Posts Tagged ‘Sales Training’
Most sales managers to salespeople want to increase sales. More sales equals more money and far less stress.
Yet to consistently achieve this ongoing sales goal requires a commitment to a process. After taking that initial first step to assess, then this provides a foundation for the next step – Clarify.
If you missed the first step, read this posting Where to Begin to Increase Sales.
Unfortunately again many in sales jump into the third step of execution. These folks are observed in almost a Captain Wing It mode, spraying their actions all over the place and then praying something will stick.
Clarify is a verb and from this verb, the end result is clarity.
- How long is my sales cycle?
- When can I expect to earn a sales?
- Who should are my best potential customers (think ideal customers)?
- What is happening in my marketplace, industry and local to world economies?
- How can I leverage my talents (from the internal assessment) to increase sales?
- Why are potential customers interested in even considering my solution (products or services)?
- Where do I find additional resources such as knowledge, sales training, mentors or even sales coaches?
Each of these questions are a result of the previously taken internal and external assessments. Yes there are many, many more.
When salespeople clarify, they also subsequently begin to prioritize what needs to be done first, second, third and so on. Setting and working through a proven goal setting process also happens in this second step.
Some people will ask what does clarifying have to do with goal setting? My response is everything. Even though most people are hot wired toward goal setting, they fail to emotionally clarify why achieving the goal is so important to them. This emotionalization process looks to both the positive and negative emotions regarding success or failure to achieve the desired goal.
Tomorrow the third step to increase sales, though not the final step will be discussed – Execution.
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Wouldn’t it be nice if there was just one question that could boost your negotiations and sales results? No longer would you have to remember all those other opened ended sales questions that have you so focused on remembering what to say next, you lose sight of the desired end result – successfully negotiating or closing the sale.
In a conversation with one of my colleagues, Viveka von Rosen, she shared how this article, Women Make 87 Cents on the Dollar! Seriously? at LinkedIn was creating a plethora of private messages from women seeking a negotiation specialist. Many of these women recognized they were not as successful as they thought they could be in negotiating and closing sales.
Nearly 20 years ago I learned one powerful question that has continued to increase my negotiations and sales results. I wish I could say it was my creation, but is wasn’t. My continued thanks to Tammy Kohl who is now President of Resource Associates Corp for sharing this simple question.
The reason this question is so powerful is in its simplicity as well as how it subtly changes the dynamics of the sales conversation. Additionally, this question is quite emotionally intelligent in that it is incredibly authentic by being sensitive to the sales prospect’s thinking process.
This question does presume you have asked the right questions up to this point. The question also presumes you have done your research and your questions showcase you as the Red Jacket not all the other gray suits who have asked those common open ended sales questions that potentially reveal their sales training program.
Of course, there is one behavior that must accompany this question or the question will fall flat on its face and leave you pocket poor.
Can you be silent?
I mean can you remain totally silent for 5, 10 to even 20 minutes after you ask the question because the next person to talk must be your sales prospect. Silence in this instance is very green.
So the question to boost your negotiations and sales results is simply:
Where do we go from here?Share on Facebook
Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.” As someone who consistently writes about the impact of emotions in sales, I was so glad to read one sales expert who took the time to write a book about how to transfer those feelings through emotional intelligence.
Jeb Blount’s new book, Sales EQ, should be immediately ordered, read and committed to memory. Blount has provided those in sales with a road map to understanding how to use what Ziglar recognized so many years ago.
Emotional intelligence is the missing key within most sales training programs. The inability to apply EQ might help to explain why 50% of salespeople miss quota.
Just this past week I wrote about how certain words such as “need” should be eliminated from the vocabulary of salespeople. The use of need in a sales conversation reflects emotional intelligence or the lack there of.
As a noted sales expert, Blount provides many more tips and strategies in a well written and well crafted book. Even though the book is to help with complex sales, this book will help the SMB salespeople to earn more sales because people buy first on emotion justified by logic. (Sales Buying Rule #1)
The application of emotional intelligence works with any sales process and must begin within the first phase of attracting attention otherwise known as marketing. For those in sales who resist the word marketing, then call it prospecting.
Still, an elite group of top 1 percent of sales professionals are crushing it. These Ultra-High Performers are acutely aware that the emotional experience of buying from them is far more important than products, prices, features, and solutions. As Jeb Blount wrote in another book, People Buy You.
As someone who is considered by some to be a sales expert, I look forward to your thoughts about Sales EQ. Please share your thoughts here or post them on your social media site.
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Just this morning in my news feed, I read a content marketing and sales headline “These are the skills you need to have.” The following thoughts quickly surfaced in my mind:
- Really, I need to have these skills of (leadership, sales, management, etc.)?
- What if I don’t have these skills?
- Will I be less successful without these skills?
The word “need” is filled with judgment and is probably one of the least emotionally intelligent words people in sales and marketing use on a daily basis. One can’t blame salespeople after all they are trained to “uncover wants and needs” in most sales training programs.
