What's Your Sales Brain?
1
BUILD CONNECTIONS: Ask questions that “investigate” or “explore” the customer’s issue KNOWS STUFF USE LOGIC: Stick to speaking to the problem the product/service is solving CLOSE DEALS: Hands on demos with customers (if possible), examples/comparisons the customer can relate to BUILD CONNECTIONS: Ask questions, gear them towards the outcome KNOW STUFF: Pay attention to why people are returning & what they’re interested in–speak to those points USE LOGIC: Share experiences that other customers have had with similar solutions CLOSES DEALS BUILD CONNECTIONS: Ask a question to invite the customer into the conversation KNOW STUFF: Say what needs to be said, pause, ask the customer a question about it USES LOGIC CLOSE DEALS: Use the recommendation to link your logic to their problem Won’t make small talk Thinks fast Positions the sell Too fast Selfish agenda Indiscriminate sales Goes for the “yes” Top salesperson STRENGTH HURTS HELPS Customers trust People- focused Does what’s right Feels bad selling “Chats” off point Misses the close Actively listens Is sincere Gains credibility Is the GO-TO on the team Knows the answers Connects to information not people Speaks too technically Passion for info Solves problems Is the expert Straightforward and neutral How to: Makes logical recommendations End to end, complete story Checklist mentality Focuses on script Robotic interactions Organized delivery Is comprehensive Speaks with structure Outcome driven Overcome objections process outcome What’s your SALES BRAIN? KNOWS STUFF THE FOCUSER THE CLOSER THE NARRATOR Successful salespeople do one thing really well: they translate their products and services into the needs of customers. They do this with a simple set of concrete skills: they build connections, know stuff, use logic, and close deals. Everybody has a natural strength that automatically plays into one of these skills. Typically, we over-rely on this natural strength and neglect the others. Understanding how your sales brain works is the secret to more sales. THE SOCIALIZER people CONTACT: [email protected] RESEARCH ADAPTED FROM: Sales Behavior links to Sales Success, Cranfield University School of Management FIND US: fassforward.com INFOGRAPHIC PRODUCED BY: fcg Studio DESIGNERS: @tarapaluck @powerfulpoint @rayvella © 2014 fassforward Consulting Group BUILDS CONNECTIONS KNOW STUFF: Talk to colleagues, ask questions, talk about products USE LOGIC: Have two key questions prepared CLOSE DEALS: Get two key questions answered, recommend the solution Use your strength to TRANSLATE Identify your STRENGTH product CLOSES DEALS BUILDS CONNECTIONS USES LOGIC Establishes rapport MOVE PEOPLE WITH EVERYDAY CONVERSATIONS fassforward is a Business Transformation Group that works with Sales Leaders to transform how their people sell. We provide tools that break down complex components in conversations into simple and efficient competencies which can be improved and aligned to more intentional outcomes. Sales people will realize they need to have a goal in their conversation. Using this tool, they will work towards that goal by being aware of the situation and use their natural strengths to navigate the situation successfully.
-
Upload
gavin-mcmahon -
Category
Business
-
view
3.600 -
download
1
Transcript of What's Your Sales Brain?
BUILD CONNECTIONS: Ask questions that “investigate” or “explore” the customer’s issue
KNOWS STUFFUSE LOGIC: Stick to speaking to the problem the product/service is solving
CLOSE DEALS: Hands on demos with customers (if possible), examples/comparisons the customer can relate to
BUILD CONNECTIONS: Ask questions, gear them towardsthe outcome
KNOW STUFF: Pay attention to why people are returning & what they’re interested in–speak to those points
USE LOGIC: Share experiences that other customers have had with similar solutions
CLOSES DEALS
BUILD CONNECTIONS: Ask a question to invite the customer into the conversation
KNOW STUFF: Say what needs to be said, pause, askthe customer a question about it
USES LOGICCLOSE DEALS: Use the recommendation to linkyour logic to their problem
Won’t make small talk
Thinks fast
Positions the sell
Too fast
Selfish agenda
Indiscriminate sales
Goes forthe “yes”
Top salesperson
STRENGTH
HURTS
HELPS
Customers trust
People- focused
Does what’s right
Feels bad selling
“Chats” off point
Misses the close
Actively listens
Is sincere
Gains credibility
Is the GO-TO on the team
Knows the answers
Connects to information not people
Speaks too technically
Passion for info
Solves problems
Is the expert
Straightforward and neutral
How to:
Makes logical recommendations
End to end, complete story
Checklist mentality
Focuses on script
Robotic interactions
Organized delivery
Iscomprehensive
Speaks with structure
Outcome driven
Overcome objections
processoutcome
What’s your SALES BRAIN?
KNOWSSTUFF
THEFOCUSER
THECLOSER
THENARRATOR
Successful salespeople do one thing really well: they translate their products and services into the needs of customers. They do this with a simple set of concrete skills: they build connections, know stuff, use logic, and close deals. Everybody has a natural strength that automatically plays into one of these skills. Typically, we over-rely on this natural strength and neglect the others. Understanding how your sales brain works is the secret to more sales.
THESOCIALIZER
people
CONTACT:[email protected]
RESEARCH ADAPTED FROM:Sales Behavior links to Sales Success, Cranfield University School of Management
FIND US: fassforward.com
INFOGRAPHIC PRODUCED BY: fcg Studio
DESIGNERS:@tarapaluck@powerfulpoint@rayvella
© 2014 fassforward Consulting Group
BUILDS CONNECTIONSKNOW STUFF: Talk to colleagues, ask questions, talkabout products
USE LOGIC: Have two key questions prepared
CLOSE DEALS: Get two key questions answered, recommend the solution
Use your strength to TRANSLATE
Identify your STRENGTH
product
CLOSESDEALS
BUILDSCONNECTIONS
USESLOGIC
Establishes rapport
MOVE PEOPLE WITH EVERYDAY CONVERSATIONSfassforward is a Business Transformation Group that works with Sales Leaders to transform how their people sell. We provide tools that break down complex components in conversations into simple and efficient competencies which can be improved and aligned to more intentional outcomes. Sales people will realize they need to have a goal in their conversation. Using this tool, they will work towards that goal by being aware of the situation and use their natural strengths to navigate the situation successfully.
