Sales Training – It’s All About the Kash!
We all love cash don’t we but do you love
KASH as well?!
At MTD Sales Training we use KASH to keep us
on our toes and fresh when it comes to selling!
Here’s what it is. Go through the questions yourself
or pose them to your sales teams.
Keep your team fresh, on the ball and ready to sell!
K Knowledge
Is your product and company knowledge up to speed?
Is your knowledge of the Prospect and their
organisation/industry enough to differentiate you
from your competition?
Is your knowledge of an effective sales process sufficient?
A Attitude
How is your attitude? Is it right for the customer? Does your
behaviour reflect positively and with relevance to the customer
environment?
Are you treating the customer in the way that they want to
be treated, not the way that you want to be treated?
Do you believe in yourself, your proposed solution and the
business benefits you can offer?
Do your thoughts impact your state of mind, and does your
state of mind reflect in your behaviour? Yes, they do, so
get your thoughts right!
Do you have a well formed plan, complete with outcome,
for your meeting?
S Skills
How competent a sales person are you?
Can you research effectively, build rapport effectively,
understand your Client and their business effectively?
Can you identify needs and wants in your customers mind?
Can you create wants and needs in your customers mind?
How well trained are you?
How are your presentations skills? Really?
Still focusing on closing the sale rather than influencing
your customer to buy? Know the difference?
H Habit
Have you ever considered the impact on your customers
that your habits have?
We are not talking about chewing fingernails, nervous
ticks or nose picking, but ingrained psychological habits,
or habitual behaviour.
My closing thoughts:
Highly skilled and successful sales professionals these
days are very focused on encouraging their customers to
buy rather than closing the sale.
Using ultra modern business psychology and personality
awareness, MTD are experts at enlightening sales forces
across the globe, enabling them to treat, consciously,
their customers in the way that their customers want to
be treated, thus establishing rapport and hyper-rapport,
and heavily influencing the purchase decision.
Ask yourself the following question, and answer honestly (!):
Ever come out of a sales meeting or sales encounter,
frustrated and without a sale, and voiced the opinion
along the lines of ‘It was like getting blood out of a
stone with that guy’ or ‘what a waste of time that was
he/she will never buy in a month of Sundays’?
Yes? We are sure of it!
Why though, is this a common occurrence?
Because lots of sales people treat their customers as they
would want to be treated themselves, not as the customer
would want to be treated!
We are talking here about the natural personality and
behavioural conflicts that can and do occur between
personality and behavioural traits.
Ever heard of Introversion, Extraversion, Sensing,
Intuition, Thinking and Feeling preferences?
Ever heard of Perceiving and Judging preferences?
Know the differences?
Know how to identify them, what they mean, and how they
manifest themselves in behaviour? (Feel free to call us
for more information or to book on our next course to find out!)
More importantly, if you do not even know your own
preferences and how they manifest themselves in your own
behaviour, how can you hope to adapt your behaviour to suit
each and every sales meeting you have?
Understanding ‘Self’ leads to understanding others, and
then you can adapt your approach in order to connect,
really connect, with each and every customer you face! Let
this new skill become a good habit, consciously!
Habitual behaviour is potentially dangerous in any
sales environment, and how habitual are you?
Clear your mind, and answer, without thinking, the
following questions:
What is 3 x 3?
What is 2 x 9?
What is 18 + 6?
Think of a vegetable!
Scroll down for the answer.
The answer is CARROT!
Sean McPheat is the Managing Director of MTD Sales Training, a leading UK sales training and consulting company. Sean is regarded as one of the leading authorities in sales training and has been featured on CNN, ITV, BBC and Arena magazine to name but a few.
Please feel free to download 20 FREE Audio Sales Seminars at http://www.mtdsalestraining.com/freecourse.htm
For further details on MTD’s range of sales training courses and programmes visit http://www.mtdsalestraining.com