Return to a moment n your childhood and think about your parents or an adult telling you any of the following:
- You need to go to bed
- You need to make straight As
- You need to go to college
- You need to find a good job
- You need to visit your relatives
- You need… (the you need list is endless)
Every time I read about “you need” to do this or have this when it comes to SMB, sales, marketing to leadership, I inwardly cringe. For the last 10 years, I have attempted to remove this word, “need,” from my own executive coaching engagements, content marketing and sales conversations. I also encourage my clients to replace this highly emotional word with other phrases such as “Have you considered?”
Emotional intelligence is critical to successful marketing and sales. Jeb Blount founder of Sales Gravy is releasing on March 20, 2017 a book, Sales EQ: How Ultra High Performers Leverage Sales Specific Emotional Intelligence to Close the Complex Deal, dedicated to emotional intelligence specific to sales and one I recommend purchasing.
Of course changing an existing behavior is not easy. And for time strapped marketing and sales people having to speak a few extra words may prove frustrating. My advice is just remember how you emotionally felt years ago when you were told “you need” to do whatever. That memory should be enough to prompt you to change your behavior.Share on Facebook
Yesterday a colleague, Mark Hunter, came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism. The group responded and not even 24 hours later, this particular article as well as all other articles under this person’s name were removed.
I too have suffered from plagiarism. A sales training company in Texas took one of my website pages one for word and copied it to their own website. When I notified the CEO, he called and said he was unaware, apologized and the copy was removed. The CEO blamed the web designer. Over the years I have discovered other blog postings copied and have called out the authors.
Individuals who plagiarize the intellectual capitol of others demonstrate from more than dishonesty within their business ethics. They also reveal they are lazy, lack creativity and are stupid to think eventually they will not be caught.
A recent study by the University of Missouri revealed the financial impact of dishonesty by CEOs. Unethical behavior does translate to the bottom line to a measurable 4.1% loss in shareholders’ value.
In today’s social selling world where content marketing has become a viable sales leads generating channel, being a plagiarist just does not make good business sense. The reason is simple, in spite of how large the world is, it is still a small world. People are connected to other people. Software programs can find duplicate content with the stroke of a few keys.
One of the more simple ways to avoid even unintentional plagiarism is to Google the title for any content marketing in quotes. This way the you can quickly determine if another person has written a similar article. Also this same tactic can be used to learn if your titles are being plagiarized by someone else.
In sales, people buy from people they know and trust. Swiping the intellectual capital of others will not increase sales.Share on Facebook
In sales many seek the quick fixes that range from sales training, incentives, hiring new sales managers, new salespeople or some motivational speaker. Yet in a few days to a few weeks, the sudden burst of sales productivity gradually returns to its pre-quick fix levels.
In the story Alice in Wonderland, Alice approaches the Cheshire Cat sitting in a tree. At the foot of the tree are various paths. Alice asks the Cat “What path should I take?” The Cat responds with “Where are you going?” Alice states “I don’t know” and the Cat then replies “Well any path will take you there.”
Clarity is essential in sales, in business and in life. If you don’t know where you are going with crystal clear clarity, you will end up taking the wrong path.
Many SMB owners and C Suite executives in their efforts to increase sales confuse symptoms with problems. They believe lack luster sales are the problem when in reality the poor sales are usually a symptom of one or more problems. All of these problems return to a lack of clarity. Without clarity there is incredible miss direction and misguided decisions.
For the last almost 20 years I have been working with SMB owners and sales professionals. Given that most have never invested the time to determine where they are going; how they are going to behave and what they are going to do in the immediate future to get to where they are going, I am not surprised by the inability to increase sales or sustainable business growth.
The lack of clarity is the reason for executive coaching. These professional coaches look to support their clients in gaining crystal clear clarity.
Years ago I wrote an eBook entitled Triage Business Planning with this message on the front cover:
Know Exactly What to Do and When to Do It.
Track the Right Things to Produce the Right Results Avoid Misdirected Actions and Misguided Decisions.
If you have any hesitancy when reading the previous words, then you probably lack crystal clear clarity and may be subject to the temptation of quick fixes.Share on Facebook
Most sales training programs look to the sales fact finding process. This process usually involves asking open ended questions as well as doing some research before actually meeting with the sales lead or prospect.
Today through the Internet, there is a wealth of information available to assist salespeople in this fact finding research. Yet one area that is often overlook is the “social history” of the prospect’s organization.
For current sellers looking to sell deeper into the organization, the social history is how did the seller’s firm originally connect with the buyer’s organization. A new seller would look to not only how did other firms connect with the prospect, but who else does he or she know at the existing firm.
LinkedIn can assist with some of this fact finding data. With its recent sale to Microsoft what was available for free such as advanced search now is only available through the paid subscription service. However, with some due diligence this information can be gathered by connecting with other people at the prospect’s organization.
