Appropriate Punishment For A 4 Year Old That Wont Listen Three New Tricks to Boost Sales Performance – From an Old Sales Trainer’s Casebook

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Three New Tricks to Boost Sales Performance – From an Old Sales Trainer’s Casebook

Many years ago in Australia I worked as a technical consultant for a good problem-shooter to identify inefficiencies in the Australian end of the big electronics industry. I worked with them for three years, twice a year, traveling the country, 4 states, doing their sales training.

The first trip was simple, simple ideas, and it is still being taught today. What do I do the second time, and the third time and the fourth time? What I found may work for you today.

Trick 1: Get the customer to tell you what he wants from you.

I decided to ask a customer. I call the best seller in Australia; This is a living story.

“How many salespeople do you work with?”

“No! I haven’t met one.” is the wrong answer.

“Would you invest an hour telling a sales team how they should do business with you?”

“Yes.” was his immediate response and I went to check on him to set it up.

He finally arrived and was ushered into my classroom. The students were impressed and a little afraid to meet, and listen to the good man.

He spent an hour berating them about all the mistakes salespeople make and I’m sure the list hasn’t changed. A small sample:

  • Treat him like a customer.
  • The whole thing is feature focused – we’ve got an x ​​and ay and az and it’s great.
  • Not understanding the simplest questions; “How does this guy make any money off of selling my stuff?”
  • No interest in my business.
  • No idea how I set up the product, and the position of its purpose in my sales strategy.

He spent a second telling them how to sell to him. It’s the easiest sales training I’ve ever “run”.

They were sorry, embarrassed, very sad when it was done, so he gave them a consolation prize in the form of one of the biggest orders that the office received. Beer all night? You bet.

The idea still works two years later. So if you sell to retailers, try it. It’s free, and customers can’t resist the opportunity to tell the seller they got something wrong.

You can do this yourself, and I recommend you should. It’s a great way to build relationships with customers. I bet you will get more sales. You may need to change the approach to your business.

If you’re a seller, why not get a customer complaint to come in and tell you what’s wrong, and what customers really want. You might have to give them a gift, but if you think about the extra sales you’ll make, that’s cheap training.

In the hospitality industry, you can get customers on your side by giving them the opportunity to explain to your employees how they feel when they are faced with an impossibility. quality or character.

Trick 2: A day in the field is worth three behind the table.

The easiest way to find out what your salespeople need to learn is to spend a day working with them.

When I do it I will make sure that I am taught as a new boy, new to the business and just learning to find my way. I will say very little, just hello and goodbye. I will listen and watch and make my notes.

The most difficult thing is to prevent eating and making sales myself.

When we leave for the next call, I will ask the salesperson the “why” question.

  • When he said that, what was he really looking for? What do you say? Why? What’s next?
  • Why can’t he say it?
  • This kerbside meeting works best when I struggle with what could have been done differently or better.

A day in the field gave me new insight into the behavior of sellers, their doubts, fears and blindness to time and customers’ signals. I have enough material to work on for two or three days of actual training. And my faith rose because it was all real, their world, and I could do it, not just tell it.

The payoff is that the discipline of listening has taught me what customers want.

Step 3: Count the individual photos

If you work with a sales team for an extended period of time, you will notice that the salesperson’s personal image is reflected in their personal presentation. As their own presentation will improve their results.

I have trained a talented salesperson for over two years. In the beginning, it was rough and not a diamond. A little scruffy, shoes not polished, shirt and slacks, tie poorly tied and a little out of date. His language is poor, with excessive use of jargon, and poor questioning skills. He is very matey with some customers, and easy with others. It looks like it doesn’t work as well as it does. But it can be sold.

Slowly I saw it as a change. He has invested in a good suit with a match and shoes to match. He had a regular haircut. He changed his language to slang. As the self-image he prepares is better, his customers pay more attention to him. They seek his advice and respond to his advice. His sales have improved. He worked hard to understand their business and suggested how they could work his products to be more profitable.

The last time I saw him he looked great, sounded great and was quickly moving up the sales management ranks. It’s not about sales; he has those. It’s all about self image and self confidence.

The moral of this story is that anything you can do to build self-confidence will pay off in sales.

Here’s hoping you find these ideas useful, and can work out a way to incorporate them into your business.

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