There is a wise old saying that tells us “A Watched Kettle Never Boils“.
But I reckon if you watch a plugged-in – switched on – kettle long enough and it doesn’t boil
Your Kettle is Probably Broken.
The phrase originated before electricity of course, but it was still nonsense back then.
If your kettle wasn’t boiling, your fire clearly wasn’t burning hot enough or the kettle was too far away from the heat.
Watching it neither warmed it up nor cooled it down.
Here are a few pieces of modern ‘sales wisdom’ doing the rounds – you may have heard a few recently yourself;
“There’s no business out there“
“These days, you just can’t get through to the decision maker“
“Customers never return our calls“
“No one is attracting prospects like they used to“
“It’s not about value; it’s all down to price.”
“It’s the wrong time of year.”
If you hear these lines – or spout any of them yourself – take two minutes to answer these next 3 questions and where appropriate, pose them to your team;
Something needs correcting to improve the quality of the leads in our pipeline – what kind of material will burn best and light this fire?
Once we get the fire going – how do we keep the pipeline bubbling over – what do we do to keep this fire burning continuously and brightly?
If our fire is burning fiercely – what should we do with the kettle? Do we want to increase the number of kettles we’re boiling – or – do we want to get closer to the heat and improve productivity with the kettles we’ve already got?
I challenge you to answer those three questions with solutions that you can implement immediately and without blaming the marketing department even once.
Next UK Sales Training Workshops
(click on preferred city for full details)
This one-day workshop was designed to provide delegates with a comprehensive introduction to the Selling with EASE process and to show how a thorough understanding of the four major steps – Earn the Right, Ask the Appropriate Questions, Solve the Problem and Execute the Solution – can help them to succeed in all genuine sales situations.
This interactive workshop is perfect for any salespeople who need to hit the ground running or anyone requiring a comprehensive sales “refresher”
In short – If your job remit requires you to convert sales meetings into profitable business relationships – then this workshop is the one for you.
At the end of this workshop delegates will be able to:
- Explain why customers make the buying decisions and how they choose suppliers
- Understand why your current pitch isn’t the solution to your prospects problem
- Explain why setting yourself two different outcome targets to each call can lead to success every time
- Demonstrate a high level of consultative questioning techniques
- Use real life examples and case studies to sell concepts and solutions
- Effectively overcome all genuine objections
- Understand – and execute – the process of closing every sale opportunity
Interested in finding out more?
(click on preferred city name for full details)