My sense is through your fact finding quest you will probably discover the two or three people who had the first established relationship. This relationship then transcended through other people in the organization. In some instances, the relationship can be several decades old if not older.
The social history of any business is essential because it provides clarity as to what was valued by the original buyer and seller. This clarity can support further sales efforts including prospecting to keeping loyal customers loyal.
Possibly any SMB may wish to begin to construct their own social history through their CRM. This could be a simple sheet showing the various people involved in the sales buying decision directly or indirectly.
Yes sales fact finding is important. By adding social history to your fact finding process may just give you the competitive edge you need to earn that next sale.Share on Facebook
Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind.
Some firms look to sales training to inspire and fail to move beyond inspiration to what really makes the difference – perspiration. Did the sales team, the sales management and even the Chief Executive Officer turn those inspiring thoughts into actions?
Recently I did a one day sales training event for a rapidly growing local small business with multiple locations. The morning session was for the call center team and in the afternoon I repeated the training with the sales team. Both sessions included over one hour on how to use DISC Index for better communication and sales results.
The reviews of the learning engagement from all contacted were all eight or higher on a scale of one to 10. All call center team members told me the sales training was informative and inspiring. Two of the sales team used the work inspiring to describe the sales training.
After one week, I conducted a follow-up as each session as each employee was asked to set a professional sales goal either as an individual or team. What I learned was the call center team had set a pretty BHAG. Yesterday in speaking with the very happy CEO in our follow-up meeting, he shared the call center was on target to achieve this goal in possibly half the established time frame. Their united progress was exhilarating.
As to sales team, their efforts paled in comparison. A couple of team members never returned my voice mail follow-up call. None of those in the sales team had set a goal.
Until people take action, inspiration remains that just words that feel good. Taking action is where the perspiration happens and what makes sales training, sales coaching or leadership development worth the investment.Share on Facebook
One of the most important sales skills top sales performers can have is to bring clarity to sales objections. This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation. For example a sales stall could be “your price is too high” without any supporting rationale or facts.
Sales Objections Surface Because Many Buyers Lack Clarity As What Is Truly Important to Them
Sometimes buyers do not have crystal clear clarity as to what is important to them. A recent commercial for financial investing demonstrated how to bring clarity this sales objection of “I don’t have time.” The salesperson asked if the buyer was available at 10 am the next day and she responded no and offered what was happening. Then the salesperson continued to ask about different times of the day and each time the buyer said no and shared what she was doing. Finally, the salesperson said (I am paraphrasing) “Wouldn’t you like your investments to work for you as hard as you work each day?”
The buyer physically stopped to indicate she was processing the question and then said “yes.”
Of course this is a commercial, but probably one of the best examples to show how to bring clarity to those sales objections we all experience.
In many sales training programs to sales training books, sales objections are covered. Yet I have not heard or read where this term “clarity” or the “lack of clarity” is included in these resources.
Much of our sales lives and even personal lives revolve around clarity or the lack of clarity. When people have crystal clear clarity about what they believe, they know and they expect sustainable forward progress is possible. Unfortunately, the lack of clarity is truly one of those shadows in our lives, in the background, obstructing our view and hence our thinking and doing.
Speaking of clarity, do you know what you do well? Do you know how you communicate or how your behaviors are viewed by others? Do you know what motivates you to move forward? If not, take advantage of this special opportunity until 2/28/2017 by experiencing these three (3) dynamic psychometric assessments (Attribute Index, DISC Index and Values Index) that will begin to bring clarity to you.Share on Facebook
Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations.
People have one chance to make a good first impression and for salespeople this first impression will either open the sales door of opportunity or close the door for good. In realizing the importance of those first sales conversations, this acronym may just help to support crazy busy salespeople in their goal to begin to transfer those feelings between themselves and their buyers (think sales leads or ideal potential customers).
CREATE Powerful Sales Conversations
C – Communicate with clarity and intention. Be deliberate and cohesive in your communication. Make sure to actively listen because good communication is far more about active listening than active talking.
R – Respect your buyer. Respect goes beyond normal common manners. Here you showcase your business ethics such as by active listening, not interrupting and honoring any promises you made during your interactions with your sales lead. Also this is where you don’t presume you know more than the buyer. Leave your ego at the door.
E – Empathy. For those who understand emotional intelligence, empathy is an intrinsic human characteristic. Can you identify and understand the other person’s feelings? Remember, do not confuse empathy with sympathy.
A – Authentic. Be who you are authentically. People can spot phonies a mile off. Anymore it appears buyers’ phony radar system is on HIGH ALERT.
T – Timing. Understanding the timing of your words, your non-verbal body language is also essential. Great comedians had exceptional timing. They watched their audience. Rushing through the sales process because of some sales script is foolhardy.
E – Energy. Being confident, not overly, displaying positive energy all support those transference of feelings. Just think about how many times you purchased from a dull, low energy person?
Powerful sales conversations go beyond the words. Possibly this acronym of CREATE may assist you in your selling endeavors. Let me know if it works for you.