6 Signs Your Sales Message Needs An Overhaul (Infographic)

CEB‘s global research of over 4 million business professionals found that only 17% scored high enough to qualify for insight selling. Feel like you might not fall into that 17% when trying to make a sale? Companies increase sales by building an effective sales message. So how do you know if your sales messaging needs improvement? Here are 6 surefire signs that your sales messages is in desperate needs of an overhaul. How many of these describe you or your company? The Sales Plateau: If your sales have been average for an extended period of time, it might be time to analyze your sales message. After all, the goal of any business is to have a constant increase across the board. As such, a sales plateau should be seen as just as much of a threat as a sales decline. However, to increase profitability, you have to increase sales probability. What’s directly tied to your sales probability? Your sales message. So here’s your sign: if sales have remained stagnant, it’s time to fine tune your sales message. The Face-to-Face Fail: There are many ways to make a sale, but face-to-face is one of the most important. If you’re struggling to close the deal when face-to-face with prospects, your sales message is likely the culprit. The Bored Audience: There is no clearer indication that your messaging needs some serious saving than a bored audience. If you can’t engage your audience, you can’t make a sale; plain and simple. The Failed Attempts: Have you tried training sessions in the past that haven’t generated sales or influenced action? Try changing your perspective. Look to a new sales message, not to more training. The Head Scratcher: Does your sales pitch leave your audience confused? A confused lead will never turn into a solid sale. No one is going to buy into something that they don’t understand. The Sloppy Sell: Selling is a language of its own, and unfortunately, it’s one many aren’t fluent in. If you communicate poorly when making a pitch, it’s time to overhaul. Did any of these signs hit close to home? That’s where we come in. We’re here to help increase your emotional intelligence by learning to effectively communicate, and when it comes to making a sale, the basis of that communication comes down to your message. The keys to success? Reframe your perspective. Reform your communication. See rising results. ...

The Art And Science Of Selling (Part 1)

Welcome to the first part of our series, breaking down a few of the lessons from The Ultimate Sales Messaging System. This system is designed to teach exceptional communication skills to improve selling technique. It encompasses both the art and science behind crafting the perfect sales pitch. Enjoy! We are all in sales. Another way of putting it is that we all have goals we want to accomplish. For so many, communication skills can be a roadblock, when they really should be the thing that helps us clinch the deal. Developing exceptional communication skills takes practice, a deep understanding of your audience, and a commitment to using the latest scientific and artistic principles to deliver the message. Read on to find out how. Clear, concise, and compelling. We are going to use this phrase a lot. Stop confusing your prospects, because confused prospects rarely buy. When we can know our audience intimately, have a basic understanding of the adult learning process, and design our message and delivery to create a confident purchasing environment, we can remove the potential barrier of a confused prospect. When communicating the details and capabilities of your products to your customers, you must be able to answer when the prospect asks: “How can this product help me make more money or get rid of my problem?” Clearly, it helps when we can offer a solution our customers can believe in framed within the concept of Return on Investment (ROI). The Difficulty Of The Problem Many people who struggle with their messaging get stuck on faulty cliches, like a mystical “it factor” that good presenters have, a persistent fear of failure, and the double-edged sword of perfectionism. In my experience, these and others concerns are all myths, and none are sufficient to prevent someone from becoming an exceptional communicator. It’s about more than enunciation and eye contact; we need to be the architects of our sales messages. The same way an architect needs his preliminary plans, site inspections, and blueprints before construction can commence, a salesman needs audience profiles, a communication design plan, and content storyboards before he can begin writing and editing his pitch. Many difficulties can crop up in this stage. Fortunately, most design difficulties can be overcome by: Approaching each new prospect with a clean slate and being ready to customize what you do for each individual. Listening attentively to your prospects and figuring out the simplest way to address their specific concerns and help them make more money. Don’t overload customers by telling them everything you know all at once. Again, think about how you can clearly, concisely, and compellingly tell them only the details that pertain directly to them. This is as much about what you leave out as what you put in. Channel your many sources of collaboration and input into one focused message stream. Strip away the extra stuff that does not direct your prospect toward a buying decision. Remember, clear, concise, and compelling. Following the four steps above when designing your messaging helps you avoid overwhelming your customer. An overwhelmed customer is a confused customer–and confused customers rarely buy. Ironically, the customer is the most frequently overlooked person in sales messaging. Don’t let your customer be an afterthought. Craft all communications with them in mind. The Adult Learning Process We can’t all be scientists, but we can keep up with what the field of neuroscience has revealed about the human learning process. For example, people tend to be able to remember about seven chunks of information at a time–which is why phone numbers tend to have 7 digits, excluding the area code. Also, keep in mind that people tend to remember far more information from presentations they are actively engaged with than they do from purely lecture-style presentations. Knowing these and other basic principles will help us, as communicators, to not overwhelm our audience. For now, we’ll leave off with the “Believe, Buy, Bite” system. Believe means cutting out all the bluster that comes with a lot of sales messaging. Remember, clear, concise, and compelling. Make the audience believe in you and your product’s ability to solve their specific problems. This is where you build trust and rapport with your customer. Buy means putting extra emphasis on making your message compelling. With this, you have a good chance at making the sale. Without it, a prospect will never get any closer to becoming a customer. Bite comes after you’ve made the sale. When you’ve truly honed your message down to its most effective version, your customers are going to believe in you and your product to a great enough extent that they will start doing your job for you, helping to bring new customers to you. It means your message has “stuck.” For more, stay tuned to our blog as we will continue to break down the lessons from The Ultimate Sales Messaging System. If you want the whole thing, and you just gotta have it now, please check out our online webinar. The Ultimate Sales Messaging System was created by Brian Williams, of Perspectivity Intl. Perspectivity is a “sales growth agency,” established in 2012, and is the product of more than 20 years of experience with global tech giants. ...

