| WANT TO DOUBLE
YOUR SALES?
LEARN
HOW TO ADAPT YOUR SELLING BEHAVIOR with EXCEL GROUP's..
Behavioural
Selling Strategies workshop.
Consider learning
and applying the
Behavioral
Selling process.
Can you
recall an experience where you were "turned off"
a product or service because of the behavior of a sales person?
Do you think they did that intentionally? Certainly you’d
agree that it was likely unintentional to offend you since their
compensation is based on establishing a successful relationship
with you.
Studies indicate that clients/customers
change suppliers of a product or service mainly due to the dissatisfaction
of the human interactions as opposed to the product itself.
Essentially, the behavior of a
sales professional has an enormous amount of influence on the
client or customer’s decision to continue or to conclude
a relationship.
Studies
have validated that:
- People tend
to feel comfortable with and buy from sales people that display
behavioral styles similar to their own
- Sales people
tend to sell more effectively to people with behavioral styles
similar to their own and
- If salespeople
adapt their behavioral style to that of the client/customer,
their sales increase.
Most sales development/learning
focuses on understanding needs, building trust, qualifying, handling
objections, closing skills etc.
Though these sales
competencies are important, the way in which a salesperson
goes about applying them largely determines their effectiveness.
Thus the ability
to understand and adapt behavior to that of a client/customer
is a critical success factor.
In consultative
selling, we all know how important it is to understand a client’s
needs. In order to do this, however, they must trust you.
The behaviour of
a sales professional can either add to or subtract from the trust
level of a client/customer. It is this trust level that can either
add to or subtract from their desire to share their needs with
you.
For
example, some clients will be detailed and analytical while others
will appear interested in big picture and few details. Some customers
will want to proceed at a faster pace while others require more
time to process information before arriving at a decision.
A sales person’s
ability to understand, identify and adapt to these behavioral
differences will determine their sales success.
There are a variety
of behavioural profiling systems available to assist you in becoming
aware of your behavioural style. Some are more complex, while
others are easier to understand for applying the knowledge of
4 quadrant behavioural theory.
In relationship selling, it is
critical that sales professionals understand that the definition
of a successful client "relationship" will change according
to client personality. Some will be positively influenced with
discussion over lunch or a golf game, while others prefer lots
of factual data and information with less emphasis on personal
interaction.
If your sales team is not selling
behaviorally, they are only 25-50% effective. How many times has
your sales team unknowingly "turned off"
a potential client?
Imagine how they could increase
their sales with power and knowledge of behavioral science on
their side.
With
behavioral science you can:
- Clearly understand your behavioral
style
- Understand the different styles
of your clients and
- Adapt
your style to your client’s style in order to increase
your effectiveness.
Go ahead…turn
your Clients on by adapting your behavioural style to theirs.
They’ll reward you with more business.
To Learn
more about the Behavioral Selling Strategies workshop, contact
EXCEL GROUP Client Services at 1-888-89COACH ext 21
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