The Six Steps to Sales Success
24 March 2010 at 14:25
Making the Link- the Six Steps to Sales Success
Effective Sales Behaviours poll results.
When dealing with sales directors and managing directors who are considering the most appropriate training for their teams we often hear;
"My sales team struggle with price objections, and tend to give discounts to get the business."
"They need to be better at objection handling and closing"
This poll was conducted in 2010 by Mike Ponting of Making the Link Ltd. It was completed by company directors, purchasing directors, and HR directors. Interestingly, it contrasts with what sales directors think their sales people need to be better at to win new customers and keep existing ones.
Respondents were asked; In your dealings with sales people, what aspects of their behavior prompted you to deal with them?
Step One: Overall results show that after Product/service knowledge the most important aspect affecting purchasing decisions is the ability to ask good questions and listen to the answers followed closely by being personable and likeable.
What does this tell us in 2010? The poll conducted on LinkedIn enables us to realize that sales behaviours that are most likely to have an impact in the market place are Questioning Techniques and Listening skills assuming that your sales people have sufficient company Product/Service knowledge.
Making the Link have utilized this information to design a fresh approach to developing sales training that has a significant impact on personal sales performance using Emotional intelligence and cutting edge tools to develop individual effectiveness and influencing skills
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Book a place on one of the MTL Open Courses and take your sales performance to the next level.
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