Tag: Australian Sales Training

6 Ways To Lessen The Effects of Inflation Impacting Sales

Posted on | by Sienna

As inflation continues to affect various sectors of the economy, businesses are looking for ways to lessen its effects on sales.

Here we will discuss six ways that businesses can mitigate the effects of inflation on their sales.

Upsell & Cross Sell

Upselling and cross-selling increases the overall revenue generated from each customer transaction.

Upselling – encourages customers to purchase a higher-priced item or a more expensive version of a product they are already interested in.

By persuading customers to spend more money, upselling can increase the average sale value and the overall revenue generated per transaction.

This increased revenue can help offset the impact of inflation on the cost of goods sold.

Cross-selling – involves recommending related products to customers to encourage them to make additional purchases.

Cross-selling can help increase the total amount customers spend on their purchases, and can help offset the impact of inflation by increasing revenue generated per customer.

Combining these two strategies can help businesses mitigate the impact of inflation on sales.

Upselling and cross-selling can help businesses build stronger relationships with customers by providing them with a better shopping experience and meeting more of their needs.

Ultimately this can lead to increased customer loyalty and repeat purchases.

Upselling and cross-selling

Increase Prices Strategically

A common response to inflation is to increase prices – but businesses need to be strategic about how they do this.

Consider the cost of goods sold, the competition, and the impact on customer demand.

A small price increase might be more effective than a large one.

It could also be phased in over time to minimise the impact on customers.

Implement Cost-Cutting Measures

Businesses can look for ways to reduce their expenses by:

  • Negotiating with suppliers
  • Reducing waste
  • Finding more efficient processes

By cutting costs, businesses can maintain their profit margins despite rising prices.

Offer Discounts and Promotions

Offering discounts and promotions is another way to mitigate the effects of inflation.

Customers are more likely to buy when they feel they are getting a good deal.

Businesses can offer sales, coupons, or other promotions to incentivise customers to buy despite rising prices.

It’s important to note that discounts should be strategic and well-timed, or they could hurt profit margins.

Diversify Your Product Line

Expanding your product line can help to lessen the effects of inflation.

If prices are rising for a particular product, businesses can offer alternative products or services that are less affected by inflation.

This way, they can still generate sales – even if customers are cutting back on spending for certain items.

Focus On Customer Service

Focusing on customer service can help mitigate the effects of inflation.

When customers feel valued and appreciated, they are more likely to continue doing business with a company, even if prices are rising.

By providing excellent customer service, businesses can retain customers and maintain sales despite inflation.

By providing excellent customer service, businesses can retain customers and maintain sales despite inflation.

Inflation is an economic reality that businesses need to address.

By implementing these strategies, businesses can ease the effects of inflation on their sales and remain competitive in their industries.

Contact KONA today to discuss a tailored Sales Training Program for your business!

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4 Ways To Maximise Last Quarter Sales This EOFY

Posted on | by Sienna

As the end of financial year approaches, it’s time to start thinking about how to maximise your sales.

Here are four effective ways to boost your sales and end the financial year on a high note:

Offer Special Promotions and Discounts

These promotions can help incentivise customers to make a purchase, especially if they feel like they are getting a good deal.

To make the most of this strategy, ensure that your promotions are publicised through email campaigns, social media, and other advertising channels.

Focus on Customer Retention

Loyal customers are more likely to make a purchase than new customers, so it’s important to keep them engaged and happy.

Consider sending out special offers to your email list or offering loyalty rewards to encourage repeat purchases.

You can also personalise your marketing to make customers feel valued and appreciated.

Increase Your Online Presence

With more people shopping online than ever before, it’s important to ensure that your online presence is strong.

This can include:

  • Investing in search engine optimisation (SEO) to improve your website’s visibility on search engines
  • Increasing your social media presence
  • Creating engaging content for your blog

By improving your online presence, you can reach more potential customers and increase your chances of making a sale.

Free Ways to Increase Your Business's Online Presence | by Tim | Medium

Negotiate And Close Better At A Good Margin

Negotiating and closing deals at a good margin requires a combination of skills, strategies, and tactics.

