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Working with Global software company based in a very iconic building that graces the London skyline, some amazing views afford from the building.
Working with Sales professionals to further develop their high-performance potential with tailored coaching and development analysis.
Starting this development and coaching with a benchmarking process that provides a supporting and structured approach.
Working with Global distributor and the sales professionals on a number of key subjects, objection handling, questioning techniques and negotiation strategies.
Great interactive sessions that always lead to great sharing of ideas and experiences, looking forward to follow-up on application and impact.
With Global IT organisation working with Sales leaders and focusing on developing, improving and providing “real life” input. It seems no matter what level of experience and expertise you can learn or fine tune your coaching approach.
Remember as a sales leader you have 3 key roles
Being the sales Manager.
Being the sales Leader.
Being the Coach.
How much time are you spending in each of these areas?
Working with international IT and services organisation and given that buyers can be 56% through the buying process before effectively engaging with partners, the ability to negotiated more effectively is even more paramount.
Working with a great set of professionals that realise to become a great negotiator requires a process, practice and confidence.
Great to see and be involved in helping the professionals with all 3 aspects.
Love sales
Working with a number of organisations, sales professionals with a focus on selling to the different behavioural styles that are all within the DMU (Decision making unit). This follows the old adage “People buy from people….. they like and can communicate with”.
The approach is based on a neuroscience-based specifically designed to identify the behavioural preferences that directly relate to relationships.
The impact has been better alignment of selling styles, increased relationships and more business closed, one sales professional leveraged the behavioural style with the key decision maker to close an opportunity of £3million.
The softer skills are required evermore in a more challenging and complex environment! what impact could this have to your business / sales opportunities?
Working with Global distributor and the focus of the interactive sessions has been on, outbound calling, for some reason there seems to be a great deal of negativity in around this!
There are two quite simple areas to stay focused on and the results will be very impactful.
Area 1
Focus on key areas that your target audience are really interested in, examples, such as Adding/winning new customers, increasing competitive edge / advantage, understanding market trends etc. So, keep the focus off you and be relevant.
Area 2
Focus on the key principle of reciprocity, give something of value to your customer (insight) and they will feel more inclined to “give” more back to you, this will often be in the form of more time and data.
Keep these areas in mind and it will lead to a better experience for all concerned.
Working with Global distributor and focusing on good objection handling techniques, great interactive and informative sessions with the teams, that have generated very positive results.
We all know that there are a number of well tested and effective objection handling techniques if applied correctly.
However, the best objection handling technique is based on an effective questioning structure that ensures sales professionals ask the right questions at the right stage.
So good questioning structures to explore are 6QS and the opportunity wheel.
Other’s to share?
Working with blue-chip financial organisation on some key pressing issues that all organisations need to deal with and are ever more significate in today’s environment.
Focus areas being:
· Understanding clients key buying motivators.
· Aligning value to these key buying motivators.
· Dealing with objections and areas of concerns effectively and sensitively.
Great interactive sessions, allowing all to share positive and challenging situations, even though it can be uncomfortable, getting open and honest feedback is a great way to expand your portfolio of skills.
All involved commented on the value and experienced gained through the workshops.
When and how did you last get honest and open feedback?
Out in Eastern Europe, where Europe meets Asia, carrying out negotiation workshop with a team that I have been working with for a duration of time. It’s great to see the sales professionals applying the techniques and seeing the application and development of their skills.
Really does highlight the fact that providing the reinforcement coaching and support has a real impact and provides a better chance of the sales training “sticking” and having the desired impact.
The approach of taking a key development area and keep on reinforcing it and going into real depth has helped ensure the skill adoption and behavioural change required.
So, skimming a subject does not provide or support the adoption required! Is this approach a luxury or a necessity?
During coaching sessions with IT client, it highlighted the difference between sales professionals using 6QS questioning methodology and those that need are still resistant to change.
The sales professionals using 6QS are :
Qualifying better.
Not missing key details.
Identifying new and more business opportunities.
Having far longer conversations.
Improved forecasting accuracy .
Providing more in the way of Insights.
Closing more business.
Change is not easy, but the benefits are rewarding for those that are prepared to embrace change.
More details about 6QS can be found at
https://6qslive.com/products-services/6qs-standalone/
Recently in Malaysia working with organisations partner network, running sales sessions, always great to work with partners and the challenges they face.
