I’m just about to head home after spending a couple of weeks in the UK speaking at sales conferences and more importantly training salespeople, many of whom are just starting out on their sales careers.
Anyone who follows my blog will know of the satisfaction I get from training young salespeople and setting them on a path to success early in their sales life. This past week has been even more rewarding than normal for a couple of good reasons.
Before we start any sales training we always evaluate salespeople using the OMG Sales Evaluation tools. This gives us a very clear understanding of the sales strengths, any hidden sales weaknesses and the level of sales competencies that each person possesses. I use the results of these evaluations at the start of every sales training program to provide participants with an understanding of their own sales mindset and how this will potentially influence their ability to put into practice what they will learn on the program.
I find this stage vital as it demonstrates to sales training participants that “liking selling” isn’t enough to be successful, you must understand what is stopping you achieving real success in sales; training is only one element, your strengths and weaknesses are even more important. This insight is of enormous value when training participants are willing to take the findings on-board and endeavour to push through them. This was driven home with great power after this weeks training days. The response from the participants in these programs was life changing for many of them. I realise that sounds like somewhat of an overstatement but I can’t think of another word to describe the outcomes.
I received the following email on Thursday afternoon following a sales training day on Wednesday where 18 salespeople joined me to learn “how people make buying decisions and how you can influence these decisions”. I call it the Psychology of Winning Business. While I received a number of emails from the participants telling me how they were able to put what they learned into action immediately and how they overcame their hidden sales weaknesses, this one just blew me away.
This email was received by a young guy in his mid twenties who had been in sales for a couple of years and is working for an SME with annual revenue of less than 10 million pound.
Good Morning Gary
Thanks you for the sales training yesterday. It was an excellent day.
I wanted to let you know that myself and Ralph saw a new prospect today at 9.30am. We have never seen him before and after a 40 minute meeting we walked away with a commitment for 1 million pound of business.
Thank you so much.
What an outcome! This is a salesperson who, prior to training, believed that you couldn’t close a business sale on the first call. Can you imagine the difference that this incredible success will make to his sales beliefs and sales self-image going forward?
This is only one of many similar outcomes, albeit an extraordinarily good one, that I get from salespeople who are able to overcome their own self limiting sales beliefs and go into a sales call with a clear process and an expectation that you will gain a commitment by the end of the sales conversation.
The fact is that Laurie’s experience is not the exception, it is and always should be the norm for salespeople that follow a powerful sales process and have the right sales mindset. How would success like this change your sales career?
Contact me to talk about how you can change your sales outcomes just as Laurie has.