12 Best Sales Methods for Small Business in Malaysia

 

Sales is both a science and an art form. The process of Sales can be vague. However, with the correct sales method in a clearly mapped sales process, the vague sales process becomes much clearer to identify.

Learning the critical difference between closing and losing a deal is vital.

What is a sales method?

A sales method is a framework that helps to guide your sales representatives to close clients. It helps to interpret goals and turn them into clear actionable steps for your sales representatives to complete during each stage of the sales process. This creates a sales model.

For example:

Strangers >>> Leads >>> Qualified Leads >>> Opportunities >>> Customers

Guiding the process from Awareness, Consideration and Decision.

Sales Model

A sales model is an approach to selling that outlines how to make a sales method work which is specific to your business.

The sales model defines specific parts of the sales cycle to implement best practices. For example if a sales representative identifies that a client is currently in the early stage of the sales cycle, a demo should be shown.

Every business should develop a unique sales process based on the business's specific customer needs, products and industry position.

12 Best Sales Methods for Small Business in Malaysia

1. N.E.A.T

This qualification framework was developed by the Harris Consulting Group and Sales Hacker. 

N = Core Needs

E = Economic Impact

A = Access to Authority

T = Timeline

The idea is to encourage sales representatives to not just focus on the surface-level pain that any prospect faces but to learn why it matters to them as an individual and why it would make a difference in the context of a business.

Next beyond presenting the solution's ROI, helping the buyer to understand the financial impact they're currently on track to realise versus what they will see if they implement your suggestions.

And all this effort would not make sense if you are not speaking to the person making the decision.

Finally, if there aren't any negative consequences to meeting any date, this is no longer a real deadline.

2. Conceptual Selling

This idea presents that customers buy a concept of a solution that a product or service provides and not the product or service itself. The idea is to encourage sales representatives to uncover the prospect's concept of their product and understand their decision-making process.

To do this sales representatives should ask questions that fall into these 5 categories:

1. Confirmation questions to reaffirm information.
2. New information questions to clarify the prospective customer's concept of the product or service
3. Attitude questions to understand a customer personally and discover their connection to the project
4. Commitment questions to learn about the customer's investment in the project.
5. Basic issue questions to learn about any potential problems.

3. SNAP Selling

• Keep it simple
• Be i(n)valuable
• Always align
• Raise priorities

4. Challenger Sale

According to Dixon and Adamson most B2B sales representatives fit into 1 of 5 personas:

1. Relationship builders
2. Hard workers
3. Lone wolves
4. Reactive problem solvers
5. Challengers

And they found that the most successful of the 5 were the challengers. Challengers are effective sellers because they implement the following controlled process:

Teach: First, they teach their prospects - not about the product or service in question, but about more significant business problems, new ideas and astute observations.

Tailor: Next, they tailor their communications to their prospect.

Take Control: Finally, they control the sale by not being afraid to push back on their customer and focusing more on the end goal than being liked.

5. The Sandler System

This method prioritizes building mutual trust between both sides. The sales representative acts as an advisor and asks questions to identify challenges in the qualification process.

And during the qualification process sales representatives are trained to raise and assess most obstacles and as part of the discovery when they notice that the solution won't truly address the customer's concerns they won't waste time convincing them.

6. MEDDIC

If your small business intends to implement a more complex enterprise sales qualification process MEDDIC is a good place to start.

Metrics: What's the economic impact of the situation?

Economic buyer: Who controls the budget?

Decision criteria: What are the formal evaluation criteria the business is using to pick a vendor?

Decision process: How will the business pick a vendor?

Identify pain: What are the trigger events and financial consequences of the problem?

Champion:Who is selling on your behalf?

7. Solution Selling

This method focus's on sales representatives leveraging on the benefits a custom solution can provide for the interested prospect. This acknowledges that people are more informed and allows sales representatives to fit the prospect's needs.

8. Spin Selling

Popularised by Neil Rackham, SPIN is an acronym for questions that generally surround 4 elements.

