Do you need to change the way you think about sales?
‘I need more sales’ is often one of the first statements that we hear when we start working with a business. Whether it is to support an ambitious growth strategy or to keep a float. Sales can often be approached with a panicked and negative mindset, especially if you aren’t used to sales and if you have a certain perception (and belief) about what sales is and involves.
Sales and selling is all about professionally helping others to buy.
Here’s a simple, yet effective sales training exercise to do with your sales and your marketing teams:
- What are your 5 beliefs about sales?.
- Write down no less than 5 beliefs you have about customers
- What are the 5 beliefs you have about products and services
- And finally, what are your 5 beliefs you have about money?
Did any of the following statements get mentioned about what sales?
“Pushy sales people / gift of the gab / talk too much / confident / too confident / cold calling”
And statements around customers… did they include:
“Indecisive, always want a bargain, won’t pay full price, want more for less, they think they are always right”
And products and services… were there comments based on them being a hard sell, that people don’t want them, that quality sells, they are too expensive”
And finally money. What were the beliefs around money? Perhaps comments such as that it is hard to come by, that personally, your team members don’t have any and that we need it.
Many of the above statements are negative in relation to sales, so what do you think that does to your mindset? If you have beliefs that sales are hard, and that when making a sales call, you preempt that the customer isn’t going to be interested… then guess what? They won’t!
If you believe that money is hard to make then it will be.
A belief is something that you hold to be true. In order to have and build successful sales teams, the above any product training / sales training you need to ensure that your team have the right beliefs about money and sales.
A sales person is just like a coach. They are problem solvers, communicators and invest in their continuous training and they have a positive belief about sales and sales people. Most importantly they have a strong and positive beliefs around money, and because of this; they will make and earn money, which is why you need them on your sales team.
Have a go at this sales training exercise with your team and then get in touch to find out more how ActionCoach Liverpool can work with your sales and marketing teams.
