It has to be said, I am sorry, but it does have to be said.
Brexit has made a difference and will make further differences to business.
Things are changing and there are more changes to come.
But, I am not one of the doom-mongers as I believe it offers us interesting and useful opportunities. I say ‘offers’ as it is up to us whether we take those opportunities or sit back and just hope.
Whatever happens there will be change, and we need to be prepared as best we can. But prepared for what? I believe there are four indisputable facts:
- Brexit will happen!
- Markets will change
- There will be greater focus on domestic markets
- We will find ourselves competing with more UK companies as larger providers seek to replace off-shore business.
This is what happened to Salient in the last 18 months:
- Five larger prospects, (£1M turnover+), were reasonably secure in my sales pipeline.
- As the Brexit vote loomed, happened, and shocked the markets, these five companies retreated, not wishing to ‘spend money when the market was so unpredictable.’
- My cash-flow forecast dropped considerably!
- I initiated my contingency, my Plan B, and targeted the smaller businesses that tend to ‘get on with it’ no matter what the market is doing.
- I had to replace one large opportunity with ten smaller ones.
- It was successful, and I have now progressed to Plan C where I develop the new smaller company market, while attracting new larger opportunities.
But what of the larger companies? What will they do in this Brexit uncertainty?
I believe they will do very much as I did and look to smaller domestic markets to fill the gap in their turnover.
In other words, those who rely on domestic markets for the majority of their turnover will start to find more competition from larger suppliers.
There is another side to this. Those seeking your products or services are less likely to look off-shore for suppliers as these are likely to become more costly. Therefore, they will actively seek domestic suppliers. It could be you, if you are ready! Another point is that if they previously sourced from larger companies, they are likely to spend more than your present customers.
To summarise, this could mean for your business:
- New domestic markets are likely to open up
- Competition will increase for home-grown opportunities.
- The new opportunities have different expectations and spending levels
Are you ready?
Is your sales team and/or your sales process the best it can be?
Your sales effort needs to be at its best; sharp; focussed; forward-thinking.
Don’t miss the boat.
If you fail to address this, others will get there first and will win the lion’s share of the new opportunities.
If you are successful in this, your business growth could be double what you would anticipate for 2018.
If you would like to discuss your experiences of this, please be in touch; call or email Andy
It could be YOU!
- They might not like the look of you!
- Perhaps your opening line closed the conversation
- Your enthusiasm has overwhelmed them
- Your lack of enthusiasm has disappointed them
- Your garlic/coffee/curry breath has caused their spectacles to melt!
All these factors can have a negative result when attempting to sell. Have you noticed a common theme? They have little or nothing to do with your product or your sales skills.
In fact, many business opportunities are lost even before any attempt has been made to sell. This is simply because the seller hasn’t considered their own personal presentation. Such issues can also play a part in business conducted over the telephone or over the internet. Here the issue is ‘it’s not what you say, it’s how you say it’. We all know this to be true, but how often do we stop to think how this can apply to us and our business approach? First impressions are more about how we look, how we act, what we say and what we do.
Emotion has a huge effect on how we regard the people we meet. The emotion generated can have a positive or negative effect on any business being sought. Before we have even opened our mouths, the new prospect can have made a subconscious decision not to do business with us! Are we guilty of self-sabotage without realising it?
It is true; we do business with people we like. Often, we decide whether we like them or not within just a few seconds of meeting them. Yes, first impressions are very important.
Next time you want to approach someone whom you think may be a prospective customer, take a moment to consider:
- Do I look the part?
- Would a mouth spray help?!
- Am I prepared to listen before I attempt to sell?
- Do I have an interesting opening line and elevator pitch?
- Will my enthusiasm for my business be seen as being keen or aggressive?
- How can I help them?
……and only then, how can they help me?
Give yourself a chance! Once these questions are answered positively, you stand a good chance of winning their hearts and their business.
To me there are three possible answers to this.
(The ‘not quite hilarious’ answer is number 3.)
At the end I will challenge you to find a fourth!
