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DISC – Compliance Style
I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.
Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…
DISC – Steadiness Style
I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.
Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…
DISC – Influencer Style
I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.
Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…
Observe the Calendars of Your Sales Team Members
Now that your calendar is set with recurring actions and appointments, you can start connecting the dots (for yourself) of how that level of organization is contributing to the results you are achieving.
And you can be the example for your team to follow.
Your example and expertise will allow you to coach your team on HOW to organize their time and HOW to plan for appointments so that they can begin to experience that level of organization for themselves and connect their own dots of struct…
Sell it or Schedule it: Your Operating System
To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.
The second level is to be able to train and coach the process with the sales team to improve results.
The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.
Let me explain by asking a few questions…
Let me explain by asking a few questions…
How are you using voice and bod…
Sell it or Schedule it: Train it and Coach it.
Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?
If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?
And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to wa…
How will you structure your observations on the floor to wa…
Costly Conspirators
Our first foray into Imperfections this month was to consider them as Charming Idiosyncrasies, which they surely can be.
Another point of view is that imperfections are not so charming or amusing. And those imperfections that impact our own efforts and those of others are particularly troublesome. We may look away from these and hope that others don’t notice, but they do notice.
Imperfections that impact others, like chronic tardiness or inability to complete a task on time, begin to w…
GRATEFUL GREETING
This is where gratitude matters most…when we welcome clients, customers, and prospects into the showroom and collectively and individually create an environment that is warm and inviting.
Our thinking and conversations internally impact the experience that we create for our ‘guests’ and when we understand the impact that we have, we can be responsible for it and be
intentional with it.
What do you do to prepare yourself to be welcoming and grateful to incoming guests?
What do you do to rem…
Part 18 of 20: HubSpot Sales Statistics…With Secret Sauce Added
18. It takes 10 months+ for a new rep to be fully productive
New salespeople need time to learn and gain confidence. Speed up this timeline by investing in sales enablement strategies, pairing new reps with seasoned team members, and using online training.
Salespeople
As a new salesperson, do you have a strategy and timeline for learning? Is practice part of your strategy? Do you OWN your learning engagement and information or do you rely on your manager to bring it to you? I invite you to m…
Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added
#14 Continuous sales training = 50% higher net sales per employee
Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.
Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…
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