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The Sales Buzz Issue 45-Small business sales targets
September 27, 2009

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In this Issue of The Sales Buzz

Target setting for small business sales

Small business sales training on achieving your business plan by setting the right sales targets for your sales team.

Don’t make the common mistakes that many of your competitors will.

As a small business owner you can’t be experienced, or an expert at everything. See the thought process behind how professional sales managers set targets related to business goals.

If you are a small business owner or manager move down the page and see more on Setting sales targets for small business sales...

Increase sales with effective sales
objection handling

If you overcome sales objections and convert more of your prospects into paying customers, you can earn more money from the same activity you do now. It’s a sales training strategy too many people overlook. They increase prospecting, spend more of their sales time making sales appointments, but if they worked on their sales objections skills they can increase sales without all this extra work.

Take a look at the headings and click on the sales objection training that you want to start with...

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Needs-to-Close-Chains is an effective sales training tool. You can use it to prepare a sales pitch or presentation or train yourself and others on selling a new product. It's also a really effective self motivation technique for getting into that top selling state between sales appointments.

To download your copy open The Sales Buzz Free Newsletter page and see why Need-to-Close Chains works so well.

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Small Business Sales Training on Setting Sales Targets

Small business sales training on setting sales targets, motivating your sales team, rewarding them for success, and how to get them started on an effective sales training plan.

Ask yourself these important questions:

  • How are your sales targets set
  • Will they achieve your business plans
  • Have you just copied the competition
  • Is there logic and science behind the numbers
  • How could you make the sales targets more effective

And that’s just the start. What about how to reward your sales staff for achieving these targets. Motivating them to take actions and giving them the tools and training to make sure you all succeed.

This small business sales target information will give you an insight into how experienced sales managers set targets and achieve business objectives and sales plans.

Not all small business owners and managers are experienced sales managers.

When you start a small business, and grow it to where you employ your own sales people, you don’t suddenly become an effective sales manager.

So here are some small business sales management tips that will help you achieve your business plans and avoid the common mistakes you could be making now.

Make sales targets mean something

A common small business sales mistake is to give your sales team targets that have no real logic behind them and have no relationship with your business plan.

I’ve worked with companies that have simply copied the sales targets used by their competitors.

They have a; This is how it has always been done so let’s keep doing it this way attitude.

Others simply look at what they assume can be achieved and then add 20%.

Some think of a number they would like to achieve and either add or subtract 50% depending upon their personality.

Then there are the complicated targets made up of many different factors, product lines, and rules for how the sales person can be rewarded.

What all these approaches have in common is that they start with the sales person and their target. They have no real relationship with the business plan and the sales objectives that will lead to business growth and success.

Let’s turn that approach on its head and start with what you want the sales people to do for the business.

Sales targets to achieve your small
business sales plan

If you have a small business plan you will have sales objectives that you need to hit if you are to be successful. Start with your business plan for growth and success, and work back towards individual sales targets for your sales team.

Your business sales target could be set in revenue monetary values, sales by product, new customer subscriptions, or a combination of many other units. Whatever the units are relate them to the individual sales targets in both number and time scale.

If your sales plan for the business is to achieve 5000 sales in the next 12 months then start by allocating those 5000 sales to your different sales channels. This could be field sales brought in by your team, telesales from the office, international sales, online sales, or any other sales stream you have in your business.

The part of your sales target allocated to your sales team must now be put into a simple format that is easy to understand and can be used to measure the success of your sales team.

The next steps are to run some checks over this target, look at how you can motivate your sales people to achieve it, and put a sales training plan in place that will give them the tools and sales skills to bring success for them and you.

You can see how to do this and much more at Small business sales training on target setting.

Sales Objections Answered Using NLP to Define the Real Objection

Use NLP communication techniques to define the real objection, where it sits on the buyer’s map of reality, and what beliefs they have that supports their objection to the sale.

All sales objections are within the buyer’s mind. What one buyer means when they say, It’s too expensive, will be different to what anyone else means when they give you that same objection. Before you try and overcome the sales objection you must define it.

Defining it means understanding why the customer thinks what they do. What experiences, real evidence, or false evidence, have led to this believe.

This is a new way of handling sales objections for many sales people. Take a look at Overcoming sales objections using NLP and add these really effective objection skills to what you do now.

Feel, Felt, Found, sales objection technique

Feel, Felt, Found, is a quick and easy sales technique for overcoming sales objections. Read this article form a visitor to the website and see how fast you can add it to your sales skills. With a little practice you can have this objection handling skill in place and be closing more sales in just a few hours.

There are some sound theories and principles behind this sales objection technique and it’s no wonder it works so well when used in the right situation. See more on the Feel, Felt, Found, sales objection technique .

Sales objection handling process

Using a process for dealing with sales objections means you will know what to say, how to handle the objection, and how to be really confident when these obstacles to sales come up.

This is a proven sales objection process.

...I know it works because my sales teams use it every day in real sales situations..

It’s simple to use, practical in its application, and very effective. That means you will convert more of your prospects to paying customers, earn more money, and achieve your sales targets.

The great advantage to this sales objection process is that you use it with your own words.

The process shows you what your objective is at each stage and you use your own words to achieve that objective. Achieve each objective and you overcome the sales objection. You can start using this sales objection process today.

Sales objections skills main page

Click the link and open the main page of the sales objection section of the Sales Training Sales Tips website. Click around the links on the website and find the best sales objection techniques for your style of selling.

Short and to the point - Easy to read - Simple to put into action

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

  • Easy to learn sales skills
  • Short and to the point
  • Simple to put into action

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The Sales Buzz

The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.

Stephen Craine

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