Here are some tips to help you negotiate and close deals successfully:

1. Research and prepare:

Before entering into a negotiation, research the other party and gather information about their needs, interests, and preferences.

Also, prepare your own objectives, and identify your strengths and weaknesses.

2. Set a clear and realistic goal:

Determine your minimum and maximum acceptable outcomes and identify the range within which you want to negotiate.

Be flexible and creative in finding solutions that meet both parties’ needs.

3. Build rapport:

Establishing a good relationship with the other party is essential to successful negotiation.

Listen actively, ask open-ended questions, and show genuine interest in their perspective. Try to find common ground and build trust.

4. Present your case persuasively:

Use clear and concise language, and back up your arguments with evidence and data.

Highlight the benefits of your proposal and how it meets the other party’s needs.

5. Be willing to compromise:

Negotiation is a give-and-take process, and both parties need to make concessions.

Identify areas where you are willing to give ground and be prepared to make trade-offs.

6. Close the deal:

Once you have reached an agreement, summarise the key points and confirm that everyone is clear on the terms.

Be sure to get everything in writing and include any contingencies or conditions that need to be met.

Remember it’s the EOFY and that successful negotiation is about finding win-win solutions that benefit both parties QUICKLY!!!

How Long It Roughly Takes to Close a Deal in SaaS. And Why.

By following these tips, you can negotiate and close deals at a good margin while building strong relationships with your partners.

Maximise your last quarter sales and end the financial year on a high note.

It’s important to monitor your sales regularly and make adjustments to your strategy as needed to ensure success.

Contact KONA today to discuss tailored training and consulting for your business.

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3 Reasons Why Your Sales Team May Not Be Hitting Targets

Posted on | by Sienna

 

Sales teams are the backbone of successful businesses, responsible for bringing in revenue and driving growth.

Sometimes sales teams can struggle to hit their targets, and it can be challenging to identify the reasons behind this.

Here are three common reasons why sales teams may not be hitting their targets and what you can do to address them.

Lack Of Clear Goals And Direction

One of the most common reasons why sales teams may not be hitting their targets is a lack of clear goals and direction.

Without specific, measurable, achievable, relevant, and time-bound (SMART) goals, sales teams may lack focus and direction.

This can often lead to a lack of motivation and lower productivity.

Sales teams need:
• Clear goals
• Performance metrics
• Incentives that align with the company’s overall objectives

Sales leaders need to set targets that are challenging but achievable, and regularly communicate progress updates to the team.

Providing regular feedback and recognition to the team members who achieve or exceed their goals will help to motivate the team.

Inadequate Training and Coaching

Sales is a constantly evolving field, and the sales team needs to keep up with the latest trends, techniques, and technologies to stay competitive.

Without adequate training and coaching, sales teams may struggle to keep pace with changing market dynamics. This can negatively impact their performance.

Sales leaders need to provide regular training and coaching to their teams to ensure they have the skills and knowledge needed to succeed.

This includes:
• Product knowledge
• Sales techniques
• Objection handling techniques
• Negotiation skills

Leaders should provide ongoing support and mentorship to help salespeople develop their skills and confidence.

Poor Lead Quality and Insufficient Lead Generation

Sales teams can only succeed if they have high-quality leads to work with.

If the lead generation process is insufficient or the quality of leads is poor, sales teams will struggle to meet their targets.

Sales leaders need to work with their marketing teams to ensure the lead generation process is effective.

This includes:
• Developing buyer personas
• Identifying the most effective lead generation channels
• Optimising the lead scoring and qualification process

Sales and marketing teams should work together to ensure there is a consistent flow of high-quality leads that meet the sales team’s needs.

Sales teams are critical to the success of the business, and it’s essential to understand why they may not be hitting their targets.

By addressing the issues, Leaders can help their teams stay motivated, focused, competitive, and drive revenue growth for the business.

 

Contact KONA today to discuss customised Sales Training for your Sales Team!

