Thursday, 10 September 2009
Getting Into Your Customers Head
I heard this story the other day from a very successful business professional. I thought it was very valid especially in a global service industry where personal knowledge and knowledge on your organisation combined with team support is critical.
When I was in my teens I worked a summer with my uncle who was an engineer in Manhattan. He purchased a lot of building material. I remember an endless stream of sales people trying to meet with him. I'll also always remember something that stuck with me from that summer. I asked my uncle once how he decided which products to purchase as all the sales people told a good story and had similar prices. My uncle told me he listened carefully not to the language of selling but to who knew the most about building products and how their products would benefit his firm.
That is what we need to teach our people. Most buyers think like my uncle did..
When I was in my teens I worked a summer with my uncle who was an engineer in Manhattan. He purchased a lot of building material. I remember an endless stream of sales people trying to meet with him. I'll also always remember something that stuck with me from that summer. I asked my uncle once how he decided which products to purchase as all the sales people told a good story and had similar prices. My uncle told me he listened carefully not to the language of selling but to who knew the most about building products and how their products would benefit his firm.
That is what we need to teach our people. Most buyers think like my uncle did..
Labels: Global Development Managers, New business, Sales, Training
Monday, 24 August 2009
Power Canvassing
Last week our 12 strong sales team spent some time together over a day working on Power Canvassing.
Part of the coaching includes making sure we feel good about making prospect calls, as well as ensuring that we highlight the value we are able to add to our clients and that their requirements match our global service offering.
The day involved a video, debate, role play and ended with 90 minutes of Power Canvassing putting into practice what they learnt in the earlier sessions. The 90 minutes session was a great success which the sales team securing 26 appointments with some good prospects and importantly their business requirements fit our strengths and service offering.
Part of the coaching includes making sure we feel good about making prospect calls, as well as ensuring that we highlight the value we are able to add to our clients and that their requirements match our global service offering.
The day involved a video, debate, role play and ended with 90 minutes of Power Canvassing putting into practice what they learnt in the earlier sessions. The 90 minutes session was a great success which the sales team securing 26 appointments with some good prospects and importantly their business requirements fit our strengths and service offering.
Labels: Coaching, Sales, Telephone Sales, Training
Friday, 12 June 2009
Walk In The Park
In our industry where it is commonly agreed that formal training should be supplemented with on the desk coaching, it is great for me to walk into our Birmingham office with my manager Mike Collins, Senior VP of Global Operations & Sales. to hear how Tony Calnan our regional manager of 15 years talks so enthusiastically about his business unit as well as how he looks forward to Friday when he holds coaching sessions with his team.
These sessions can vary from simple "Customer First" examples to customs duty saving opportunities via regimes such as "first sale rule" or more in depth supply chain solutions.
The great thing to hear is how these are all focused on 'what else can we do for our client'. My job is a absolute walk in the park with guys like this on our team and staff in our offices so eager to be the best in the industry.
These sessions can vary from simple "Customer First" examples to customs duty saving opportunities via regimes such as "first sale rule" or more in depth supply chain solutions.
The great thing to hear is how these are all focused on 'what else can we do for our client'. My job is a absolute walk in the park with guys like this on our team and staff in our offices so eager to be the best in the industry.
Labels: Birmingham, Minimum Service Standard, Training
Sunday, 8 March 2009
"Good enough” is no longer good enough for Sales Success in 2009
As part of our internal sales training we use some of the techniques that are taught by Gavin Ingham, so we encourage our sales to read his blog http://www.gaviningham.com/, which I do on a regular basis.
However, today I read a recent post of his titled "The Simplest Sales Tip Ever" and could not agree with his comments epecialy the below: -
"In 2009, selling is proving to be challenging for many businesses and in many markets. “Good enough” is no longer good enough. If you want to succeed you have to sharpen the saw in every area of your business, particularly sales. The good news is that this doesn’t have to be complicated. The bad news is that you have to identify these areas for tightening up and tighten them up yourself, no-one else will do it for you."
"The difference between sales success and sales failure is often small. The gap between making sales and not making sales is often down to a few seemingly trivial actions. The paths of the sales superhero and the sales loser are often no more than a few feet apart. Little actions make a big difference."
However, today I read a recent post of his titled "The Simplest Sales Tip Ever" and could not agree with his comments epecialy the below: -
"In 2009, selling is proving to be challenging for many businesses and in many markets. “Good enough” is no longer good enough. If you want to succeed you have to sharpen the saw in every area of your business, particularly sales. The good news is that this doesn’t have to be complicated. The bad news is that you have to identify these areas for tightening up and tighten them up yourself, no-one else will do it for you."
"The difference between sales success and sales failure is often small. The gap between making sales and not making sales is often down to a few seemingly trivial actions. The paths of the sales superhero and the sales loser are often no more than a few feet apart. Little actions make a big difference."
Labels: Cold Calling, Sales, Telephone Sales, Training
Tuesday, 27 January 2009
Internal Training
I am able to view our boardroom from my office and enjoyed watching an internal training event hosted by Steve Birch our Ocean Freight Rate Procurement Manager. The training incorporated subjects such as understanding bills of lading, rate procurement, Preparation of quotations, letter of credits as well as learning how to consolidate for improved rates and service for our clients.
The attendees were a cross section of staff and similar events will be held nationally to ensure staff are continually cross trained and refreshed on a varaity of freight forwarding and Logistics subjects. Even in these times of global financial uncertainty, it is important that we keep investing in our staff and utilise the knowledgeable of individuals in our team such as Steve Birch.
The attendees were a cross section of staff and similar events will be held nationally to ensure staff are continually cross trained and refreshed on a varaity of freight forwarding and Logistics subjects. Even in these times of global financial uncertainty, it is important that we keep investing in our staff and utilise the knowledgeable of individuals in our team such as Steve Birch.
Labels: Sea Freight, Training
Thursday, 11 December 2008
Sales Induction & Training
The induction & training system at YRC Logistics is aimed to give new staff a deep understanding of our strengths, capabilities and our weaknesses. It is also aimed to ensure we have common practices in terms of confirming prospects needs via Memos of Understanding, only sell where we can add value and teach GDM's how to utilise the Subject Matter Experts to full effect.
I know this is basic stuff and I am sure there are similar processes at many companies, but a few years ago we did not have this process in place, and I am afraid to say we had some sales staff failures because of this.
Whilst I am talking about Sales Induction and Training I have to mentioned one of our sales management team, David Payne. I know his involvement in the induction of new staff has been a major plus and has resulted directly in new deals being won.
His assistance in training GDM's especially in the art of prospecting has been invaluable for a number of new and experienced staff. He also tells me he could beat anyone in the company at darts but always forgets to bring his arrows when we meet so I am not so sure about that.
I know this is basic stuff and I am sure there are similar processes at many companies, but a few years ago we did not have this process in place, and I am afraid to say we had some sales staff failures because of this.
Whilst I am talking about Sales Induction and Training I have to mentioned one of our sales management team, David Payne. I know his involvement in the induction of new staff has been a major plus and has resulted directly in new deals being won.
His assistance in training GDM's especially in the art of prospecting has been invaluable for a number of new and experienced staff. He also tells me he could beat anyone in the company at darts but always forgets to bring his arrows when we meet so I am not so sure about that.
Labels: Global Development Managers, Recruitment, Sales, Staff, Subject Matter Experts, Training
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