Sales Leadership: Closing Summer Business

June 19th, 2012

Sales Leadership:  Closing Summer Business

Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused.  This week will be about “teamwork”, everyone reading this blog should consider their tips, and idea’s and share them with each other!  Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. But just in case you need some help, I listed a few ideas to simply get everyone started.

Learn to negotiate more effectively.  If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate.

If the prospective client is pushing for a special price, you should ask them that in return for a discount, the client would allow you to use their office for an “Open House” where you can show case your products/services.  If the prospect is ego driven you might offer them an opportunity to become a member of you Client Advisory Council, this will appeal to their need to become involved. (If you want more information on creating Client Advisory Councils-email me for additional information) Ken@AcumenMgmt.com

Try to use “stratified selling”.  I recommend this if your sale is complex or has multiple points of contact during the sales process, stratified selling is simply creating a team sale that incorporates everyone from your support team to the president of your firm.  Each person develops a relationship with their counterpart with the prospect during the sales process and at the end of the sales process everyone attends the final sales call. This will increase the power of pressure as well as reassure the prospect of your commitment.

Invite the prospect to your office.  We have found that by having the opportunity to provide a tour of your office, meet your team and the emotional commitment to physically visit your office, you will increase your odds of success.

Increase your sales strategy.  Assign your sales team into groups where they meet at least once a week to compare notes and sales situations where they can brainstorm on potential sales tactics. As a sales manager you might also consider attending these sessions as well.  If you would like a Pre-Sales Call Strategy Tool, to help your sales team more effectively plan for each call, send me an email:  Ken@AcumenMgmt.com

It is mid-June and the beginning of summer-make it one of your best!   Let’s work together to come up with more ideas to help everyone succeed!  I look forward to your comments.                                                                                                                                  

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is: “Leading High Performance Sales Teams”.

Ken Thoreson provides motivational keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

This entry was posted on Tuesday, June 19th, 2012 at 6:01 am and is filed under Sales Leadership Training, Sales Management Planning, Sales Management Training, Sales Training. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

One Response to “Sales Leadership: Closing Summer Business”

  1. Sourcing3 Buyer & Supplier Magazine - Best of B2B Marketing Zone for Week of June 16, 2012 Says:

    […] Sales Leadership: Closing Summer Business YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 19, 2012 […]