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5 Ways To Sell Value, Not Price

Posted on | by Sienna

When selling products or services, it can be easy to fall into the trap of focusing on features or price.

However, this approach often leads to customers feeling like they’re not getting the most value for their money.

Instead, it’s important to focus on selling the value of what you’re offering. Here are five ways to do that:

Focus On The Problem You’re Solving

Rather than highlighting the features of your product or service, focus on the problem it solves for the customer.

This can be a pain point they’re experiencing or a need they have that your product or service addresses.

By framing your offering as a solution to a problem, customers will be more likely to see its value.

Emphasise The Benefits

Instead of listing the features of your product/service, focus on the benefits it provides.

For example, if you’re selling a software tool, instead of listing all the features it has, highlight how it can:

  • Save time
  • Increase efficiency
  • Improve workflow

Customers will be more interested in how your offering can help them than the specific features it has.

Tell A Story

People connect with stories, so use storytelling to convey the value of your offering.

Share stories of customers who have used your product/service and how it has helped them.

This can help potential customers see the value of what you’re offering and imagine how it could benefit them as well.

Offer A Guarantee

Offering a guarantee can help customers feel more confident in their purchase and see the value of what you’re offering.

For example, if you’re selling a product, offer a money-back guarantee if the customer is not satisfied.

This shows that you stand behind your offering and believe in its value.

Provide Excellent Customer Service

Customer service can be a key factor in how customers perceive the value of your offering.

If you provide excellent customer service, it will build trust and loyalty, which can translate into customers seeing the value of what you’re offering.

Make sure to be responsive, helpful, and courteous in all your interactions with customers.

By using these tips, you can sell the value of your offering rather than just its features or price.

When customers can see the value that your product or service will have for them, they will be more likely to make a purchase.

Contact KONA to discuss tailored Sales Training for your Sales Team!

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5 Ways To Overcome A Sales Setback And Build Resilience

Posted on | by Sienna

The occasional setback is inevitable in sales and can often make us feel that we are not making progress.

When the feeling of discouragement after a setback is left unresolved, it can leave you incapable of moving forward and achieving your goals.

There are ways you can recover from a setback and make a comeback!

Five Ways to Overcome a Setback and Build Resilience

Use your setback to form your comeback.

1. Acknowledge the Setback

Everyone experiences a set-back at some point. If you have one, the first step is to acknowledge the problem.

Recognise that there is no turning back and take it as a learning experience.

2. Consider the Worst-Case Scenario


Thinking of the worst possible outcome for a situation can make you feel a little bit better, as well as giving you a better understanding of what happened.

When you experience a setback, it is a good idea to consider what the worst possible outcome would look like.

3. Re-assess your Position

Re-Assess Your Vision for Moving Forward

Once you have thought about the worst possible outcome, you should go back and re-assess your vision for moving forward.

Consider things like:

  • What is the goal I want to achieve?
  • What can I do differently to ensure this doesn’t happen again?
  • How can I learn from this set-back?

4. Learn your lessons and be Resilient

It is most important to maintain a positive outlook when dealing with a setback.

Characteristics that are important in sales include resilience and the ability to adapt in stressful situations.

Learn your lessons from your setback and build your resilience.

5. Remember… Pick up and go again!

Here are some reasons why “Going Again” after a sales setback is so important:

  • Learning Opportunity: Sales setbacks can provide valuable insights and feedback about what went wrong, what could have been done differently, and how to improve for the future. Analysing the situation and understanding the root cause of the setback can help to develop new strategies and approaches.
  • Resilience Building: Going again after a sales setback demonstrates resilience and determination. It’s important to view setbacks as temporary and not as a reflection of personal failure. By pushing through setbacks, sales professionals can build their resilience and develop a growth mindset.
  • Opportunity to improve skills: Facing a sales setback can highlight areas where sales professionals need to improve their skills, such as communication, negotiation, or product knowledge. By addressing these areas and seeking out training and development opportunities, sales professionals can increase their chances of success in the future.
  • Maintaining Momentum: Consistency and persistence are key to achieving sales success. Going again after a setback keeps the sales process moving forward and maintains momentum, rather than allowing the setback to disrupt progress and cause delays.

