One in three sales people are non-performers?
Surprisingly even in the best companies Gallup found in a recent survey that 35% of the sales force did not have the talent necessary to achieve acceptable results.
*Ref = Gallup Poll
When sales people feel confident and passionate, they can access new levels of talent and success. Courage allows sales people to beat call reluctance, to question up, inject personality into their pitch, give uplifting presentations, to follow up and close up, and so on.
Whether your team are National Account and Key Account team; New Business Development Managers, Key Account Managers or Telesales we work across all levels and types of sales.
Our Sales Leadership PrinciplesGreat sales professionals ask more questions of the prospect than vice versa. Understanding the potential needs, passions and pains of the client in order to tailor the offer is essential.
The less confident the salesperson is in their sales story, the more often lower prices will be used as a success strategy. Being a passionate, compelling storyteller and talking ‘benefits’ will push up the value of your product or service.
Questioning up (then of course listening up) leads to matching up. All the clues and directions you need to match the offer to the individual client and close the deal.
The most compelling salesperson can come unstuck with systems that let them down. Or worse, they have no systems at all. Getting organised and creating supportive structures is the answer to working smarter not harder.
The devil is in the detail. It is not only about walking the talk, it is about dressing it, accessorising it and kitting it out.
Promise keepers earn respect. Being responsive and doing what you say you will, will take you a long way to becoming highly effective. Following-up is fundamental to closing the sale
PROFESSIONAL DEVELOPMENT UPLIFTS PERFORMANCE. IT IS THE FOUNDATION OF HIGH PERFORMANCE!
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