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Sales Training Consultancy
Sales and Sensibility Coaching Limited |
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Steps 1 - 7
STEP 1
The first step to creating a team full of top performers is to recognise and understand the attributes that make a top performer.
The Formula
A Top performer is 80% attitude & 20% skills and techniques
Attitude is made up of 3 components…
Vision
Passion
Action
• To have a vision they need goals
• To have the passion they need motivation
• To take action they need to be committed and determined to succeed
If you develop a team that have
Vision + Passion but NO ACTION – you have a team of dreamers
Action + Passion but NO VISION - well they simply won’t get there as they don’t know here they are going
Vision + Action but NO PASSION – it is likely that they will lose their motivation along the way
To create a team full of top performers you need to develop all three so the vision, passion and commitment to take action in each individual.
Step 1 is the biggest step of all however as you may be able to see from the questions you have answered above it is the step that many organisations fail to train.
Step 1 to creating a team of top performers includes …
• Creating powerful goals - Remember just giving targets out is not a powerful goal!
• Understand the dynamics within your team & what really motivates each individual
• Agreeing of a set a team value’s
• Get your team out of the comfort zone
• Have your team take responsibility for their success and ownership of their actions
• Break down and remove any barriers that your team may have that will stop them taking positive action everyday
• Recognising any current strengths and attributes
• Increase their level of commitment to take positive action everyday
Once you have covered Step 1 you will have taken the first and most important step to creating a team full of top performers!
The next step is to increase the capability and confidence in your team to sell and over achieve!
This is where we start to work on increasing their skills & knowledge. So what skills and knowledge are essential to creating a team full of top performers?
STEP 2
Create a successful value proposition & have the confidence to deliver it!
Your team are the first entry point that a customer has into your business therefore it is essential that your team has the knowledge and skills to deliver a value proposition for your business that will put you head and shoulders above your competitors.
A value proposition is what differentiates you from your competitors. A successful value proposition will show that you deliver on both price and value.
STEP 3
Deliver an introduction that grabs attention & learn how to effectively build rapport with your customers
In the first 10 seconds customers will decide whether they want to take your call or make an appointment with you, what do they decide this upon …your introduction. A successful introduction includes 5 key components …
Who you are
Where you are calling from
Why you are calling
An opening benefit statement
What’s it in for the customer to listen to you
Rapport at the early stage of a call or visit is essential. Top performers can successfully build rapport and change their communication or preferred style to match their clients which immediately helps build rapport.
STEP 4
Have the confidence to handle objections
Objection handling is a skill however top performers don’t just have the skill to handle objections they have the confidence to handle objections. Creating this confidence is easy; you design a process for handling early objections and a process for identifying and handling real objections. If your team have a process to follow when the receive objections they will be able to handle them confidently.
STEP 5
Learn the art of successful questioning techniques
Having spent many years in sales myself I can honestly say that the one thing that made me successful in sales is questioning. A Top performer has the skills to effectively ask questions that will get customers to open up tell you their needs. So step 5 is learning how to create a set of opening, situational, key qualifying and problem questions relevant to your business that will get the customer to open up and tell you their needs.
STEP 6
Understanding the difference between emotional and rational needs for buying
Top performers understand that when a potential customer tells you a need that you don’t go straight in to selling the product or service that you offer. Top performers probe even further to identify if they are buying emotionally or rationally and why it so important to them. Why do they ask it …because they need to see if the need is real and whether the have any further needs before they start selling as selling to the wrong needs invites one thing and one thing only … Objections
STEP 7
Sell to the clients needs
This is to good old product sell V the needs sell. If your team think that selling purely on product or brand is enough then they are missing a lot of opportunities!
A Top performer knows that you must firstly identify all of the needs and the emotional and rational needs for the customer buying then you match your product or service to the clients needs. Why...well firstly the customer will recognise themselves that they need your product and service and instead of feeling like they are being sold to they make an informed decision themselves. Secondly they know the selling to needs means less objections and a lower drop out rate if that is relevant to their industry.
Show me how Sales & Sensibility can create a bespoke Top Performer Formula for my organisation at £99 per delegate...
CLICK HERE... The Top Performer Formula
If you would like to know more about our sales training courses then please complete our sales training course enquiry form or phone Fiona Challis on
0118 976 7658
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