Sales Today

Richard wears many hats which is indicative that he cares deeply about sales and that it is done well.

In this episode we look at the elements of PQ - partnering intelligence - and discuss how it can be used to guide a modern sales approach.

He brings his unique spin to this and shares a number of powerful maxims and NEAT structure.

We talk about language patterns and the mindset of being uncomfortable.

What are you doing to help your customers 'fall in trust' with you?

Learn more at: https://linktr.ee/fredcopestake

Take the Scorecard: https://collaborativeselling.scoreapp.com/

David's favourite title is actually 'Values Activist' and when you hear him talk this makes sense.

He focuses on values because we are all values-driven.

It's what makes us human.

Understanding human values will absolutely change the way we look at ourselves, the people around us, and those we hope to engage with our work.

We are all driven by what we value.

Think of your values as the GPS system that determines everything you do.

In this episode he talks about his new book and how it helps figure out the people you want to understand, engage, and motivate.

He shares three genius questions that can be used to unlock an individuals core values.

Is it time salespeople stopped talking about 'need' and 'pain' and even value from a perspective of ROI and focussed on what people really care about?

Learn more at: https://linktr.ee/fredcopestake

Link to David's Book: https://www.amazon.com/Death-Demographics-Valuegraphic-Marketing-Values-Driven/dp/1544534620

'Muddled Mindset'.

This is being misaligned. It can happen at organisation, management and individual level and means that the confusion leads to frustration and wasted effort.

We can counter this by creating better alignment through ensuring clarity within the organisation which allows management to provide better coaching.

This in turn confirms for individuals that their approach is consistent with top performance.

Core to this is having a solid framework.

The VALUE Framework encourages sales team to consider each part of their selling.

Validate - How to check fit for doing business.

Align - How we can prepare to work together.

Leverage - How to use insights to have intelligent discussions.

Underpin - How to present, prove and agree.

Evolve - How to develop the business.

Ad hoc random selling activity is not an option for those seeking sales success in an increasingly confusing world.

Are you clear on how you will operate to be relevant for all parties?

Take the scorecard: https://collaborativeselling.scoreapp.com/

'Olde Worlde'. This is being old fashioned.

It is when salespeople are too self-centred rather than customer focused, too technical in their approach or use bad techniques better suited to a bygone era of selling.

We can counter this by getting up to date.

Flip attention to the world of the customer.

Follow an approach that identifies issues rather than forces a solution.

Focus on things that actually work rather than old school tricks.

We can still learn from some of the solid sales best practice but must ensure that everything we do has the appropriate modern twist.

Staking our success on something that worked 30 years ago is risky if it doesn't add value for customers.

Consultative selling is no longer enough – are you stuck in the past?

Take the scorecard: https://collaborativeselling.scoreapp.com/

'Busy Busy Busy' . This is being ineffective. It results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results.

We can counter this by preparing to make the most of opportunities, planning to balance work to reduce stress and using process to focus on the right activity.

The top salespeople will also work on their mindset and approach customers thinking like a partner.

They can use the elements of PQ or partnering skills in the way they work. PQ is made up of:

Ability to trust. Do you give people your trust, or do they have to earn it?

Win-win orientation. Do you employ a problem-solving approach that creates wins for all concerned? Comfort with interdependence. Can you allow your partners to accomplish their assigned activities, even if they don't do it the way you would?

Self-disclosure and feedback. Can you easily disclose and articulate your needs, as well as express your appreciation or disappointment?

Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?

Future orientation. Do you look to the future rather than the past in evaluating your business relationships?

This is part of developing a collaborative selling approach.

How do you think about your customers?

(Originally presented as part of the 'How to modernise your sales without losing the human touch' series)

Take the scorecard: https://collaborativeselling.scoreapp.com/

Don't be wooden!

Dominic is the perfect person to give advice on bringing your screen presence to life and having impact.

As a trained actor he understands the tools that the world's top actors use to command the stage and the camera and how to step into your audiences' shoes, listen better and build trust and rapport.

We also talk about how to craft compelling narratives and visual stories.

How will you avoid digital distortion?

Take the Scorecard: 

Link to Dominic's book

Link to Dominic's LinkedIn  

Imagine being 15% better at selling. Or even just 2%.

Georgia explains how the Sales Enablement function pulls together training, tools, process and culture to help make this happen.

The key is to focus on what really matters rather than doing different for different sake.

The focus should always be on the effect any initiative has and how to make the most of this.

When 'skills are our currency' it is important to be driving improvement in as many ways as possible.

A growth mindset helps with the realisation that if you are not helping then it is time to innovate.

How are you continually developing as a sales professional?

Red talks about things being 'broken' in the sales industry.

One of these is asking all people to act alike when we don't all think alike.

We explore the differences in how introverts and extroverts replenish energy and how this impacts on different aspects of best practice in selling.

With sales more than ever about 'solving a puzzle together' the introvert strengths seem increasingly better suited.

So why aren't they allowed to apply then accordingly?

Better research, planning and deeper thinking should be encouraged yet often the fascination with 'real activity' does not allow for this.

How can you harness your reflective side to serve your customers better?

Take the Scorecard

Red's LinkedIn

Sales people are stressed. Too many of them.

Indeed in the latest Mental Health in Sales report a staggering 63% of salespeople said they were 'struggling' with mental health. An increase on the year before.

Jeff explains that mental health is the the most important growth metric every sales team on the planet is ignoring or under prioritising.

Consider the things that frustrate sales leaders like missed targets, lack of motivation, asking bad questions, low confidence, low energy, mistakes.

Is it any surprise if salespeople are not able to think properly?

He offers some tools inviduals can consider including the HALT check (Hungry, Angry, Lonely, Tired) but leaves us with the question of how sales leaders can do more to address this.

Can you stress less and sell more?

Get free resources: https://saleshealthalliance.com

Sales is changing and Charlotte embraces this by amongst other things focusing on her personal personal brand.

She explains that as well as positioning yourself as the person best suited to work with customers, developing a personal brand also helps improve skills now necessary to be successful in sales including copy writing and becoming comfortable with video.

We discuss just how 'personal' we should be as well as the social media platforms that can be employed to build presence.

In an age where the salesperson could be the biggest differentiator in winning a deal are you doing enough to stand out?