, and closes are necessary. And we will point out that salespeople have weaknesses at each step, and these are coachable, but only if you have the data! We will make it easy for you; use our Sales Success Formula.
   
   

3. Determine your key initiatives

   In the world of selling, key initiatives should point to prospecting or building relationships. All salespeople should have key initiatives of asking for introductions from their best clients, building relationships with Centers of Influence, and segmenting their current client base into the top tier, middle tier, and bottom tier with activities they will do for each. Another key initiative could be to grow relationships with current clients by X%. Be careful about setting non-sales-related key initiatives unless you can attach a direct relationship to the growth of your book.  
   
   

4. Establish your Smart Numbers – your key measurements for success

   These are simply the specific business goals that you will track and communicate regularly. For salespeople, these likely include; average sale amount, number of sales per month and year, number of proposals, and close rate. We have a smart number that we track called “pull-through rate” which is what percentage of our proposals close. This is important to determine if we are putting a proposal out to a prospect too early and if so, we need to improve our qualifying. These smart numbers are used to evaluate or benchmark performance between salespeople, and the Scorecard, and they are very effective when shared with the team.
   
   

5. Figure out what you should start and stop doing

   Staying focused on sales activities is not easy. It is easier to default to account maintenance, running down an Ops problem, and doing administrative work (which is sometimes necessary of course). Top-tier salespeople keep doing sales activities and stop doing whatever they can that is not helpful. They are good at understanding what is critical in their day and schedule that time, and they do not make excuses. They are very good at downloading nonproductive work to others. What are you doing that you need to stop, and that will allow you to start doing other activities that will help you grow your book of business? Make your list!

6. Create your sales & marketing plan

   In the workplan available below, you will see a sample marketing plan. These are your categories of activities that are of the highest priority that will drive the achievement of your goals, such as Networking, COIs, LinkedIn, Introductions, Social Media outreach, and video emails. Let’s face it, the world of selling has evolved dramatically in the last couple of years, and the days of in-person selling have changed. The buyer finds everything they need online, and if you are not found in that search process, you may not even know about the possible opportunity. Sales and marketing are more connected now than ever before, so make sure to create a plan and inspect it regularly and be adaptable to what is working for your business.

   
   

7. Review, respond and redirect as needed

   This may seem obvious but think about a sport that you enjoy watching. What happens if what a person or team is doing is not working or not working well enough? Do they keep running the same plays, or do they start serving to a competitor’s backhand or rushing the net instead of playing the backcourt? Good tennis players will change their strategies to gain an edge, and make their competition uncomfortable. The same is true of salespeople. If you are not reviewing your plan, you will not know if you should be adjusting your activity!
   
   

8. Don’t forget to celebrate your success

   This is the most overlooked step but what we know is that top-tier salespeople reward themselves by reaching their personal goals. Make sure that you do not forget to share your goals and celebrate them with your most important people. Why are you in this crazy business of selling otherwise?!
   

For more details on this approach, you can download our Sales Action Plan template today and get started. Remember, the best time to plant a tree is today so get started now growing your sales action plan and results.

There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals.

However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.

At the beginning of our goal-setting sales training, we always start with this: What would you attempt to do if you knew you could not fail? This is a great question to kick off the thought process and discussion around establishing goals which are the basis for creating a sales action plan. Think about those on your team whom you know you can rely on to establish their goals, do the activity necessary and bring in the results. What skills and characteristics do they have? There are a couple of findings from the Objective Management Group sales evaluation that are indicative of a salesperson who will set stretch goals and create an action to reach those goals. Here are three of those core sales competencies:

