fbpx

SalesSPACE Sales Training Frequently Asked Questions

What is a sales system? How is SalesSPACE different from every other spruiker out there? Find the answers here.

WHAT WILL I/WE GAIN FROM SalesSPACE THAT I/WE WON’T RECEIVE ANYWHERE ELSE?

Everything we do is designed to make you more efficient, effective, fulfilled and successful. The expert team at SalesSPACE has created world-class systems and frameworks that ensure our clients cover every critical aspect within their business that will drive sales and decrease stress and uncertainty.

Our support and level of care for your success is second to none. We have been told this time and time again. Clients rave about our attention to detail and comprehensive knowledge of sales, strategy and influence. This gives them the clarity, confidence and conviction they need to achieve extraordinary revenue gains.

All SalesSPACE training and mentoring combines the psychology of sales, the neuroscience of decision-making, and our trademarked Buyer’s Coach® Methodology to teach our clients how to double their sales in record time by elegantly ‘leading’ not ‘forcing’ a sale.

Our number one outcome is that you will become masterful at sales without ever sounding salesy.

We are so confident in our teachings that we offer a 100% satisfaction guarantee.

HOW DOES NEUROINFLUENCE ACTIVATE A PROSPECT’S DECISION TO BUY?

NeuroInfluence is the junction of the science of decision-making, the psychology of sales and the subtle art of influence. It’s the skilful use of neuroscience to optimise sales that is woven through The SalesSPACE Buyer’s Coach® methodology and System to Seamless Sales. It is at the heart of The SalesSPACE Difference.

However, before we can dive straight into NeuroInfluence you need to acquire some background knowledge and context on the different parts of the brain and how they are used in a decision-making process.

Please click here to read Neuro-WHAT? – NeuroInfluence, the science of decision-making for the insights you need to drive faster decisions to buy from you.

WHAT MUST WE PROVIDE TO PROVE WE ARE THE MARKET LEADER AND STOP BEING CHALLENGED ON PRICE?

Quite simply, increase your credibility to the highest level possible and provide proof, proof and more proof. In fact, the higher the (perceived) risk, the higher the required proof. Every rational decision we make is evaluated by the brain according to Threat and Opportunity or Risk and Reward. From time to time the instinctual brain will act in haste (road rage) but most of the time it acts according to this principle.

Therefore, in order to proceed with anything, reward must out-way the risk. The human brain is attracted to credibility, safety and stability.

Click here to download The SalesSPACE ‘Market Leader’ checklist. Where can you make the fastest gains to secure your place at the top of your industry?

HOW WILL USING A SALES SYSTEM GREATLY REDUCE STRESS IN BUSINESS?

Would you build a house without a plan? We don’t think so. If you’re reading these FAQs, you’ve probably been winging it, hoping the fear will reside and the cash will flow. Are we right?

Like any top shelf cookbook, a sales system is like a good recipe that you can rely on for perfect results.

A proven sales system, one that is repeatable and enjoyable to execute, when followed consistently, ensures you lead structured sales conversations that convert. Having a process means you own your success – you know what you did that worked.

A sales system gives you the confidence to sell, and believe it or not, look forward to doing it!

We could rave on and on about the System to Seamless Sales™, but our client Bernard Desmidt sums it up beautifully.

“I can honestly say I have never been exposed to such a profound and proven sales system – what I found so powerful about it is that it never leaves a client or prospect feeling ‘sold to’ but instead helping them come to an informed decision why they would want to ‘buy from you’. It is the most respectful approach to selling I’ve ever encountered.”

HOW DOES HAVING A SALES STRATEGY SIGNIFICANTLY INCREASE BUSINESS REVENUE AND WHY DO SO MANY BUSINESSES FAIL TO HAVE ONE?

Successful sales is a deliberate activity. You need a process that you initiate over and over again. Most small business owners or salespeople who aren’t realising the results they desire, usually don’t have a sales strategy. You can’t sell here and there. You can’t pick up the phone when you have a minute. Sales requires a strategy, a process, a way to proceed that you can measure and monitor. Sales is something you have to commit to on an ongoing basis. You can’t just try it for 30 days! It takes persistence, energy, and focus.

Think of the sales process in terms of driving a truck. You have to gain momentum. When you first start it takes extra energy to get the truck to move. Once you are moving; you can even coast at times. As you drive you build up steam. And when you hit a hill it is easier to climb it because you already have that momentum going.

