By Nicola Bonfanti – Talent Dynamics for Sales
“Trust” and “selling” are not always concepts that go hand in hand in people’s minds. For that reason I was gratified that my talk “Trusted Sales: People to People Selling” at the recent Trust Conference was packed out.
Also, nearly everyone in the room gave me their contact details to get the free report I had prepared for the event. Anyone who has done a talk or an exhibition stand will know how difficult it is these days for people to give up their contact details.
For the past year I have been researching the ways the 8 Talent Dynamics profiles have success in sales, have blocks in selling and therefore how I can help them be more successful. I’ve shared some of this in my blogs here along the way.
Based on this, here is the 3 step plan to win better business that I shared with the room on 11th September.
1. Establish the Sales Dynamics profiles of your sales team (or at least yourself)
I have looked at many sales cycles adopted by different companies and found the common activities and sales skills match the 8 Talent Dynamics profiles (See above). As a result, the Talent Dynamic for Sales Reports (available later this year) show the strengths and challenges of each profile as a sales person, their best role in the Sales Cycle and the value they give to the sales team and the client.
Knowing your own Sales Profile gives you confidence and insights into how you can add value to the client as a salesperson.
For example, a Trader is great at resolving problems, at giving excellent customer service so is well suited to incoming inquiries and complaints that other profiles with less patience would not handle well.
Whereas a Creator sales person is best with new clients, spotting opportunities and helping the client come up with new joint ideas for growing their business, that others hadn’t thought of before.
2. Place the sales team members in the role they are best suited to within the sales cycle
A sales team full of Stars will generate a lot of interest but may leave sales on the table through lack of follow up, for example.
Some salespeople may be pretending to be a Star as feel that is a “typical” attribute of a salesperson when in fact their true Accumulator profile is just what the team needs to do the planning, research and put together competitive tenders. So once the Sales team has completed their profiles, we can help them fulfil their potential by placing them in the right role for them in the sales team.
3. Focus on your clients
As I have mentioned in previous blogs, the most important thing in trusted selling is to put the client first. Imagine the power of Talent Dynamics for Sales in creating better relationships and better understanding between buyers and sellers, so not only do you understand your own strengths , challenges and value as a sales person but you understand what drives your buyers to buy.
I didn’t have time to cover as much as I wanted on this aspect, so I’ve put a free Sales Success report together for you that you can implement ideas from immediately. If you missed the session and would like a copy you can get it from http://trustedsalesdynamics.com/resources/e-guides/
I am passionate about making sales a trusted profession, making people feel proud to be a salesperson and I was gratified that so many people at the Trust Conference felt the same and wanted to be part of the Trusted Sales Movement.