Want To Know What The Weak Links Are In Your Sales Team?
You can spend tens of thousands of dollars in Sales Training, get a bit of an improvement for a while and then your Sales Team goes back to their old habits.
Why? Because the training didn’t target the precise area that your sales people needed training in.
OUR SALES TRAINING PROGRAMMES WILL IDENTIFY PRECISELY THE AREAS OF IMPROVEMENT YOUR SALES TEAM NEED
Are you scratching your head wondering why your sales team are not getting the results and what you can do to motivate and manage them?
Sales will always be a competitive game, so it better be a game they enjoy playing and if they want to win, they better be masters at it.
Stress, loss of enthusiasm or motivation is often the number one reason why sales people don’t reach their sales targets or leave a company all together.
The emotional and mental wellbeing of sales people, steadily gets worn down over time and naturally impacts their performance.
A sales person’s Attitude plays such a fundamental role in sales, why wouldn’t you focus on this area in your companies Sales Training? Their sales will improve when their Attitudes improve.
PROFESSIONAL SALES TRAINING ON THE GOLD COAST AND BRISBANE
Before a customer decides whether or not they will buy from your sales person, in less than two minutes, they have formed an opinion or an impression of them.
People buy from people and your sales team are at the forefront of your business. They are often the only contact your customers have with your company.
Face to face, over the phone or even through an e-mail, your customers will notice the little things. The negative tones, the “I’m too busy to listen to you”, the lack of enthusiasm for what they do, even their lack of confidence or product knowledge.
We also buy off people we trust and who we believe genuinely understands what is the right product or service for us. So what image and credibility is your sales team reflecting about your business?
If you are fortunate to have a business on the Gold Coast or Brisbane, our one-on-one or group Sales Training Programmes can be tailored to your company’s individual needs.
WHY SALES TRAINING OVERCOMES THE FEAR OF REJECTION & OBJECTIONS
How many times do you think your sales people have heard the word ‘No’ over the years? It has to have some impact and wear them down over time. That little seed of self-doubt creeps in and a sales person who has lost their confidence or motivation will say, ‘Oh, no’ when they hear the word ‘No’ and can turn them into a shivering mess.
Then there are some sales people who hear the word ‘no’ and believe the customer is rejecting them, not the product or services.
A confident and motivated salesperson will say, ‘Oh boy’ to that same objection, because they know it is an opportunity for them to keep going.
What customers do object to is feeling bullied or coerced into something which can later leave them with buyer’s remorse. Some sales people can be overly pushy or arrogant and may not be aware that they have even developed this unsuccessful attitude over time.
Or if your sales people always buy the cheapest and like to shop around, they will always buy that objection from your customers because that is what they do.
A sales victory strengthens sales people’s confidence, encourages and excites them to continue to set goals and to stay focused, even on the tough days.
PROFESSIONAL SALES TRAINING ON THE GOLD COAST AND BRISBANE
Strong business relationships are important today more than ever when you consider customers no longer have to buy locally. They can Google products and services internationally and even have them delivered to their doorstep.
Demonstrating credibility, trust and differentiating why you are distinct to other companies products or services, ensures that your customer perceives value in your product or services compared to buying elsewhere.
HOW OUR GOLD COAST AND BRISBANE SALES TRAINING PROGRAMMES WILL IMPROVE YOUR SALES TEAM PERFORMANCE
The Attitude Profile measures 22 specific categories, but below I have listed the top 9 key Attitudes that determine sales success.
1. Strong vs too Soft
Strong sales people will ask for the business and will deal with the ‘is’. They believe in themselves and will say and do what they need to say and do.
Too soft or weak and they have trouble asking for the sale. They want their customers to like them, so they don’t want to be seen as making waves or offending by asking certain questions.
2. Confident vs Low Self-Esteem
A person who is confident can handle knock backs or rejection and doesn’t take it personally. They believe in themselves and their products.
A sales person with low self-esteem will take things to heart and doubt themselves and their abilities. The customer can definitely sense this.
3. Persuade vs Dissuade
Such an important part of sales is having the ability to persuade others with your ideas, concepts, products or services.
A sales person who can persuade has the ability to influence the customer, is convincing and credible. They are prepared and cover the relevant points and come across as believable and reassuring.
The opposite of this is a person who caves in under pressure and can’t sustain the argument. They are too subtle and undersell the idea and are unconvincing.
4. Confront vs Avoids
Sales people who are in range have the ability to deal with people and situations in a timely manner. They will pick up the phone, make appointments, cold call and ask for the business.
If they are low in this category, they will avoid, delay or put off calling or seeing customers if they perceive there is or will be a problem. They are negligent at following up in an appropriate time frame.
5. Assertive vs Low Assertive
Assertiveness is simply having an opinion and stating it with courtesy, manners and respect.
But if sales people are the opposite of this, they are too timid and will have trouble in asking for the business or for a deposit or payment. They have trouble saying no, are too reserved, meek and hesitant and struggle to ask for the business or referrals.
6. Rapport vs Low Rapport
Rapport is often an area which is misunderstood by many sales people. Sales people who have too high a rapport, come across as too gushy and sugary sweet and are considered a light weight. They treat their customers as if they are their best mates and therefore are not taken seriously by the customer and their ability to influence is greatly diminished.
Too low rapport though and they are hard to get to know and come across as too distant and this can often be mistaken by customers that they are aloof and not interested. They have trouble interacting naturally or getting ‘in sync’ with people.
7. Communication Skills
The pinnacle attitude of any successful person is their ability to communicate effectively in all areas of their life. How well someone listens or doesn’t listen, the quality of questions they ask or don’t ask. Do they waffle on and talk too much, that it costs them the sale or do they not talk enough?
Excellent communication skills empowers a sales person to identifying their clients’ needs and then link the value.
8. Organised vs Unorganised
Why is this important? Because time is an asset that we are guaranteed to run out of. An effective sales people organises their time and understands the true value of their time and their customers. They will organise tomorrow last thing today so they have a day booked with appointments and do their paperwork at night. They start the day running.
9. Participator vs a Spectator
Sales people who are participators and strong are easy to coach because they put their training into practice and get results quickly. They are motivated and fully engaged in whatever they are doing. They know what they want to achieve and they take action.
If you have a spectator on your sales team, they are people who know they need to do or say something, but don’t. They know they should call a client, but they don’t. They know they should prospect, but they don’t because they think that’s the marketing department’s job. They just go through the motions, stay in the rut they are in and do not get results. They just become order takers and wonder why opportunities pass them by.
OUR GOLD COAST AND BRISBANE SALES TRAINING WILL GET YOU THE RESULTS YOU ARE LOOKING FOR
My sales training programmes will encapsulate precisely and clearly the areas that your sales people need upskilling in, ensuring they can adapt to change and successfully achieve the sales results you have been looking for.
I will give you a very clear understanding of why your sales people are currently performing the way they are, how they are unconsciously self-sabotaging themselves and why you have experienced certain challenges along the way. More importantly, I will show you how to fix it.
Sales are the life blood of every business and success brings increased confidence and increases the chance of future success.
Take the first step towards a healthier sales team and contact me today. You have nothing to lose and everything to gain as my references are testament to.