1. Situation by aiming to understand the current situation - encouraged through a call or a meeting.
2. Problem by getting to the heard of the problem
3. The implication by probing to think about the consequences of not solving the problem
4. Need-payoff prompts the prospect to consider how the situation would change if their problem wasn't solved.

9. Inbound Selling

This strategy encourages the strategy of meeting prospects where they are by leading prospects through a journey of awareness, consideration and decision-making stages which leads to 4 main actions:

• Identify, by prioritising active buyers rather than passive ones.
• Connect, by connecting with prospects through personalised messages on their socials or at in-person events.
• Explore, by focusing on building rapport and recap at previous conversations.
• Advise, by creating and delivering a personalised sales presentation covering what they've learned covering the needs and the value of the assistance the product or service can provide.

10. Target Account Selling

The idea is that picking the right prospects to engage with is the most crucial aspect of a sales process — that means paying careful attention to and conducting more extensive research during lead qualification and creating buyer personas.

11. Gap Selling

Highlighting the gap between where a prospect's business currently stands and where they would like it to be. Its underlying premise rests on addressing problems as opposed to touting products.

12. Command of the Sale

Selling with urgency, some degree of bravado, extensive product knowledge, and exceptional situational awareness — all aspects of sales that could be described as commanding in their own right.

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Unforgettable Company Holiday Trip: 5 Corporate Event Ideas to Inspire Team Building

Planning a memorable company holiday trip that fosters team building and boosts employee morale is a fantastic way to reward your hardworking team. By organizing engaging corporate activities, you can create lasting memories while strengthening bonds within your organization. In this blog post, we will explore five exciting corporate event ideas for an upcoming company holiday trip, designed to enhance teamwork, encourage camaraderie, and optimize your employee's experience. Let's dive into these unforgettable corporate activity suggestions while optimizing SEO with the keyword "corporate event ideas." 

1. Outdoor Adventure Challenges 

Unleash your team's adventurous spirit by organizing outdoor activities such as hiking, obstacle courses, or zip-lining. These adrenaline-pumping challenges promote teamwork, communication, and problem-solving. Dividing employees into teams and assigning them tasks that require collaboration and strategizing will strengthen bonds and encourage individuals to work together toward a common goal. Adventure-based activities are an excellent way to boost employee confidence, foster resilience, and create shared memories that will inspire and motivate the team. 

2. Interactive Team Building Workshops 

Engage your employees' creativity and collaboration through interactive team building workshops. Consider organizing activities such as cooking classes, art workshops, or escape rooms. These immersive experiences allow employees to work together, think outside the box, and solve problems collectively. Such workshops foster effective communication, adaptability, and innovation, while providing a fun and relaxed environment for your team to bond. Encourage employees to step out of their comfort zones and unleash their hidden talents during these engaging and interactive sessions. Friendly Sports Tournaments (Word Count: 150) Promote friendly competition and teamwork by organizing sports tournaments during your company holiday trip. Choose activities such as soccer, volleyball, or basketball that encourage active participation from all employees. Divide your team into smaller groups and foster team spirit by encouraging healthy competition. Engaging in sports activities fosters collaboration, builds trust, and improves communication skills among team members. By incorporating a sports tournament into your company holiday trip, you'll create a lively and energetic atmosphere that strengthens bonds and boosts morale. 

3. Volunteering and Community Engagement 

Make a positive impact and inspire your team by incorporating volunteering and community engagement activities into your company holiday trip. Identify local charitable organizations or environmental initiatives where your team can contribute their time and efforts. Engaging in community service together helps employees develop a sense of purpose and unity, while giving back to the community. Whether it's organizing a beach cleanup, participating in a charity run, or supporting a local shelter, these activities create a meaningful and rewarding experience for your team. 

