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6 Inconsistent Behaviours That Will Affect Your Sales

There’s something we all know to be an important aspect of the sales process but it’s rarely talked about: Being Congruent
 
Congruent - the quality or state of agreeing, coinciding, or being congruent. 

7 bad sales habits that you should drop now

Do you feel like you’re working as hard as you possibly can to make more sales but somehow you never seem to “close" enough? Chances are you may have developed a few bad habits that you might not even be aware of.

Here are seven bad sales habits that you should drop now:

1. Guessing at what you think the customer wants.

Presentation Overload

What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the client they have made a good presentation. They try to entice clients with the product hoping they'll see their need as a result of the presentation. They feel that if they have good product knowledge, are able to keep control of the conversation, and give the client every possible bit of information they'll get the sale... right? Wrong.

Why Transition Questions are Important

As people get more and more refined with their sales process they begin to execute on the individual steps of the sale with more confidence.

What separates the great from the rest of the pack?

Consider this ... your personal success has far more to do with you than with market conditions. In good times and bad, top performers remain top performers. Why? There has been an enormous amount of study into what accounts for the huge variances in sales success from one individual to another. We have heard Brian Tracy and others talk about the concept of Winning Edge as "small differences in ability translating into enormous differences in results."

Can you coach a result?

We often find ourselves coaching managers and helping them clarify what their true role is in sales management. Sometimes they look puzzled when we say: "Your job is not really managing sales or even growing sales." The sales manager's highest value comes from developing people.

Good Questions for Selling RSPs

It's RSP season again and for some reason, this is when sales people start to get lazy. They know they should be getting a client to acknowledge a problem first before they present a solution (i.e. a product) but for some reason, when it comes to selling RSP's at this time of year they resort back to a money grab by just asking if they have contributed yet. Oh, I know that is not their intention, but by just asking someone if they have contributed yet, that's essentially what they are doing.

What's the Problem?

There is a simple rule we advocate to help people avoid coming across as being pushy sales people: Don't present a solution (product) to a problem (need) that is not been acknowledged by the client. Generally speaking most people dislike having someone try to sell them a product that they don't need. By asking good questions you can get a client to acknowledge that they have a need which clears the path for you to comfortably present a solution.

Problem questions

Coaching - An Easier Way

If there was one thing that would make sales managers more successful it would be this: Sacrifice complexity for consistency; Adopt a "less is more" attitude and approach.

Results will be more evident when managers quit making sales coaching a "mile wide and an inch deep".

What stands in the way of more sales?

Financial institutions have strategies and plans for almost every part of the business. They have marketing plans, IT infrastructure plans, plans for how much risk they will tolerate, and plans for what they will do if a disaster strikes. Most of these plans are very detailed and well thought out. Unfortunately, when it comes to the sales plan - the plan on how their teams will cross-sell products and services to existing clients - many financial institutions are woefully unprepared.

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