3 possible answers:
1/ When I was part of the ‘corporate world’; field-selling and directing sales for larger companies; the glib answer to this was ‘None’, that’s the Marketer’s job’. This old chestnut was coined by territorial salesmen who neither understood nor respected the valuable work done by the marketers (or ‘marketeers’ as some like to call themselves). The reply was at best, mildly amusing, but, to me, it simply emphasized the big divide between the sales and marketing departments.
For whatever size of business, sales and marketing need to work together. Good marketing raises your profile and attracts new customers but does not ‘win’ the business. Sales skills are needed when the new prospects contact your business. Good marketing can result in a much faster and easier sale as you avoid having to find and make contact with new prospects. But remember; the sale will not just happen; you will still need to pitch, negotiate and close, and then manage the new client.
2/ The real answer to ‘how many sales people…?’ If the marketing has been done effectively, then the customer will have realised;
- the value of a light bulb (it’s gone dark), thus identifying the need, and….
- a good idea of how the product (the light bulb) is applied (screwed-in).
A helpful sales person may then show the customer how to achieve more light by buying and inserting the new bulb, thus, fulfilling the need. However, at the end of the day, it is the customer’s responsibility to actually screw-in the bulb. So, again, the answer is ‘none’!
3/ The answer is 2; one holds the light bulb still, while the sales manager makes the world revolve around him (as he likes to think it does)….
HERE’S THE CHALLENGE: let me know your suggestions for answers to the question:
HOW MANY SALES PEOPLE DOES IT TAKE TO CHANGE A LIGHT BULB?!!
Answers may be humorous, ironic, or simply thought-provoking. The best entry will win a half-day of one-to-one sales & marketing coaching, aimed at lighting the way ahead for your business and helping you to grow your sales. (This can be in person at the Salient office in Royal Wootton Bassett, or by Skype and email.)
The winner will be decided on May 31st 2015.
Wanting to sell more? What’s stopping you?
Do you need to be better at selling? Institute of Sales and Marketing Management courses provide sales skills and techniques designed to help you sell more, and sell more easily.
Are you good at selling but can’t prove it? Institute of Sales & Marketing Managers courses will give you that credibility by offering awards, certificates or diplomas in Sales & Marketing.
Salient has teamed up with Green Labyrinth to be able to provide ISMM certificates in Sales & Marketing. The first course starts on April 20th from 6.00 to 9.00pm and completes on May 15th.
ISMM courses help you sell more by focussing on the three core aspects of knowledge, skills and attitude
- Introducing a simple process and a variety of adaptable techniques
- Providing proven skills and techniques for finding and winning sales
- Helping you to develop effective sales plans and strategies that enable growth
- Providing the means to implement and complete plans and gain the rewards
- Focusing on developing productive relationships and ethical approaches
- Showing how you can easily overcome barriers and objections and win respect
- Developing the necessary self-belief and self confidence that allows you to enjoy success in selling
Who would benefit?
- Those new to sales
- Those needing a ‘refresher’ to maintain, develop and add to existing skills
- Sales people needing ‘proof-of-proficiency’ in selling
– Learning how to sell successfully by relying on field experience can take time and can develop unproductive habits.
– Learning how to sell using ISMM courses will bring success more quickly, easily, and more frequently.
Courses are flexible; discounts and public funding may be available for eligible delegates. They are run at Bowman House in Royal Wootton Bassett.
For more details and to book onto the next course starting 20th April, contact: Sarah from Green Labyrinth on 01793 843128 (other dates are available), or email firstname.lastname@example.org
Alternatively, call Andy at Salient on 01793 843118
Not good at selling? Join our ISMM courses in sales & marketing.
Good at selling & want to prove it? Join our ISMM courses, starting April.
Salient Sales & Training is proud to announce the opportunity for our clients to join Institute of Sales & Marketing Management courses to achieve an Award, Certificate or Diploma in Sales and Marketing to level 2 or level 3.
Salient has teamed up with Green Labyrinth to provide these courses which will start in April 2015.
For more details please call or email Andy at Salient.