4. Interactive Problem-Solving Challenges 

Stimulate critical thinking, collaboration, and problem-solving skills by incorporating interactive challenges into your company holiday trip. Treasure hunts, escape rooms, or mystery-solving activities encourage employees to work together, think analytically, and communicate effectively. These mentally stimulating challenges not only foster teamwork but also enhance decision-making abilities and creativity. Engaging in problem-solving activities creates an environment where employees can learn from each other, discover hidden talents, and develop a deeper understanding of their colleagues' strengths. 

Conclusion 

Planning a company holiday trip with engaging corporate activities is a wonderful opportunity to strengthen team bonds, promote camaraderie, and reward your hardworking employees. By organizing outdoor adventure challenges, interactive team building workshops, friendly sports tournaments, volunteering and community engagement activities, as well as interactive problem-solving challenges, you can create a memorable and impactful experience for your team. These corporate event ideas not only optimize team building efforts but also inspire creativity and enhance communication.

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Crafting an Effective Sales Proposal: Your Guide to Success (Hosting for Sales Professionals)

As a sales professional, mastering the art of writing an effective sales proposal is crucial for winning new clients and closing deals. A well-crafted proposal demonstrates your understanding of the client's needs, presents your solution, and convinces them of the value your product or service brings. In this blog post, we will provide you with a comprehensive guide on how to write an impactful sales proposal that captures attention, addresses client pain points, and ultimately leads to successful conversions. Let's delve into the key steps to creating compelling sales proposals, with a focus on hosting solutions for sales professionals. 

1. Understand Your Prospect's Needs 

Before you start writing your sales proposal, take the time to thoroughly understand your prospect's needs, challenges, and goals. Research their industry, analyze their current situation, and identify pain points that your hosting solution can address. By demonstrating that you truly understand their unique requirements, you will build credibility and trust from the outset. Tailoring your proposal to their specific needs ensures that your solution resonates with the prospect, increasing the likelihood of a positive response. Clearly 

2. Define the Problem and Solution 

Begin your sales proposal by clearly defining the problem your prospect is facing. Highlight the pain points they are experiencing and the negative impact it has on their business. Then, introduce your hosting solution as the ideal remedy to address those challenges. Clearly articulate how your hosting service solves their problems, improves their business operations, and enhances their online presence. Use language that is easy to understand, avoiding technical jargon that may confuse or overwhelm your prospect. 

3. Showcase the Value and Benefits 

Highlight the value and benefits your hosting solution brings to the prospect's business. Emphasize how it will positively impact their operations, enhance their website performance, increase their online visibility, and ultimately drive revenue growth. Use real-life examples, case studies, or testimonials from satisfied customers to showcase the tangible results your hosting service has delivered. By clearly outlining the advantages and illustrating the potential return on investment, you will position your proposal as a valuable opportunity for the prospect. 

4. Provide a Customized Proposal Structure

Structure your sales proposal in a way that is easy to navigate and aligns with your prospect's preferences. Include a table of contents, executive summary, problem statement, solution overview, pricing details, and next steps. Personalize the proposal by using the prospect's name and incorporating any specific requirements or preferences they have expressed. Break down complex information into digestible sections and use bullet points, headings, and visuals to enhance readability and comprehension. 

5. Use Compelling Language and Visuals

Write your sales proposal using friendly and persuasive language that resonates with the prospect. Clearly communicate the benefits and features of your hosting solution, focusing on the value it brings to their specific needs. Use storytelling techniques to engage the reader and paint a vivid picture of how their business will thrive with your solution. Incorporate relevant visuals such as graphs, charts, or infographics to enhance understanding and demonstrate the effectiveness of your hosting service. 

6. Call-to-Action and Next Steps

Conclude your sales proposal with a strong call-to-action that encourages the prospect to take the next step. Clearly outline the desired actions, such as scheduling a meeting, signing a contract, or requesting a demo. Provide multiple contact options and ensure your contact information is easily accessible. Express your enthusiasm to discuss the proposal further and address any questions or concerns they may have. By providing a clear path forward, you make it easy for the prospect to move the sales process forward.

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