It all starts with the mindset of your sales professionals.....
- How do your people feel about selling?
- What activities are they consistantly leveraging to uncover opportunities?
- Which behaviors increase customer loyalty?
- How can you increase morale, motivate your team, reduce staff turnover, and increase profitability?
Your sales people are often the first people your customers meet. They reflect your organization and communicate your values. They need to know why they do what they do and be aligned to perform their very best. We can help motivate and inspire individual sales leadership through one of the most innovative sales training programs available today. The Integrity Selling program asks your sales team to take a reflective look at themselves, break through limiting beliefs, bring increased motivation into their daily sales activies, and teaches a powerful 6-step sales system which motivates customers to want to buy!
Selling to beliefs and values
Today, customers enter into the sales process much more informed. Informed customers can make sales more difficult, so new strategies are needed to turn prospects into customers as well as open new markets.
Instead of focusing on features and benefits, today’s top sales people focus on effectively qualifying client needs, recommending and collaborating on solutions, receiving validation of their solutions by the client, and handling objections by appealing to a win/win mindset. These behaviors are based on neuro-science and the emotional factor: beliefs, feelings and values are the reasons people buy. Therefore, the new, more refined selling behaviors require additional emotional intelligence in order to turn prospects into customers that close themselves.
In order to remain competetive and reach their targets, sales people must get know their customers by learning to read and access the emotional side of prospective customers.
Redefining the sales mindset will motivate your team
Integrity Selling addresses and aligns a number of important sales dimensions that generate the successful sales person's mindset:.
- Views of selling
- Views of their abilities
- Values and commitment
- Belief in product
Gaps in these aspects result in poor performance. By addressing these issues head-on, sales managers can help free their people from the internal conflicts that hold them back. This requires a behavioral change that is built on strengths while accepting and modifying weaknesses.
This new behavioral approach will help you to motivate your team. Sales staff will be less fearful of the initial cold-call or warm approach, and understand how to drill down into prospective customers’ needs. From this point, the following facets of selling become second nature:
- Uncovering the customer need
- Demonstrating solutions
- Validating claims
- Negotiating problems and negating objections
- Creating sales that close themselves – free of hokey closing techniques.
Igniting Your Team - Increase Sales
Your organization exists because of its sales, but unless your sales people learn to remain at the top of their game in the information age and customization, then your sales will suffer. Customers increasingly buy in tune with their beliefs and values, and sales people who learn to target these will benefit from increased confidence, improved productivity, and better sales numbers.
If you want to improve staff morale, reduce unnecessary costs caused by avoidable high employee turnover numbers, and increase market share, then focused coaching in effective selling will help you accomplish all these objectives.
Here at Forward Focus, we provide ongoing coaching to our clients, their managers, and their sales staff. Part of our unique offering is the Ignite Sales Newsletter. This newsletter helps sales people with:
- Asking the right questions to receive telling answers
- Preparation techniques for first-time and ongoing meetings
- Conversion of prospects into long-term customers
- The power of seeking validation for your recommendations
Subscribe to the Forward Focus Newsletter now, and you’ll learn about the effective sales closure techniques that are already benefitting existing clients.