Simple Sales Tracking Blog

What makes the best salespeople? aka the myth of the “gift of the gab” salesperson

It’s an age old adage that never seems to be shaken off. The idea of the ‘gift of the gab’ salesperson. It conjures up images of the sleazy car salesman with a polyester suit, and slick back hair who applies pressure and coercion in order to get his next commission cheque.

Fortunately for us in these days this is pretty much just a myth. The truth of the matter is that the dynamics of sales have changed greatly in the past 20 years with the advent of needs based selling. In his book “To Sell is Human”, Daniel Pink tells us that “the correlation between extroversion and sales performance, which is how many times you make the cash register ring, is almost zero”.

So, if sales is not just about being the big extroverted gift of the gab personality, what factors make the best salespeople in 2015?

– Adaptability

When you are meeting with a client, consider what type of personality they may have, are they extroverted and want to talk a lot or are they introverted and more interested in the finer points of what you have to offer. If you can adjust your personality style to the situation you will have a much better chance of closing the sale. In Pink’s book he notes that the average wage for an adaptable salesperson is $208 per hour – almost double that of the average introvert or extrovert personality.

– Always add value

Whether it is a client or a colleague, always aim to help. If you are constantly adding value to those around you, you will be more satisfied in your role for one, but you may find that it will come back to you in spades. Even if that buyer doesn’t say yes to you straight away, you have at least enlightened them to a problem they may be having and they were previously unaware of. Share a referral with a colleague or give them some timely advice and this will only be to your advantage.

– Have a process

Do you know why Toyota is the most successful car manufacturer in the world? Process. The Japanese have a very process driven culture and this is what allowed them to overcome Ford
and GM in the race to the top. It is the same in sales, when you have a process, or a blueprint to follow, you are taking out a percentage of the risk that comes from being unprepared for an
interview. What if you missed that crucial question that would have got you over the line? Have a process that works for you and stick to it.

– Sell yourself

And by that I don’t mean your physical body! Whatever you are selling, you must always sell yourself first. How many times have you heard of that great salesperson that works for an unreliable company and takes all their best clients with them when they leave? It has to be about selling yourself first, build that trust, then comes your product/service and finally price. People buy the value you deliver, the peace of mind they get from dealing with a reliable salesperson who will look after them through the whole process.

“You can have everything you want in life if you help enough other people get what they want”
Zig Ziglar

Article by Hayden Burgess – Sales Trainer – Sales Impact Group

Filed under: Sales Techniques and Strategy, , , ,

How many sales are you losing through poor sales process?

“To train or not to train?” – that is the question

Many businesses spend thousands of dollars on marketing and advertising to generate inquiries and yet spend nothing on training their salespeople to convert these same inquiries into sales.

A common misconception is that if the salesperson has great product knowledge they can make the sale. These types of salespeople rely on what we term “show and tell” selling which leads to price focused buyers rather than needs based selling.

Many sales are lost as a result of poor or even non-existent sales processes. The analogy I often use is when baking a cake you follow a recipe and if you do you get the same result each time. When you decide to change the recipe and say use less baking powder you may still get something that is edible but not the best result.

Well it is the same with many salespeople who have never had any formal sales training – they may have a recipe/process they are following but some of the key ingredients may be missing, resulting in missed sales which invariably leads to increased cost of sales not to mention lost sales revenue.

When you consider the cost of making a sales call can be from $90 to $500 depending on type of call and then take into account the lost opportunity costs it often comes down to leaving sales to chance.

I meet many businesses who would gain immediate sales from sales systems but will delay sometimes up to 12 months before starting.

The great thing about sales training is that it is entirely measurable and the return on investment can be seen almost immediately.

The cost of missed sales can be huge even for small businesses. An example might be a business where an average client may spend $200 per month over 12 months – this adds up to $2400 p.a. If the average client stays loyal to this business for 5 years then the average lifetime value is $12,000.

Now if our untrained salesperson is fumbling one sale per week over 46 weeks this amounts to $552,000 in lost business and over 5 years this could come to $2,760,000 and remember this is per salesperson.

Quote:

From Jim Koch of the Boston Beer Company, who once was asked by a wholesaler why he invested so much in training his people, when ultimately they might leave.

His reply was “what if I didn’t train them, and they stayed?”

Action Steps:

Review your sales processes – do you have systems for:

• Asking for referrals
• Managing new leads
• Identifying potential prospects
• Making appointments using the telephone
• Conducting sales interviews
• Quantifying your prospect’s problem in dollar terms

Brett Burgess is a Sales Trainer and Programme Developer for Sales Impact Group.

Filed under: Sales Techniques and Strategy, , , , ,

About

Simple Sales Tracking is web-based sales CRM software for the tracking, analysis and forecasting of individual and team sales pipeline and contacts.

Built with simplicity at its core, focus is kept on key sales tasks, while eliminating unnecessary ones, helping to ensure buy-in of the entire sales team.
Go to SimpleSalesTracking.com

Tweets