Is Your Company Self-Sabotaging Your Sales?

A recent study, by marketing research firm CSO Insights, revealed, “The top challenge in sales organizations today is that 90% of sales leaders believe that representatives have missed opportunities because of information overload.” The study shows that salespeople are missing opportunities to close sales because they are overloaded with information from their own companies. Unfortunately, information overload is a problem of epidemic proportion. Why? The Challenge For Sales Organizations In this information age we have instant and constant access to information. It is extremely easy to create (email, PDFs, newsletters) and disseminate (email, Twitter, Facebook, YouTube) information, which produces information overload. Too much information always leads to confused prospects, and confused prospects rarely buy. The original challenge for sales organizations was to quickly and easily create and disseminate information to market to the masses. Not only has this been accomplished, but it has also been grossly overdone. Now the challenge for sales organizations has become to refine that information and only share what is specifically relevant to a prospect’s problem. Unsurprisingly, this is VERY difficult to do because we all have a passionate love affair with our own products and services. Two Fundamental Problems From Information Overload Here are two fundamental problems created from when people have too much information: The sales person is often confused because he/she has access to too much information and attempts to communicate most of it to the prospect. As a result, the communication usually lacks structure, brevity, and clarity…all critical components of effective communication. The prospect is confused because scientific research proves that humans simply cannot process excess information, especially if it is not logically structured, takes too long, or is unclear. 2 Questions To Ask About Your Salesperson If your salesperson is overloaded with information, do they have the necessary skills to both refine and communicate information to prospects with clarity and brevity? Are they able to identify what is most important to the prospect and present a strong, unique solution that will meet their greatest need? It takes tremendous skill to communicate with clarity and brevity since these are skills that are taught, not caught. Therefore, a salesperson must not only know their product or service inside and out, but they must also know how to make a prospect understand how their product or service will solve a real problem, using the LEAST amount of information possible. A savvy salesperson will know how to help a customer buy, by only sharing information that is relevant to that conversation. Prospects no longer want to be told how great a product is, they want to know that their greatest need is understood, and a viable solution exists to resolve it. The 4 C’s of Excellent Communicators If you believe, like 90% of sales leaders, that your salespeople may have missed opportunities because of information overload, provide an opportunity for them to learn to become excellent communicators. Forbes Magazine says, “Communication skills are what get you promoted,” and after my 20 years of global experience, I would add that they also impact a company’s overall sales. ...

EXTREME Makeover – Presentation Edition

  We’ve all seen LOTS of presentations, and most would agree that many, if not most, are in need of a makeover of an extreme measure. Why? Lack of an intelligent design + Violates adult learning principles + Fails to use a proven system = Most Business/Sales Presentations Traditional + Boring + Green Polyester Bell Bottoms = PowerPoint  If you, like most other business professionals, use Traditional PowerPoint Presentations to communicate with your prospects, investors, clients, or staff, chances are you fit the description above, but don’t know it. If that’s you, Join the InfoPrezi revolution! Let’s not talk about it…Just rebel, like most rebels they are misunderstood initially but celebrated later because the rest of the world just catches up. What is an InfoPrezi? An InfoPrezi is a careful concoction of two of the most powerful communication tools available. Influential Infographic + Powerful Prezi = InfoPrezi Instead of me explaining its benefits, what it looks like, and how it will completely separate you from the competition…Just click below to watch the short video to see for yourself. – Brian Williams is Managing Partner of Perspectivity Consulting Group based in Dallas. Email: Brian @ PerspectivityIntl.com Web: PerspectivityIntl.com “Growth Begins…Where Your Comfort Zone Ends, So Abandon the Traditional Presentation Protocol & Get Noticed!” ...

Communication: It’s All About Perspective

  “Some people just have it,” and the all time favorite, “I fear making any mistakes!” These are misguided myths that hold speakers captive and in fear of making presentations. Here’s a new perspective. 1. Some people just have it – Confucius said it best when he said, “Success depends upon preparation, and without such preparation there is sure to be failure.” A Different Preparation – Accomplished speakers are confident with the material they are presenting, but they are not as confident in their knowledge of the audience. However, if a speaker makes the presentation speak to the audience’s interests and concerns (very uncommon by the way), their preparation will have paid off and will send their confidence soaring to new heights as they look out on an actively engaged audience. (See our next article, “Exceptional Communication Starts with the Audience.”) 2. I fear making any mistakes! – Perfection is not only impossible, it’s overrated. NEWSFLASH: While pursuing the World Championships for Toast Masters, I noticed most contestants at every level made some mistakes, including the winners. Listen, an audience does not want a presenter to be perfect, as much as they want them to be REAL. Remember, an audience believes in and buys from speakers they can trust. Focusing on the audience and being authentic makes that possible. ...

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