Team members don’t always help – much less listen to— each other, especially in the sales business. This is one of the bad habits that can happen to otherwise good sales professionals. And good habits can do more to determine long-term success than tactics and methods. Good habits are most helpful when they are learned early.
I recently delivered sales training that highlighted the cultivation of good habits, goal setting, time management, and so much more.
Both sales training workshops were for the same client: A company in the computer security space. They hired me to train their relatively new inside sales teams on the west and east coasts. Together with management, I put together a comprehensive and dynamic three-day program to suit their particular needs. Most of the department was new to the industry or new to sales in general. Here’s a taste of what I put together for this group.
Learning to Listen: During the workshops, I encouraged everyone to share, and, even more important, to be good listeners. “Learning to Listen” is the name and focus of one of my sales training modules and represents a crucial skill in the sales industry, yet it is rarely taught. Listening is one of the most important things sales professionals must do, and do well. And I don’t just mean listening to potential customers. Sales people need to know what’s going on in the world around them, and they certainly need to know what their colleagues and competition are up to. Much can be learned from listening to peers, about their successes as well as their failures. This is a vital habit that can be developed at any point in our careers and even our lives.
Effective Time Management: Effective time management is another extremely important skill. These days we all find ourselves challenged to find time to do everything, but in sales, it’s essential to make time to dedicate to selling, finding ways to be more productive, and eliminating distractions. Salespeople that don’t use their time properly rarely meet their quotas. In this module I shared my dozen or so ideas for how a salesperson could use their time more effectively.
Habits of Highly Effective Salespeople: In this module I covered habits that make for success in selling. A few of the habits I cover are patience and confidence. A lack of time can lead to a bad habit – Impatience. This may sound contradictory because in sales, a sense of urgency is definitely required. But don’t confuse the two. A rush to get results right away may be rewarded with short-term bursts of success but will ultimately result in a roller coaster-like career. Plus, customers and prospects are always turned off by a pushy salesperson. Patience is more than a virtue; it’s valuable and underestimated. Patience conveys confidence and allows you to take your time and stay in charge.
Confidence: You could argue that confidence is not a “habit,” but it is a quality that can be acquired and nurtured. By knowing the history of your company and your product, and drawing from past successes (the company’s and your own), self-confidence will grow. Prospects can feel confidence on the other side of the table or phone line. And confidence sells. When’s the last time you bought willingly from a salesperson lacking confidence? It’s crucial and yet it’s not discussed enough in sales training programs.
Sales Process: This is the core module of the training I provide and covered it in-depth in these workshops. We talked about each step of the sales process along with setting weekly goals, KPIs and making better cold contacts. When process improves, results go up. I also included lots of role-play in the workshops since it helps to simulate real-world selling situations.
DiSC: I introduced the concept of adaptive selling by applying concepts from DiSC. Each participant took a DiSC Sales Profile assessment. DiSC-based training involves understanding your own personality as well as the customer’s, and adapting yours to best sell to theirs. Using the DiSC style of sales, a rapport is more easily established between the seller and the prospective buyer, which is more likely to result in a satisfying outcome for both parties.
Sales has a lot of components, and superior preparation can serve as a strong foundation for the future of a business and a career. I offer well-rounded training that covers sales from a variety of different angles, and can be customized to meet your available time and budget. For more information, click here.