Prove You Can Turn It Around

Although a setback can be upsetting, you should demonstrate resilience and you prove that you can turn things around.

In business and in life, you are going to have setbacks now and again. What matters most is how you bounce back.

Setbacks shouldn’t stop you from achieving your goals.

Contact the team at KONA to discuss how tailored Sales Training and benefit your team!

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5 Ways To Ask Strong Sales Questions To Uncover Buyer Needs

Posted on | by Sienna

Asking powerful questions is a crucial skill in sales, especially when it comes to uncovering the needs of potential buyers.

By asking the right questions, you can get a deeper understanding of what your customers want, their pain points, and what motivates them to make a purchase.

Here are five ways to ask powerful questions that will help you uncover buyer needs:

1. Open-ended Questions

An effective way to uncover buyer needs is to ask open-ended questions.

These are questions that can’t be answered with a simple “yes” or “no,” and instead require the buyer to provide more detailed answers.

For example, instead of asking “do you need this product?” you could ask “what are your biggest challenges when it comes to X?”

This type of question encourages the buyer to elaborate on their needs, giving you more information to work with.

2. Probing Questions

Probing questions are designed to dig deeper into the buyer’s responses.

For example, if a buyer says they need a product that is easy to use, you could ask “what specific features do you consider important when it comes to ease of use?”

This type of question helps you get a clearer understanding of the buyer’s needs and preferences.

3. Hypothetical Questions

Hypothetical questions can be a useful way to explore potential scenarios with buyers.

You could ask “what would you do if you had access to a product that solved X problem?”

This type of question helps the buyer think about their needs in a different way, and can provide insights into what they value most.

4. Reflective Questions

Reflective questions are designed to help buyers think more deeply about their needs and motivations.

You could ask “what led you to consider purchasing this product?”

This can help the buyer clarify their goals and needs and provide insights into what drives their decision-making.

5. Comparative Questions

Comparative questions can be a useful way to understand the buyer’s preferences and priorities.

For example, you could ask “how important is X feature compared to Y feature?”

This will help you understand which features the buyer values most, and can help you tailor your pitch accordingly.

By asking powerful sales questions, you can gain a deeper understanding of what your customers want or need, and ultimately what motivates them to make a purchase.

Contact KONA today to discuss customised sales training for your team!

Call 1300 611 288 or Email info@kona.com.au

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8 Effective Tips When Handling An Unreasonable Customer

Posted on | by Sienna

Every business has to deal with an unreasonable customer at one point or another

A customer is commonly regarded as being unreasonable when they:

  • Demand a service or product whether it is provided by your business or not
  • Are seemingly impossible to appease
  • Argue the price
  • Display rude behaviour towards the salesperson

Here are 8 tips you can use to handle an unreasonable customer.

1. Listen Attentively

Listening to your client is the first step in resolving an issue.

Typically an unreasonable customer will believe their request is actually quite reasonable.

Try to see things from your customer’s view point. Being understanding is important when trying to solve the problem.

2. Let Them Know Your Side

After listening to the customer, you should help them to see your point of view as well.

Eg. If your customer is trying to negotiate you down from your price, explain how you have arrived at that price and why.

3. Consider Other Options

If your customer requests additional services free of charge that are not included in the agreement, explain why you can’t fulfill their request.

But, always offer an alternative option.

Think about alternatives that are fair and will benefit both of you.

Consider the following:

  • Could you deliver on part of the extra demands?
  • Are there lower-priced alternatives that could meet their needs?

4. Assess The Cost Of Saying “Yes”

If you are the business owner or sales manager, it’s a good idea to calculate he costs linked to catering to unreasonable customers each month. You can then off-set those costs by making changes such as cutting costs in other areas of the business, or raising prices of other products.

It is also beneficial to assess the team’s customer service and negotiation skills.

If you find any issues in these areas, it may indicate a need for staff training.

5. Assess The Consequence Of Saying “No”

Consider what the repercussions are of saying “no”.