1. An action-oriented and successful salesperson will always take responsibility for their efforts and their results. They will not blame the company, the market, or anything else if they do not reach their goals. They take ownership and will address the problem with a statement such as “I did not do the activity needed to reach…” While responsibility can be taught, you should be on the lookout for this quality when you interview new candidates.
2. Goal and action-oriented salespeople enjoy selling. That may seem obvious however there are plenty of sales folks who do not score that well in this finding. If you enjoy selling, you are more likely to naturally do what it takes; the hard work of calling prospects, getting plenty of rejection, not letting it get you down, and getting back on the phone. The enjoyment of selling helps these salespeople create and live their sales action plans and they have fun doing it!
3. Successful salespeople establish personal goals (different from company goals) and they are meaningful goals like a safari next June or a vacation house on the lake. These salespeople also have a plan to reach their personal goals with activities, a timeline, and a system to track their progress. Usually, their goals are non-negotiable, however, their plan to reach them may shift as needed. The OMG evaluation identifies these traits and you need to know these when you are hiring.

Sales Action Plan Ideas

“You do not decide your future. You decide your habits and your habits decide your future”- F.M. Alexander. This post is about how to make an action plan for sales but just a few comments about the goal-setting process. We recommend starting with way too many goals, in fact around 100, so that you think broad and deep and expand your thinking. Then categorize those 100 goals into types such as personal, business, spiritual, wellness, etc. After, boil them down to the top 12 non-negotiable goals with details and timelines, and don’t forget to set your BHAG (big, hairy, aggressive goal). This is the one goal that is really shooting for the stars. If you want to know more about the goal-setting process for your company or personal purposes, reach out and we will share the Extraordinary Goal Setting Process.

Here are the 8 steps for your Sales Action Plan:

1. Establish your personal goals
2. Create a Success Formula for new business
3. Determine your key initiatives
4. Establish your Smart numbers – your key measurements for success
5. Figure out what you should Start and Stop Doing
6. Create your sales & marketing plan
7. Review, respond and redirect as needed
8. Don’t forget to celebrate your success!

For more details on this approach, you can download our Sales Action Plan template today and get started. Remember, the best time to plant a tree is today so get started now growing your sales action plan and results.

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant?

One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

As a 29-year-old sales training company dedicated to serving the needs of financial institutions, we have learned much about the challenges that confront those institutions on an almost daily basis. From concerns around regulations to concerns around declining net interest margins to concerns around intense competition, it is fair to say that times have been quite challenging. And now in 2022, we are likely to see several rounds of rate increases that will provide another challenge to profitable loan growth.

One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies as well as sales negotiation techniques. And based upon my numerous conversations with CEOs and Presidents, the ability to sell value has become quite a conundrum. The leader gathers his or her lenders together for a meeting and says the following with passion: “We are better than our competition so stop cutting rates to get deals done.”

The reaction to this is almost always the same. The lenders smile and nod their heads in tacit agreement. Then after the CEO walks out of the room, the lenders have the meeting after the meeting where they commiserate and ask each other how long their CEO is going to spend on Fantasy Island. After all, it is brutal out there in the field. And the thinking goes if they don’t match or beat rates then it will be all but impossible to win deals.

All of that leads me to want to talk about working the “right end of the problem.” The knee-jerk reaction is to focus on negotiation training and that is not a bad thing. But the right end of the problem means recognizing where the problem is really starting and that is during the very first sales call or conversation. What’s the problem? Simple – the lender is not providing any value as they speed through the process with the prize being able to send the prospect a term sheet. And since the prospect does not see or experience any value…because the prospect is not taken through a differentiated experience…and because rates are easy to understand and compare, the prospect simply decides to use rate as their yardstick in comparing the difference between the available options.

The key is to add value early in the sales process by tailoring your message for resonance. Differentiate yourself from your competition by taking a consultative sales approach. Get the prospect to wonder why other banks have never asked them the questions you are asking them.

After all, the main reason why lenders don’t do a very good job of defending value is quite simple. It is hard to defend something that was never provided in the first place. Time to start working on the right end of the problem – how your bank and your lenders can differentiate and provide your prospects and client with the consultative financial and business advice that makes you “rate-resistant.”

Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges.