That’s what an effective sales process is like. Starting out takes extra energy. You have to put the plan in place and start. Once you get that energy going, it becomes easier to maintain. You still have to pay attention to what you are doing but sticking with it and realising results becomes easier and easier. However, if you start and stop, and start and stop, you’ll be left behind, frustrated … and have nothing to show for it.

Sales Strategy outlines exactly who, where when and how you will use your sales system. It also determines your target markets, expected results and the sales process involved.

Working under the guidance of a sales strategy also reduces stress, minimises meeting prep time and allows you to spend more time selling successfully.

If it’s so beneficial to strategise, then why doesn’t everyone do it?  Most business owners find an excuse not to spend the time working on their business.  Most often they simply feel that the time spent strategising costs them money. The excuses used are:

  • I’m too busy
  • I don’t know what sales strategy is and therefore I don’t know where to start
  • It’s easier to be reactive then proactive
  • I’m fearful of change

WHY MUST OUR MARKETING STRATEGY BE ALIGNED WITH A TAILORED SALES STRATEGY AND HOW DOES THAT DRIVE A GREATER INCREASE IN REVENUE THAN RELYING ON MARKETING ALONE?

Marketing done well brings the right leads into your business. Sales converts the right leads into clients. When your marketing and sales strategy are singing in harmony, magic happens.

For a marketing strategy to perform, it must be highly targeted and direct all outreach activity to exactly the right people, with the right message, at the right time. It will identify your target markets, comprehensively uncover their needs, frustrations, unspoken fears and aspirations for the future.  Marketing raises the awareness and emotional interest of your prospects, without asking them to make an immediate decision. A marketing strategy provides the structure of everything you do to reach and persuade prospects to give you the opportunity to sell them.

A sales strategy describes everything you personally say and do at each touchpoint with a prospect. Your sales strategy provides the precise instruction that you require to close a sale on the spot or accelerate the decisions required to get a signed agreement or contract. Sales interactions are critical to elegantly urge your buyers to make an immediate purchase decision.

Marketing strategy focuses on broad numbers. Sales strategy converts those broad numbers into clients. A marketing strategy without a sales strategy is a jet with only one engine: at risk and underpowered. It looks like it’s doing the job, but the journey takes twice the time, is at risk of crashing and produces a sub-standard result without you even realising.

TARGETING IS THE BACKBONE OF ANY SUCCESSFUL MARKETING AND SALES STRATEGY. HOW DO WE KNOW WE HAVE DONE THIS CORRECTLY SO WE ATTRACT THE RIGHT LEADS AND REPEL THE WRONG?

Simple, if you don’t know your ideal client in the same detail that you know your best friend, then you haven’t done it thoroughly enough. Take the time to record the ideal and importantly, the non-ideal. Everything from where they are to age, industry, feelings and what inspires them. Unless you know your clients completely, everything you do in business is less efficient and harder than it needs to be.

To ensure you have done this correctly, invest the time to use a framework that leads and prompts you to think this through. Templates make sure you cover all areas without wasting time second guessing.

Once you know your ideal clients inside and out you can create messages that attract and convert more effectively, all the while knowing you will work with people you like.

WHAT IS THE DIFFERENCE BETWEEN SALES MESSAGES AND MARKETING MESSAGES AND WHY DO SALES MESSAGES INSTANTLY INCREASE A CLIENT’S MOTIVATION TO BUY?

Marketing messages are traditionally a broad invitation. Sales messages are a direction, designed to influence an action. Marketing is to the masses, sales is selective. However, we are seeing more marketing messages take on a commanding tone.

Nothing is more important than the language we use to discuss our business.  This can be in the form of web copy, advertising, positioning statements, your pitch, claims, FAQs and emails – even your Bio is a sales message.

Everything we say must sell – don’t be salesy but be deliberate. 

Even if you don’t think it should, it is important to understand that it does!  From what you say to the way you say it, it all says something to others about you, your company, or your product.

For businesses with employees, sales messaging allows all team members to speak with the same confidence and conviction as the business owner.

So, our messages clarify our values and attract ideal clients.  It’s worth noting though that targeted sales messages can also be used to turn away people that are not ideal.

HOW DO SALES MESSAGES ENSURE WE STAND OUT ABOVE ALL OF OUR COMPETITORS AND ALLOW US TO CLEARLY EXPLAIN WHAT MAKES OUR BUSINESS UNIQUE?

No matter who you are, to excel in business, it is essential your clients know exactly what you do and why they should buy from you. The language of your business must be potent, clear and memorable.  Critically, it must also create an emotional response, so your clients feel inspired to act and confident that you are right for them. It is now proven that what you say is more important than what you do.

