Tag Archives: selling

Loud and Proud to be a Sales Person

So why do some prefer not to say they a sales person

I have been a sales person since I was 16. I come from a background of successful sales people with members of my family having sold for retail giants such as Selfridges and Lewis’s, two of my ancestors founded Royal Liver Assurance and one has even travelled extensively for a recruitment company successfully head-hunting banking experts worldwide (he now owns a brewery and sells beer). One could say it is in the blood, so why wouldn’t I want to clearly demonstrate my pride in our family’s achievements by introducing myself as a professional sales person.

Susan Marot

“How proud are YOU to be called a sales person?”

Therefore, I often wonder why many people, obviously tasked with the job of selling, resist referring to themselves as being in sales.

Definition of a sales person? Continue reading

The devil is in the detail – Don’t overlook the little things when selling

Selling your products or services is hard work, so why make it difficult by missing out the littleDevil collecting money things. Getting it right first time means that you will achieve that sale quicker leaving you to crack on and sell more, and probably make more profit. Let me give you three examples of what I mean by the little things.

I regularly accompany sales people as part of their training and personal development. On one occasion I went with a sales person to their first meeting with a big prospect. The meeting went well. The sales person didn’t ask all the right questions, but the prospect made it easy for them by volunteering all the information they needed such as who they should meet to discuss bidding for a regular contract.

Great stuff you might think, so what was the little thing the sales person got wrong? Continue reading

Don’t blame the salesperson …

…it might be your fault!

Susan Marot

Consider the thought that your salesperson’s poor performance might be your fault!

In the last week I have spoken to four clients about the same thing, employing new sales people. One client is about to employ their first ever salesperson and another is on their 4th in less than a year! However each of them wanted to know the answer to the same million-dollar question.

“How do I find a salesperson superstar that helps me get to where my business needs to be?”

Now if I already knew the answer to that question I would probably be sat on a private beach in the Caribbean with a large mojito at my side, not at my office desk in Lincolnshire!

Back to reality though and there is a lot written about what to look for in a great salesperson. Do they have drive and a will to succeed? Are they personable, but focused on over-achieving the targets you have set? One of the best questions when interviewing sales people is to ask yourself “Would I mind them selling for the competition?”

How are you supporting your sales people?

Most of this advice focuses on what to look for in a salesperson, but I want businesses to consider if they are good enough to employ a great salesperson. Think about the following.

  • “What is the target I need them to achieve, and by when?”
  • “Is the data and prospect list current and of a sufficiently high standard to help them succeed?”
  • “What tools do they need to achieve target?”
  • “Do I have all the skills to motivate and manage a sales person?”
  • “Do I really understand all the costs of employing a salesperson and the impact that this might have on the business?”

I have worked with several clients who have even engaged proven sales people to find that they were unsuccessful in selling their products or services. It’s sometimes, but not always the lack of the salesperson skills which are to blame. In my experience it is often down to a lack of support and guidance around following the sales process within that business.

Let’s face it, you wouldn’t engage a decorator to revamp your house without first giving them a budget, completion date, information on style etc! Do you really think you would get the house of your dreams? Well it’s the same when employing a salesperson.

Engaging a salesperson with minimal training and support on how your business sells, is a risky strategy. If you do, and they fail, can you honestly say it was their fault!

Business Hive Grimsby

Selling Conversations

Selling Conversations – 14:30 Tuesday 11 March 2014

Susan Marot originally presented Selling Conversations for the Business Hive’s 100 Inspiring Women. As a mentor and one of the 100 Inspiring Women for the project, Susan Marot was asked to explain why she thinks selling has grown up and now it’s all about the conversation. The Selling Conversation workshop was so popular that Susan has been asked back for another session

Susan talked about why you don’t have to be a ‘hard-nosed’ salesperson to grow your business. Delegates learnt ways of how anyone they could hold a selling conversation to sell their services comfortably by simply getting their prospect talking about their needs and how they think they could be fulfilled. Susan talked about –

  • Having the right mind setDelegates for 100 Inspiring Women Workshop
  • Getting the conversation started
  • Finding your prospects pain
  • Following up to make it happen

Again feedback to this workshop was great with everyone agreeing that they felt energised and more confident to make every sales conversation count.

