Employees have to feel comfortable and secure at work, but the pressure of making profits and selling particular numbers each day can result in a toxic sales culture. As the leader or manager, you have influence and power, which means you could be the one creating that toxic environment. Your goal is to motivate your employees, but a tough-love attitude can quickly cross over to abusive. While some people believe that being unforgiving and tough is the best way to manage everyone, the truth is that each person on your team must be managed differently.
What enforces the rules with one person may not work with another. You can scream and yell with some people, and that’s the only way to get the point across, but with most people, politeness and compassion work much better. Read on to learn about the characteristics of a toxic sales culture and the affects it can have on an organization.
Have you ever wondered if selling is an art or a science? Talk to any successful sales leader and they’ll tell you that to succeed in sales, you’ll have to master a combination of both. Regardless of how sales was done in the past, science has proven that the brain uses specific patterns to make choices about various factors that are taken into consideration. To succeed in sales, mastering the art & science of selling means following a structured process while understanding the specific needs and problems of your customers. Continue reading “5 Steps to Mastering The Art & Science of Selling”
Whether you’re a rookie or a seasoned sales veteran, you will realize that sales trends and patterns change all the time. Most sales professionals want to excel and achieve great things in their professional sales careers.
Top salespeople don’t just have meetings; they are mentally prepared for meetings. Just as you would make sure you have the demo, the samples, the PowerPoint or brochures as well as the product video all keyed up on the tablet, top salespeople also take the time to prepare mentally. Are you mentally prepared for your next sales meeting? Here are 4 key attributes of mentally prepared sales professionals.
1) Mentally Prepared Sales Professionals are Organized and Focused
Top sales professionals keep a great record of their clients and their information. They have the names of their clients’ spouses, information about their passions, hobbies, and the industry they are selling into.
Mental preparation for sales presentations and meetings are a part of mental discipline. It is often not boring or a lot of memorization if sales reps are genuine and authentic. Get into a problem-solving mindset rather than sales mode with clients.
2) They Study the Unique Sales Problems of Their Clients
Mentally prepared sales professionals consider the information on the client already known, what would be helpful to know in this meeting, and how the product or service offers value.
In this way, mental preparation is a lot like putting together a jigsaw puzzle. In going over current information, the mentally prepared sales professionals may find missing pieces. Reviewing client information provides a framework for details and data for the sales rep.
This is vital to understanding the story and challenges that the customer is facing. By discovering these details in authentic and genuine conversations, the product or service becomes the solution rather than just a part of the puzzle.
3) They Are Experts at Adjusting Their Sales Tactics Based on the Client
It is very common for a sales professional to find a method of selling which works very well with one client. A common mistake is to develop a thought that this sales technique or method is the “perfect” option for all customers.
Customers are very different. This difference extends even to companies within the same industry. What works as a solution for one company may not be needed or effective in another company. Locking into a mindset of one sales solution for all customers is not only self-limiting, but it is likely to be self-destructive.
A better option is to maintain an open mindset about trying new things. This also goes back to not taking rejection personally. In some cases, the deal-breaker may be the approach that was used. Experimenting with different approaches and methods differently will keep the sales professional focused on the buying signals sent by the client.
For example, one customer may want to spend 10 or 15 minutes sharing personal stories and getting to know you as an individual. Another client may want to talk about the problems they are experiencing, and a third client may want to include a team approach to making a purchasing decision. Some customers may want information emailed while others will want to hear your presentation at the meeting. Understanding each customer will impact how you structure and plan your time with the customer.
4) They Communicate in a Relaxed and Genuine Manner
By being flexible and carefully discerning what approach is best for the client, top salespeople vary their presentations, communication styles, and interactions with the customers. This flexibility comes across as authentic, natural, and not stilted or forced. It also gives you additional ideas for how to be comfortable in trying new approaches with future customers.
Not being rigid also allows the successful sales rep to quickly read a customer and adjust their style in the first few minutes of a meeting. Challenging yourself to meet the best style for working with a customer is a great mindset for success and one which will have an immediate positive impact on any meeting.
There are many people who have managed to find success in sales without ever reaching their true potential because they become content with their success. Many sales professionals often lose sight of the fact that there is always room to improve and do more to advance their careers and gain even more success. Those who take this extra step in sales and push themselves to the limit are known as the top 1% of sales professionals. They have found smart ways to succeed in sales by creatively thinking outside of the box and working hard.
These top performers in the sales industry aren’t just the people bringing in the most revenue for their companies. They are the ones setting the standards for everybody else by setting the trends in their industry. These top sales professionals are always hungry for more opportunities to succeed. How do these top 1% of sales professionals reach the top of their industry and continue to ride a wave of success?
In order to reach the top 1% of sales professionals, you must embrace the idea of being a trendsetter. Success is a lifestyle, not a destination and if you follow the footsteps of others you can reach a certain level of success. However, in this competitive business world, it takes more than that to reach the highest level. With this in mind, following the safe path will not always take you to the top of your game. The safest choice is not always the best choice if you want to be in the top 1% of sales professionals. Trends in business are always changing and the ones who are willing to innovate and adapt to the ever-changing landscape of business will separate themselves from the pack. How can your business set trends instead of following them? Here are some smart ways to succeed in sales in today’s complex and competitive world.
1. Make Time For Creativity
It’s hard to be creative when you don’t make enough time for yourself to let the good ideas flow. Be patient with the process and learn to play around with new ways of doing things. Don’t judge yourself too hard when you are brainstorming. Trendsetters in business are willing to think outside of the box and patient enough to let new ideas grow. The right work ethic and the willingness to explore new ways to tackle a problem will set you apart from the rest.
You need to know the rules in order to break them. Learn what trends dominate your market so you can think of new ideas to change the way things are done. Read about the latest industry tactics. Learn from the success and failures of your competitors. Attend webinars and conventions of leaders in your industry and learn as much as you can from them. Trendsetters are always 2 steps ahead of the competition because they stay informed and can anticipate moves in the game.
Listen to your customer base and understand what works and what doesn’t. Knowing these simple things will help you generate new ideas. Figure out what they need and capitalize on it. Understand what customers are saying and have an honest dialogue with what they have to say about your business. Learning from your customers will help you to innovate and think clearly about what really needs to get done to improve your business.
Separate yourself from your competitors by learning how to brand your business effectively and often. Incorporate your brand into every facet of your business so that customers learn to recognize you. Learn your strengths and emphasize them. Establish a good reputation with your customers by developing valuable content. Valuable content is not an advertisement. Valuable content helps to solve a problem, answer a question or address an issue for the reader.
5. Build A Great Team
Strive to build a strong foundation for your business by hiring innovative people who will go to bat when you need them to. Treat your team with respect and motivate them to keep up with new ideas in your industry. Inspire your team by holding brainstorming sessions. Let your team bounce ideas off each other and think of ways to help foster creativity by communicating clearly with them. You’re only as strong as your weakest link so it’s important that everyone is on the same page and running like clockwork.
Succeeding in sales today requires that you think outside of the box, work like hell and call on a large pool of ideas to draw inspiration from. You need to be creative and you need to suit up and show up every day. The top 1% of professionals forge their own path by exploring new ways to innovate and expand. Learn to stay motivated and hungry by executing your goals in a timely and professional manner.
If you want to learn more about how to forge your own path to success in sales and sell like the top 1% then visit The Sales Coaching Institute website. We practice smart selling and teach you the latest trends and concepts to open your mind to a new world of possibilities.