We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not only on the way salespeople work but also the results they achieve in the short and long term.
You’ve heard the phrase ‘Insanity is repeating the same things over and over, but expecting different results’. Well, we see many people showing signs of insanity in the way they approach their work. They often accept average performance as the norm, rather than concentrating and focusing on what they can do to improve.
Repetition is the key to mastery in all fields and sales is no different. If we recognise that, we can employ one of the main strategies that will improve results.
Your brain has over 100 million cells called neurons. Each neuron can connect to over 15000 other neurons. That’s a lot of potential connections. If you have a singular thought, it creates a flash of electric impulse connecting various neurons. Repeat that thought, and it forms a pathway that becomes easier to repeat over time. This is an example of what neuroscience called ‘plasticity‘.
Plasticity enables the brain to create pathways that are easier to follow the more they are repeated. And this is the main point; with repetition and focus, a person can improve their abilities and they can improve their results. The key is to repeat the ideas.
An athlete will repeat key movements time and time again, allowing the brain to instinctively repeat those movements and ‘learn’ its way of behaving. And the way that this can be repeated until it becomes an unconscious reaction is through focus.
Focus gives you power. Focus is one thing that, if improved, can affect your results, as it contributes towards the plasticity that drives learning and development. The way you learn, remember and master new information has not changed as we have developed.
To become a master at sales, you need to pay attention and focus on what you are doing to improve your skills. That focus will help you to concentrate on what you need to do to affect the results you are getting now and how it will improve your long-term outcomes. It will also improve your brain’s plasticity and make it easier for you to change the way you work.
MTD Sales Training
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Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople bring with them, and often comment to us about their professionalism and business acumen.
However there are still too many salespeople out there who simply try to sell their products. They believe they have great products and they should be being bought by every prospect in their industry. Nothing wrong with that, of course.
But it’s when the products and services are the main focus of attention that it becomes pushy and forcing. Prospects will only buy from you if they see the benefits to their business. Plus, today’s buyer wants and needs help to see how their business can be better. If you’re able to offer that kind of help, there is more chance that the prospect will listen to your suggestions and see you as a real asset to them.
By becoming a business resource to them, you open up many opportunities to do business and assist them in becoming better at what they do. Think to yourself how you could benefit their business other than with your products and services. For example, how could you help them know more about business opportunities that might be available to them? Could you keep them informed of new ideas in their industry? Could you link up with them on LinkedIn and provide them with links to thought starters or highlight and forward some group activity information that they would find useful?
Think how you could increase the value of your company’s back up to their business and to individuals within it. Could you create newsletters and whitepapers that show what the client could use the products and services for in increasing productivity or reducing costs?
Whatever you can do to improve their business success will improve your chances of gaining a positive result.
MTD Sales Training
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I’ve listened to more presentations from salespeople than I care to remember. Many have been superb, most average, some dire.
Where I see most successful salespeople getting the orders is when they remember the prospect is simply not interested in you or your product. Your services after the sale are not high in their mind. Your integrity and what they get by buying from you is low on their list of priorities.
Prospects are more interested in what the end result or advantage your product or service will produce for them as opposed to what your product does. It can be greater productivity, lower overhead, monetary savings, or an increase in their quality of life. Whatever it is, it has to be something they can see will obtain measurable results for them.
If it’s your first call to a prospect and you’re trying to convince them of the benefits of having a meeting with you, then you need to talk to them about how what you have will provide better results than what they are currently experiencing. By finding out from existing and past customers how you made their lives and businesses better, you have ample reasons why your solutions could be the best choice for the current prospects.
Concentrate on what you can provide for prospects. Allow them to see measurable results that will make a real difference, and you can focus on what makes that happen, rather than just the products, which, frankly speaking, don’t matter.
MTD Sales Training
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