Category Archives: More Sales

Know your customer

Understanding the potential and value of your clients allows you to allocate a suitable amount of time to the ongoing relationship.

View LMA’s potential and value matrix to work out where your clients are positioned.

Use the form above to download this handy poster, share it on social media or print and keep it as a reminder.

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The Sales Edge

In today’s competitive markets, it’s winning and retaining new business that makes the difference. So improve your sales and business development teams with LMA’s The Sales Edge training course (SIR30316 – Certificate III in Business to Business Sales) – and watch your sales and business development leaders become masters of the entire sales process as they learn new strategies and presentation skills.

Nationally Recognised TrainingThis sales training course gives your staff the skills to deliver with credibility, impact and confidence – and provides a proven approach that will significantly increase the amount of new business that you win. It turns good salespeople into great salespeople.

We have developed this course to apply to ALL levels of experience, so that participants from many areas of your business can develop their skills and attitudes to achieve valuable results.

This course is designed to assist sales professionals:

  • Increase their sales revenue
  • Increase their market share
  • Improve skills in generating leads and identifying new customers and market opportunities
  • Enhance their presentation skills
  • Improve effectiveness in handling objections and overcoming stalls
  • Increase their ability to develop successful on-going customer relationships
  • Improve their self-management to become highly productive sales professionals
  • Develop greater confidence and positive expectancy

Contact us to find out more about The Sales Edge

Upon successful completion of assessment activities Participants will receive SIR30316 Certificate III in Business to Business Sales

Expected course duration: 32 weeks to Graduation, Refocus session at 40 weeks
SIR30316 Status on National Register: Current

The Performance Edge

The Performance Edge

The most effective and immediate way to improve the performance of your organisation is to increase the performance and productivity of your people; The Performance Edge course achieves this.
Nationally Recognised TrainingThe Performance Edge course is a personal development course that develops the ‘total person’ through our unique development process, achieving permanent behavioural change which dramatically improves all facets of participants’ lives, professionally as well as personally.

The Performance Edge course enables your employees who are already doing well, to do even better. They will see improvements in their own performance and their team’s performance in the following areas:

  • Increased productivity
  • Better time utilisation
  • Greater focus on High Payoff Activities and Priorities
  • Improved communication and relationships
  • Enhanced employee attitudes
  • More effective delegation processes
  • Greater empowerment within their teams
  • Improved overall team results

Contact us to find out more

Participants who opt in to the accredited version of the course and successfully complete all assessment activities will receive a Statement of Attainment for BSBPEF402 – Develop personal work priorities in partial completion of BSB40520 Certificate IV in Leadership & Management (additional fees apply for opt in units).

Expected course duration: 10 weeks to Graduation
BSB40520 Status on National Register: Current
BSBPEF402 Status on National Register: Current

Successful sales and self-belief

For you to truly reach your potential as a salesperson, you have to believe in your own ability to reach your full potential.

Successful salespeople, regardless of their organisation or industry, harness the power of positive expectancy to assist them to achieve success in all areas of their life.

Having a winning frame of mind plus determination to get the very best result out of every prospect or customer contact, out of every objection and stall and out of every plan and project gives you the power to move forward and produce remarkable results. This attitude engages you and gives you the desire and courage to become proactive, to ask questions and assume greater responsibility for achieving both personal and business goals.

Paul J. Meyer, the founder for Leadership Management International, captures this truth when he said:

“Whatever you vividly imagine, ardently desire, sincerely believe and enthusiastically act upon must inevitably come to pass.”

Closing sales is a process

“The close in a sale is like the tail on a snake; not the tail on a dog.”

Many salespeople see the action of closing a sale as a one off event that occurs at the end of the sales presentation. Just like the tail on a dog, they see it as connected to the body of the presentation, but easily differentiated as a separate event. Nothing could be further from the truth.

Closing is not an event; it is a continuous series of planned and coordinated steps throughout the sales presentation. It is a process and not easily differentiated as a separate event; much like the tail of a snake.

Highly successful salespeople start closing the sale the minute they walk through the door. In fact, many often start closing the sale when they make the appointment.

Experiencing sales speed bumps?

At the end of every sales presentation there is likely to be speed bumps called stalls. Most stalls indicate that the prospect is interested but unsure or uncomfortable about making an immediate, positive decision.

If a prospect is not interested, they will tell you rather than continuing the discussion and raising stalls.

People usually express stalls in three ways:

  1. They express the need to discuss the decision with someone else.
  2. They articulate the desire to have time to think it over.
  3. They decide they need to wait until a better time.

Prospects and customers generally allow a salesperson two or three attempts to handle their stalls while trying to finalise the sale before becoming agitated or annoyed.

Do you know how to handle stalls?

The power of written goals | LMA

The power of written goals

Research has shown that individuals with written goals achieved approximately 50% more of their goals than those without written goals1.

A written goals program ensures that you identify achievements that will ultimately prove most meaningful to you to clarify and crystallise your thinking.

Developing a written plan for achieving your goals provides a number of significant benefits:

  • Written goals save time – write down your goals to keep you on course, to minimise interruptions and to focus your attention.
  • Written goals help measure progress – motivation is greatest when there are objective goals by which you can measure and monitor accomplishments.
  • Written goals produce motivation – written goals remind you of your mission and objectives.
  • Written goals reduce conflict – they help you identify conflicts between various priorities as they become obvious when your plans are written out.
  • Written goals form a basis for action – written goals are the foundation of success, but action is the springboard to actual success and increased productivity.
  • Written goals stimulate visualisation – with your plans written out, you can visualise future results more easily and clearly.

1 A study conducted by Gail Matthews, Ph.D., at the Dominican University

A boy walks into a store…

A boy walks into a store and dials a number on his mobile phone.

Boy: “Lady, can you give me the job of cutting your lawn?”

Woman: (at the other end of the phone line) “I already have someone to cut my lawn.”

Boy: “Lady, I will cut your lawn for half the price than the person who cuts your lawn now.”

Woman: “I’m very satisfied with the person who is presently cutting the lawn.”

Boy: (with more perseverance) “Lady, I’ll even sweep the floor and the stairs of your house for free.”

Woman: “No, thank you. I have someone that does a good job”

With a smile on his face, the boy put down the phone. The store owner, who was listening to all this, walked over to the boy.

Store owner: “Son….I like your attitude; I like that positive spirit and would like to offer you a job.”

Boy: “No thanks.”

Store owner: “But you were really pleading for one.”

Boy: “No Sir, I was just checking my performance at the job I already have. I am the one who is working for that lady!”

This is called Self Appraisal!