Hopefully we are all aware that end users, customers, are evolving the way they engage and buy with partners, vendors and suppliers. For example, they can often be 60% through the buying process before engaging with an “outside” entity.
Focus of the sales sessions was how do we adapt and maximise this dynamic and other changes. Great feedback and interaction from the partners which now have ideas, confidence and approaches that will help them adapt.
Love sales.
Working with a leading financial organisation with a particular focus on the softer skills, there is often the usual reaction of “I do not like role plays”, “they are not real”, “they make me feel uncomfortable” to name a few!
After a session of “real plays” the attitude has completely changed, and I asked for feedback as to why?
“ I can see why you call them real plays”
“ You quickly forget that you are not in front of a real client”
“Getting feedback from colleagues is so valuable and provides great insight”
“applying the techniques helps imbed them quickly and gives you the confidence to apply”
So, this highlights the importance of doing “real plays” and to practice with colleagues provides a great opportunity to gain feedback and an understanding as to how you come across to clients without having to practice with real clients.
So, let’s keep an open mind and embrace the opportunity to learn and practice.
As we know providing sales development to sales professionals is extremely beneficial and drives the impact that we are all looking to achieve, but to avoid the “knowledge fade”, in which we are lucky to retain and apply 20% after 2 weeks.
We need to provide the reinforcement, coaching and impact assessments to provide clear evidence that what has been shared is having an impact and gives the business the clear impact they need to continue with the development of the sales professionals.
Current financial client is going through this and the impact assessment has shown, millions have been added and this is just with one team.
How are you providing the reinforcement, coaching and impact assessment to the Sales professionals and business?
Love sales.
Giraffes, Zebras and Gazelles
Recently down in South Africa working with global organisation and a team that I have had the pleasure of working with for the last few years.
The giraffes, Zebras and gazelles were seen during the day while conducting the workshops, what an amazing environment to conduct sales workshops in, which was focused on strategic account planning, best practices and dealing with the “Knowledge fade” that happens to all sales professionals.
This “knowledge fade” is an important aspect for all sales professionals and managers to be aware of and ensure plans, support and reinforcement are in place to deal with this, the results from the team have shown what impact can be made with regard to this, double digital growth of the last few years.
How do you manage knowledge Fade?
Love sales
Working with Global organisation and the customer has just verified the impact of the sales training and in particular the impact of account planning, an increase in revenue of an impressive 56.5%.
I have to say the engagement from the sales professionals has been excellent and there is still far more room for improvement. So, an ROI can be attributed to sales training and with the right coaching, reinforcement and practical application can have a real and impressive impact.
Now focusing on the next stage of development for the sales professionals
Love sales.
Recently working with a client down in Australia, with a keen focus on the softer sales skills and techniques. A wide experience set and tenure across the team and very impressed with the sales professionals’ approach to sharing best practices across the team.
Also, the fact that they approached the workshop with an open mind and hence gained a great deal from the workshop and their peers.
How often do we see sales professionals resist or have a closed mind, appreciate change is not easy, but our clients and customers environments are in a state of flux, we need to ensure our approach is flexible and we are open to change.
How do you ensure you are being flexible?
Love sales.
This is the first of a number of videos covering key Sales areas, if there is enough interest will post more of these.
Running workshops focused on account planning here in Europe, great interaction and light bulb moments from the delegates.
We must treat account planning as an ever-green exercise, as things tend to be in constant flux. Account planning allows us to stop “relationship fatigue” from setting in within accounts and relationships.
The impact and results have reinforced the value of investing your precious time as a sales professional.
Love Sales
A recent workshop here in the UK, on the “softer” skills of working with customers to develop those important relationships, given that 90-95% of our decisions are made due to emotional factors, understanding and working with this is critical to any sales professional success.
The tools and techniques covered are instrumental in achieving greater success and the impact of this has already been demonstrated by the sales professionals as they have closed more business and in a quicker manner.
“I am able to see opportunities where I once may have missed and accomplish success where I may have otherwise failed”.
Working with Global Software organisation with a focus on negotiation skills, great interactive sessions, that highlight the importance of understanding and using structure, also the importance of practicing and applying the key tools and techniques.
Interesting discussion point was raised…
“Is Donald Trump a good negotiator?” Your thoughts!