Is it possible that you will lose this customer if you deny their demands? If a customer’s demands are virtually impossible and you cannot find an alternative, you can be left with no choice.

You should always carefully assess the situation before saying no, and explain your reasons while remaining calm and polite.

6. Empathise With Them

When you are unable to meet a customer’s request, you should always show empathy.

They are still your client and unless they are extremely difficult, you don’t want to lose them.

It is a good idea to send them a follow-up email or a phone call after a few days to maintain the relationship and show you care.

7. Show Gratitude

Keep in mind that no matter how unreasonable your customer is, you never know what someone is going through.

A simple thank-you is something you should always do.

It will show the customer that you value the relationship even if they have ended a contract with you or left without making a purchase.

8. Don’t Let Them Leave Angry

Rumours about a business spread rapidly, more so now than ever.

It’s important that a customer does not leave angry, to ensure they don’t post anything on social media, or spreading rumours that can damage the reputation of your business.

Does your sales team have an effective plan to handle unreasonable customers?

Contact the team at KONA to discuss a customised Sales Training Program for your business.

Call 1300 611 288 or email info@kona.com.au

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Negative Press When Selling? 10 Strategies Salespeople Can Use

Posted on | by Sienna

Negative press about a product can be a huge challenge for salespeople.

It can be demotivating to hear negative feedback from customers, and it can be difficult to convince potential customers to buy a product that they’ve heard negative things about.

However, there are strategies salespeople can use to overcome negative press and maintain sales momentum.

   

1.    Acknowledge The Negative Press

The first step in overcoming negative press is to acknowledge it. Don’t ignore or brush off negative feedback, but instead address it head-on. Acknowledge the issues that people have had with the product, and explain how the company has addressed or plans to address these issues. Be transparent and honest about the challenges, and show that you’re committed to improving the product.  

2.    Focus On The Benefits

Rather than dwelling on the negative press, focus on the benefits of the product. Highlight the features that make the product unique and valuable, and explain how it can meet the needs of your customers. Use customer success stories and case studies to demonstrate the positive impact the product has had for other customers.  

3.    Use Social Proof

Social proof is a powerful tool for overcoming negative press because it:
  • Highlights positive reviews and testimonials from satisfied customers.
  • Uses social media to showcase customer success stories
  • Encourages happy customers to share their experiences with their network
  • Uses third-party endorsements, such as awards or industry recognition to demonstrate the quality and value of the product
 

4.    Offer Value-Adds

 One way to overcome negative press is to offer value-adds that incentivise customers to try the product. Offer free trials or demos to give customers a chance to try the product for themselves. Offer discounts or promotional pricing to entice customers who may be hesitant to buy. Provide exceptional customer service and support to build trust and loyalty with customers.  

5.    Leverage Relationships

Building strong relationships with customers is critical to overcoming negative press. Build trust with customers by providing exceptional service and support. Go the extra mile to address any concerns they may have. Use existing relationships to generate positive word-of-mouth and referrals, and encourage happy customers to share their experiences with their network.    

6.    Address The Root Cause

To truly overcome negative press, it’s important to address the root cause of the negative feedback. Listen to customer feedback and take action to address any issues or concerns they may have. Use customer feedback to improve the product and ensure that it meets the needs of your customers.  

7.    Be Proactive

To prevent negative press from occurring in the first place you should:
  • Be proactive in addressing customer needs and concerns
  • Communicate with customers regularly to understand their needs and address any issues they may have
  • Use customer feedback to improve the product and ensure that it meets customer needs
  • Be transparent and honest with customers about any challenges the company is facing
  • Show that you’re committed to providing a high-quality product and exceptional customer service
 

8.    Invest In Marketing And PR

Investing in marketing and PR can be an effective way to overcome negative press. Use marketing and PR campaigns to highlight the benefits of the product and showcase customer success stories. Use social media to engage with customers and generate positive word-of-mouth. Partner with influencers or thought leaders in the industry to generate positive buzz and increase product awareness.  