A sales message is any persuasive copy used to influence the way someone thinks or behaves. They attract, impress and convert new leads and are customer-based communication – it’s all about the client, never all about us.

One way to check this, is to read through your email, text written about your business (such as on your website or in a brochure), even your Bio. How many sentences start with I, we, your name or your business name?  Some need to, but most should be rewritten to begin with the client as the focus.

For example,

Instead of “We provide ……..”, write “Clients rave about our ……..”

Instead of “I am ……”, write “when you need…..”

Notice how the focus is no longer on you?  It is clearly about the benefit to our client.

WHAT IS IT ABOUT VISUAL MODELS THAT ACCELERATES THE SALES CYCLE?

Ease of understanding with an added emotional charge. Think about this: when you were born, what could you do first: see, or talk?

Sight predates language. Did you know that the optic nerve has a direct link to the decision-making part of your brain? You can process an image in under 20 milliseconds. How long has it taken you to read, interpret and decode this paragraph of text?

A model is not an infographic. An infographic is purely an observation, whereas a model visually represents an idea and inspires a prospect to want more. Models leave a lasting impression. A sales model, created correctly, is the perfect visual representation of your value proposition. It will show a client where they are now and clearly show them where they will be with your help. A model will provide clarity, confidence and conviction; the emotional states required to expediate a decision to buy.

There is a big difference between a model that sells and a model that maps out your intellectual property (IP). A sales model is a strong sales tool. An IP model is overwhelming to your prospect and will push them away from a sale.

HOW WILL A ‘SALES COLLATERAL TOOLKIT’ INCREASE OUR SALES CONVERSIONS BY 50% OR MORE?

A house begins with a plan. It is built by professional tradespeople who have the right tools to do the job. When was the last time a tradie turned up to your place without, at the bare minimum, a tape measure?

Being the salesperson in your business is no different. Sales Collateral includes a professional Sales Brochure, Sales Presentation Slide Deck, Models, Case Studies, Satisfaction Guarantee, Sales Messages, Scripts and FAQs.

A complete sales collateral toolkit positions you as a leader in your field and secures your credibility. It gives you the clarity, confidence and conviction to become a Sales Maker, rather than an Order Taker.

Click here to take the Sales Collateral Toolkit, aka the Ultimate Credibility Checklist, test. What’s missing from your toolbox?

WHAT IS THE SECRET TO SALES OBJECTIONS SO WE CAN USE THEM FOR FAST LEAD CONVERSION?

Objections are a very interesting part of sales.  They are the reasons people have for not buying your product. Quite contrary to most people’s belief, objections are incredibly powerful when handled correctly.

Rather than being a weapon used against you, use them as your own secret weapon.

Lead the way

Clients typically come into a sales meeting with premeditated objections, waiting for the time to voice them.  The reason they do this varies, but regardless, until the objections are spoken about, they simply aren’t listening to you. Be on the front foot and cover them first. It will show you are honest, upfront and understand what is likely to be going through their mind. This is one of the best ways of showing you are not sales’y.

WE KNOW THE FORTUNE IS IN THE FOLLOW-UP. HOW DOES THE SalesSPACE FOLLOW-UP SYSTEM MAKE FOLLOW-UP EASY AND EFFECTIVE?

Your ability to follow up can be the difference between success and failure.  However, following-up a client is something that many professionals simply don’t enjoy and often do not do. Most clients are waiting for you to follow them up, and it is unprofessional not to.  There are many reasons they may not return your phone calls.

The SalesSPACE Follow-up system outlines what to say and when to say it. Your choice of language and timing will make or break the response you receive (or don’t get!)

PREPARATION MAKES OR BREAKS A SALE. WHAT PREPARATION MUST BE DONE TO NAIL A SALE?

The biggest mistake you can make is to walk into a sales meeting unprepared. Whether it’s a part of an intricate sales strategy or simply connecting with prospects on LinkedIn, you need to go into every sales situation fully prepared and ready to tackle anything which may be thrown at you.

If you are going to make the time, make sure you make the sale.

Great preparation makes it near impossible for your competitors to compete, allowing you to achieve the best possible outcome in a sales situation. Download The Ultimate Sales Meeting Preparation checklist and you’ll be well on your way to success before you even step into a sales meeting!

ALWAYS remember the 7 Ps: Proper Prior Preparation Prevents P*** Poor Performance.

Book A Free Strategy Session

Spend 30 minutes with Rachel Bourke and discover what’s holding you back from making big money in small business.