If you are a business person in either Grimsby or North East Lincolnshire looking for some inspiration to improve your selling conversation then why not book onto the next one on 29 July or attend one of the other events being held at The Business Hive.They’re free for members too!

RBS Inspiring Women Logo

100 Inspiring Women – Selling Conversations

100 Inspiring Women – Thursday 28 November 2013

This event was exclusive to the Business Hive’s 100 Inspiring Women. As a mentor and one of the 100 Inspiring Women for the project, Susan Marot was asked to explain why she thinks selling has grown up and now it’s all about the conversation.

Susan talked about how you don’t have to be a ‘hard-nosed’ salesperson to grow your business. Delegates learnt ways of how anyone you can hold a selling conversation to sell their services comfortably by simply getting their prospect talking about their needs and how they think they could be fulfilled. Susan talked about –

  • Having the right mind setDelegates for 100 Inspiring Women Workshop
  • Getting the conversation started
  • Finding your prospects pain
  • Following up to make it happen

Women are great conversationalists and feedback to the selling conversations workshop was great with everyone agreeing that they felt energised and more confident to make every sales conversation count.

If you are a business women in either Grimsby or North East Lincolnshire looking for some inspiration then why not attend one or two of the other events being held at The Business Hive.They’re free too!Business Hive Grimsby

Event Report – Scared of Price?

Does the subject of price scare you? – The Business Club Lincolnshire

Susan Marot was asked back to speak at this popular Business Club on how to address the difficult subject of price when selling. She shared some top tips on how to make it easier to broach the subject of price during the sales process.

This presentation was inspired by members of the club, many of whom said that price is their biggest challenge when they are selling. Susan talked about how you could prevent the price objection by asking the simplest of questions.

Follow up phase of the sales processThe story behind this slide got the most gasps of amazement from the audience. A perfect example of how not doing what you say will, can cost your business a lot of money!

The main learning points for most people were not to assume the problem is price, and to ask what their budget is. Please let us know if you learnt something else!

 

“Our members are good at what they do – but not always effective at selling themselves and their services. Susan generated plenty of good practical points to take away and apply. She was confident, eloquent and obviously an expert in her field. Appreciated by all!” Mike Stokes Chief Executive, The Business Club Lincolnshire

business-club-logo

For more details click here 

Event Report – Talking price when selling

Does the subject of price scare you? – FSB Connect

Susan Marot was asked to speak at this FSB Connect Event in Peterborough on how to address the difficult subject of price when selling. She gave plenty of top tips to make it easier to broach the subject of price during the sales process.Susan Marot FSB Connect

“When and how to mention price when you are selling is something many businesses tell me they struggle with. The one thing that stood out for me with the FSB members who attended, was the budget question. Several people there, including a lawyer, said they never ask what a prospects budget is, but they will now. Finding out what budget a prospect has will save you a lot of time, and of course money!”

Darren Hickie of Develop and Promote also gave a really useful update on how to get the best from Social Media. Everyone seemed amazed at the success of Google+ with many planning to sign up to this latest social media product soon. 

In addition to the presentations there was a lot of networking, both formal and informal to help get businesses connected. 

Well done FSB Connect for organising such a successful event. I look forward to the next one!” Susan Marot

FSB Connect

For more on FSB Connect click here.

Event Report – Work Wise Women

Connecting For Success and the Elevator Pitch – Work Wise Women

Susan Marot presented at this months Work Wise Women workshop at The Business Hive, Grimsby. She shared her story as to how she became a success at selling and focused particularly on what constitutes a great 30 second Elevator Pitch.

Report

“It was great to meet so many business ladies from North East Lincolnshire. I got lots of great answers to the question “Are you born a sales person, or can you learn to be?”. Despite coming from a long line of sales people, everyone agreed that even though you might have the personality traits to be successful, it is practise and following an effective sales process that makes a great sales person.Networking with Work Wise Women

“After going through the difference between a sales introduction and an elevator pitch, the ladies all wrote a 30 second elevator pitch based on what they had learnt. To help them best understand the effect of what they had written, they had to ask someone else to read it out to them”

Susan Marot Work Wise Women

“Feedback from everyone was great and I am pleased to say that Work Wise Women would like me to go back again to do another session on a different phase of the sales process!”

For a brief highlight on what constitutes a great introduction take a look at the following video clip by Susan Marot.

For more information on Work Wise Women and how you can attend a future meeting click here .