Selling is not for everyone but for those “elite” salespeople, it is a most rewarding career. These top producers have mastered many skills including positioning their value to prospects and clients, as well as following a stage-based sales process. Additionally, we know that all salespeople, including the cream of the crop, struggle with 3 primary sales challenges

Sales Challenge #1: Differentiating– how to be Unique

Everyone in selling has been taught the elevator speech, the 15-second commercial, the value proposition, the positioning statement, etc.  You know it's supposed to describe what you do: 

• "I help companies like yours manage their insurance risk." 
• "I sell customized clothing to busy executives."
• "I own a CPA and tax consulting practice specializing in the needs of companies that generate between 5 and 10 million dollars in revenue".

Sound familiar? That's the problem. There is nothing unique about the approach from any one of these statements. That is why being unique is one of the biggest sales challenges.

You have to give the prospect a compelling reason to keep listening. What you say should cause the person with whom you are talking to respond either verbally or mentally in one of three ways;

1. That's me.
2. How do you do that?
3. Tell me more.

When creating your “unique sales approach” (USA) or elevator pitch, answer the following questions;

• What people or companies have chosen to do business with you/your company?
• Why did someone buy the product/service that you offer?
• What problem was it that they wanted to solve? 
• What benefit were they looking for that they weren't getting?

Here are a few examples:

• Insurance: "I provide people buckets of money in the right amount, at the right cost, and at the right time." (How do you do that?)
• Banking: "My clients are companies that discovered that working with a bank should be more than just a place to get money or leave money." (Tell me more.)
• Accounting: "I'm in the business of helping small businesses that are sick and tired of sending the government more money and keeping less." (That's me!)

Sales Challenge #2: Selling consultatively

Consultative selling is a vague term which is why it’s one of the biggest sales challenges. The OMG sales evaluation, the top sales assessment tool for 11 years, has identified these 9 specific attributes for consultative selling:

1. Asks “great” questions. These are questions that help uncover a problem or opportunity. They should not cause you to go into presentation mode.
2. Asks “enough” questions. Do you dig down beneath the surface to understand the impact of the problem on their personal or business situation? Do you stop when you think you have enough to put together a proposal or continue to drill down?
3. Develops strong relationships. This goes beyond the chit-chat to a place where real trust develops. It is a process, not an event.
4. Presents at the appropriate times. Sometimes it doesn’t make sense to present and, other times, we get ahead of the prospect.
5. Uncovers issues. Skilled salespeople uncover real problems that exist or might come about if the situation is neglected.  It is understanding your prospect's business challenges beyond the “product” you might offer.
6. Understands how prospects will buy. Remember, it’s their process; however, your questions can help drive self-discovery and urgency.
7. Takes nothing for granted. Elite salespeople understand that at any time, things can go south – they always have a bit of skepticism. It is a process to build a relationship-based solution.
8. Asks tough questions. Anyone can ask the layups; prepare to ask questions even when it is uncomfortable.  That is really the best way to establish yourself as a trusted adviser but it takes courage.
9. Listens and asks questions with ease. Listening does not mean waiting for your turn to talk.  Listen to understand what the prospect is really trying to tell you and then ask your question to clarify what you heard.  Don’t assume you know.

Sales Challenge #3: Knowing when it’s over

What do all salespeople struggle with the most? They have a difficult time recognizing that their pursuit of a prospect is over (even when the prospect hasn’t told them in those exact words). Most don’t want to entertain the possibility and that is why it is one of the biggest challenges in sales. But, why? I mean, it’s not like it has not happened to them before.

One of the most frequently asked questions we receive is; “how do I/we increase sales” or “how do I become more successful in sales?” And the best answer I have is that you get better when you recognize two fundamental truths:

1. You are going to lose more often than you win.
2. When you are going to lose, you want to lose early.

Stop dreaming and start asking questions. Ask questions that allow you to confirm that your prospect has a problem they have to fix and that now is the time to fix it. Operate with a bias for disqualification so you are not so surprised when the conclusion is it’s time to move on. No is ok provided you hear it at the right time in your sales process.