9.    Provide Education And Resources

One reason that negative press can be so damaging is that customers may not fully understand the product or its benefits. To overcome negative press, provide education and resources that help customers understand the product and its value. Provide training or webinars to help customers get the most out of the product. Create a knowledge base or support centre that provides answers to common questions and issues.  

10.  Stay Positive And Focused

It’s important to stay positive and focused when dealing with negative press. In today’s fast-paced, highly connected world, negative press can spread like wildfire. And for salespeople, this can be a major obstacle to overcome when trying to sell a product.    

Negative press can undermine a salesperson’s efforts to persuade customers to buy. People are often hesitant to invest in a product that has received negative attention.

With a proactive approach, salespeople can overcome negative press and help customers understand the true value of their product.

Remember: It is important to be transparent and honest with customers when it comes to selling a product.

 

Honesty is always the best policy when it comes to selling a product. Salespeople should be transparent about any issues or negative press that the product has received, but also highlight the steps that the company has taken to address these issues.   By being honest and transparent, salespeople can establish a sense of credibility with their customers.  

Leverage Customer Testimonials and Reviews, and use them to demonstrate the product’s value and effectiveness.

  This can help reassure potential customers that the product has satisfied customers who are willing to share their positive experiences.    

Contact KONA today to discuss tailored sales strategies for your business.

Call 1300 611 288 or Email info@kona.com.au
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3 Reasons Why It Is Important To Train Salespeople On Humour And Storytelling

Posted on | by Sienna

The importance of training salespeople on humour and storytelling cannot be overstated.

Both skills can greatly enhance the salesperson’s ability to connect with potential customers and close deals.

Laughing emoji

Here are three key reasons why:

1. Building rapport and establishing trust

Humour and storytelling are powerful tools for establishing rapport and building trust with potential customers.

When a salesperson can make the customer laugh, they create an emotional connection that can go a long way in building a positive relationship.

Storytelling allows the salesperson to showcase their expertise and establish themselves as a knowledgeable and trustworthy source of information.

2. Differentiating from the competition

By incorporating humour and storytelling into their sales pitch, salespeople can differentiate themselves from the competition and stand out in the minds of potential customers.

A well-crafted joke or a memorable story can make a salesperson more likable. This increases the chance of a customer choosing to do business with them over another salesperson.

3. Engaging and retaining customer attention

It’s important to keep the customer’s attention and keep them engaged. Humour and storytelling can help to do just that.

By breaking up the monotony of a typical sales pitch, a salesperson can keep the customer’s attention and make the pitch more engaging and memorable.

A well-told story can help to explain things in a way that is easy for customers to understand.

Training salespeople on humour and storytelling can enhance their ability to connect with potential customers and close deals.

These skills can help to:

  • Build rapport
  • Establish trust
  • Stand-out from the competition
  • Engage and retain customer attention
With vs. without storytelling.

The benefits of training your Salespeople in Humour and Storytelling:

Improved Customer Engagement

Salespeople who are trained in humour and storytelling are able to connect with their customers in a more personal way.

Humour helps to put the customer at ease and fosters a friendly, relaxed atmosphere.

Storytelling allows the salesperson to illustrate a point, share information, and create an emotional connection with the customer.

These skills ultimately, increase the chances of a successful sale.

Increased Credibility and Persuasiveness

Storytelling and humour can help salespeople build credibility and establish themselves as experts in their field.

When salespeople can effectively use humour and storytelling to make their points, they become more persuasive, and their customers are more likely to make a purchase.

Improved Customer Retention

Salespeople who are skilled in humour and storytelling are more likely to be remembered by their customers, even long after the sale has been completed.

This can help to foster customer loyalty and increase the chances that customers will return for future purchases.

By training your sales team in these skills, you can ensure that your salespeople have the tools they need to build lasting relationships with their customers, which is essential for long-term success.

Training your salespeople in humour and storytelling is an investment that pays off in many ways.

By improving customer engagement, increasing credibility and persuasiveness, and fostering customer loyalty, businesses can see improved sales results, increased customer satisfaction, and greater overall success.

Contact KONA to discuss tailored Sales Training options for your team!

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