Sales Habits
Our high performance sales habits training is focused on enabling a sales person to achieve their potential. In our experience it is their 'habits' - what they do on a daily, weekly and monthly basis. They know how to motivate themselves when they just don't feel motivated, they take a target which is given to them and take ownership over it, they make the one extra call when all seems lost. We call these 'Success Principles' and our ability to train these is why SBR Consulting is fast becoming a favourite among those in the sales arena, from new sales people all the way to Sales Directors and MDs.
The programmes ensure people will have:
• A real understanding of the structure that makes an effective sales meeting
• Specific natural techniques that can be used straight away
• Understanding about the importance of letting the prospect talk first
• Confidence that you will be able to help client solve the “Real Issue”
• Know when to and when not to talk about yourself / your company
• Greater understanding of what makes a great salesperson for your business
High Performance Sales Habits©
The key word here is ‘habits’. In order to have sustainable change and growth, you need to look at a person’s habits – what do they do on a daily, weekly or monthly basis, which affects their ability to win business?
When it comes to training salespeople, most organisations spend the bulk of their time ensuring their people are up to speed on product and/or service knowledge and helping their people understand the process or technical skills necessary to sell.
There are, however, other areas which are just as important but often overlooked. As a result, to liberate sales potential and create successful sales habits the focus needs to cover all three of the following areas.
1. Process / Skills:
Selling is not a “Black Art” and although there will always be those who have a more natural communication style, it is essential to understand the stages of a professional sales meeting and all the top tips that can make or break a sale.
Q.U.I.S.™ Selling – The Consultative Sales Methodology:
• Understanding the natural process to meetings with a defined structure
• How to create Buying Atmosphere Vs Selling Atmosphere
• The power of Third Person validation
• Engineer the vision of clients as to “why us”
• Identifying buying signs
• Moving a prospect to action
Q.U.I.S™ can be adapted to suit both new and highly experienced salespeople alike. Other modules covered in the Sales Process section include:
• Understanding behavioural styles
• Formula for success in sales
2. Sales Motivation:
Increasing confidence and desire
Delegates learn how to make significant changes to their self-image and their level of confidence in a winning business environment.
Understanding Self Talk
Delegates learn about how their brain reacts when it locks onto a goal, and how they can use this to motivate them in their work environment.
3. Self Management:
How to use your stats as a motivator
Here we help the delegate to understand their 4-5 stats which are driving the revenue. Then can then develop a plan which reflects their strengths and areas to grow.
Developing your own pipeline and a relationship management document
Here we work with team members on their individual pipeline. This helps maintain a constant flow of prospects and tracks the prospects through the sales process.
Printable version - High Performance Sales Habits©
