Global Audience – Common Problems – #TheSalesHour2

TheSalesHour#2 goes global. Review of discussion on sales strategies, featuring insights from worldwide professionals. Joining the latest event were representatives from USA, Portugal, Morocco, Scotland, Ireland and the UK! A great mix of people, all with a common theme, they are in, or would like to be in …SALES.

Topics discussed included how to keep a sales team motivated in an economic downturn, how to encourage prospects and even existing clients, to commit to bookings for 2025, launching a new brand and all that entails. A lot to cover in one hour, but TheSalesHour2 delivered. For those who did not make it here are some of the top tips, so kindly shared by the group.

Selling cars (or indeed any high value items) in a tricky economic climate

For this we suggested looking to Joe Girard who holds the title of ‘The Worlds greatest retail Salesman’ Joe’s ethos was supported by others on the call, in short, it’s all about relationships. Joe’s magic number is 250, which he came up with by polling wedding planners and funeral directors! crazy I know but by doing that he came to the figure 250 which is the number of friends, family and acquaintances of a typical car buyer! Kind of puts lead gen in to perspective when you realise that one happy customer could refer you to another 250 prospects. Don’t get caught up in the ‘industry’ the same goes for any one of your customers.

Also highlighted was the importance of ensuring focus on the outcome, not the product itself. Customers are more interested in how your offering will improve their lives or solve their problems than in the product’s features. By emphasising the benefits and the transformation they’ll experience, you appeal directly to their needs and desires. Whether it’s saving time, boosting productivity, or enhancing comfort, selling the outcome helps them visualise success with your product. This emotional connection builds trust and increases the likelihood of a purchase, as customers see the true value of what you’re offering, rather than just the product’s specifications.

How to gain commitment in the medium to long term?

The question was posed by someone in corporate events, specifically ‘Golf Days’ where traditionally their bookings have been more reactive, spur of the moment, but as the season is short and the availability of courses is scarce, they need to gain commitment further out. On this point we thought they were possibly fishing in the wrong pool. It was suggested they look to larger organisations who do plan ahead, who are currently allocating time, and budget to their 2025 events. As always in sales a plan is vital, never more so than when scarcity is an issue:

Top Tips!

• Map out all your available dates, in priority order, so you are quite clear on what you have to fill
• Go back to your last two years ‘bookers’ explain to them that their date is at risk if they do not commit.
• Now you know what you have available, make a plan to fill those dates, that may include creating a new target list, based on the avatar of existing clients or picking just one or two of your golden nuggets and seeking out more of the same.
• Produce sales pitches, which include testimonials from happy past clients – Who you should also be talking to for referrals

New to sales and keen to learn

On TheSalesHour#2 we were joined by a number of entrepreneurs who are just starting out on their journey. From a student who is launching a sports clothing brand, whilst studying, to New York IT Sales guy just wanting to be the best in class. We were lucky to have with us a seasoned pro, also USA based, who was most generous with his advice. Mark recommended a number of books that he says contributed hugely to his success over the years.

• The Four Agreements – Don Miguel Ruiz – This is more about personal freedom from self limiting beliefs, that hold back of every salesperson at some point in their career.
• How to Master the Art of Selling – Tom Hopkins – ‘world renowned builder of sales champions.
• Oversubscribed – Daniel Priestley – My own personal favourite for anyone selling a service or looking to build a new audience.

Don’t miss the next one!

Join us for the next #TheSalesHour – Monday 28th October, 4:00pm to 5:00pm GMT –

An invaluable opportunity for anyone in the sales industry, from seasoned pro’s to those just starting out, to share their experiences, insights, and practical advice on navigating today’s challenging market conditions.

The session promises to build on the success of the previous event, which explored key topics such as motivating sales teams in an economic downturn, encouraging client commitment for 2025 bookings, and the intricacies of launching new brands. If you’re grappling with the current economic climate or looking for ways to keep your pipeline full, this event is for you.

One of the standout discussions from the last #TheSalesHour revolved around Joe Girard’s approach to sales – focusing on relationships and realising that each happy customer can connect you to hundreds of prospects. Attendees left with a fresh perspective on lead generation and relationship building that can be applied to any industry.

Whether you are just starting out or a seasoned professional, you will find value in the diverse range of topics covered. Don’t miss out on this opportunity to expand your network, gain fresh insights, and supercharge your sales approach. Who knows who you may meet or how they might impact your future, it really is a game changer!