Master of Sales

SOLVING SYMPTOMS VS. CORE PROBLEMS   In the sales world, you often encounter customers who feel the pain of a problem, but don't always understand its true cause. A good example of this is the current discussion surrounding Fatbikes. Instead of addressing the root cause of the problem, such as infrastructure, safety of the bike, experience of the driver and riding behavior, the focus is on mandating helmets - a measure that mitigates the consequence of accidents but does not solve the root cause.   We often see this principle reflected in sales. Too often, companies offer solutions to symptoms without examining the root of the problem. Our job as salespeople is to dig deeper and find out what the real cause is. Only by doing this do we provide lasting, valuable solutions that not only relieve pain, but truly solve problems.   When we take responsibility for finding the problem behind the problem, we create added value for the customer. Not only are we seen as experts, but we eliminate pricing pressures and build long-term relationships. Ultimately, that's how we really make an impact and add value.   Here are 2 essential tips for salespeople to find the problem behind the problem with customers to provide the right solution:   1. Use the “What is hindering you or what is going to hinder you?”-technique. This technique helps you to get to the root of the problem. 👉 First ask "If there are a few things you really would like to achieve: what are they?" 👉 After you know what they want to achieve ask “what is hindering you or what is going to hinder you from achieving these goals?”. 👉 After the client has given an obstacle, you ask again “what is hindering you or what will hinder you from removing this obstacle” You do this until you have discovered the root cause. This can help you see beyond the first layer of the problem.   2. Work on solutions together Instead of immediately selling a solution, invite the customer to brainstorm options together. This not only creates trust, but also helps to uncover deeper problems together. For example, ask: 👉 “What do you think would be the ideal solution?” 👉 "Can you think of a way to further improve this solution?" 👉 "On a scale from 1 to 10, how do you feel about this solution?". If the rating is below 9 you ask, "What can we do to improve this to at least a 9 or even a 10?"   By applying these techniques, you not only build better relationships with your clients, but you also ensure that the solutions you offer truly contribute to their success and not just fix superficial problems. #Salestraining #Salesconsultancy, #Negotiation #Influencing #Managementcoaching #Changemanagement

HOW PROUD CAN YOU BE AS A FATHER?   For a soccer player, it is a dream to once be able to play in the same team with their son. Romário de Souza Faria, to the surprise of everyone, announced his comeback at the age of 58 so that he could have the opportunity to play in the same team as his 30-year-old son. This makes it easy considering the team his son plays for is in the club Romario owns.   My son is in international school in Amsterdam and is taking his exams this year to study International Business in Utrecht next year. He had to do an internship at a company for a week for his exam. How cool is it that he wanted to do that with his father. A dream come true for me as a father. Last week was the start and he got to go along to facilitate a training for a great large Dutch company. It was super cool to have done this with my son and to be able to hang out with him the whole week. I hope it has inspired him to make even better choices now for his career so that he will really do something that suits him and especially what he likes. Enjoying what you do and having/developing a passion for it is, I think, the basis of any success, both private and business. If you like what you do, then you also learn and develop yourself much easier. And you are willing to go that extra mile to be successful. By the way, the definition of success is different from person to person!   So, a great internship period will be concluded on Friday with a graduation ceremony at a beautiful location in Amsterdam.   I HOPE YOU CAN BE PROUD OF YOURSELF IN WHAT YOU HAVE DONE AND/OR WILL ACHIEVE.   I am already proud of my son on the person he has become and to see his attitude, eagerness to learn, commitment, thoughtfulness and personal ambition. I wish everybody a successful career within your personal definition of succes and that you can be proud of your personal achievements in your business and especially private life. #personaldevelopment #coaching

LOOKING THROUGH YOUR CLIENT'S EYES AT THE THINGS YOU DO   In training sessions, I often hear the comment, “If I do that, the other person will think it's weird.” Learning new things often feels uncomfortable, but that doesn't automatically mean that others experience it that way. What you think others think of you is often not the reality. It is often what you think yourself.   I recently trained an organization on presenting solutions to their customers. They usually present 60 PowerPoint slides with a lot of content. I emphasized that the purpose of a presentation is not to show slides, but rather the slides are supportive of your story to clarify, explain or emphasize things. Too much information in slides distracts from creating personal contact, impact on the value of your solution.   Some said, “A presentation with only a few slides does not come across as professional. Clients expect a lot of slides and information since we've always done it that way.”   In our training we practice a lot applying new techniques and let participants experience the customer role so they can experience and therefore understand the impact of these new techniques. This time was no exception.   Conclusion: fewer slides increase the impact of the presentation, and the message came across more clear and much stronger.   Try to put yourself in the customer's shoes and see the situation through their eyes. Practicing conversations with colleagues who play the customer is very effective. Have them tell you what impact your techniques and tactics had on them as a customer. Adjust the content of your presentation and the way you give it to the feedback you receive. You'll be surprised how things that are perceived by yourself as odd are the very things that make the most impact.   “INSANITY IS DOING THE SAME THING OVER AND OVER AGAIN AND EXPECT A DIFFERENT RESULTS.” ( EINSTEIN)   If you want to improve your results, dare to experiment and set yourself apart, even if it feels uncomfortable at first. What you think others think doesn't have to be reality.   Nice additional fact: Doing something new keeps your brain active. It requires mental effort, making new connections and making your brain produce dopamine. As a result, you feel happier and more energetic. In addition, new experiences contribute to your self-confidence. #salestraining #negotiationtraining #changemanagement #managementcoaching #salesconsultancy

PEOPLE WILL DO THINGS FOR THEIR REASONS, NOT YOURS! I came across this video which gives us in an entertaining way one of the main essence of sales and negotiation. People will do things for their reasons, not yours. https://lnkd.in/e4Y8zHdd Presenting your solution based on its value for the company (ROI)is not enough. Uncovering the personal and emotional motivation of decision influencers during the sales process is crucial. What is your sales team doing to uncover and understand the personal emotional reasons to buy of each decision influencer before presenting the solution? Are you still selling or are you helping each decision influencer at your customer to buy your solution based on what your solution could mean to them personally? Here are some strategies that successful sales teams often employ during the sales and negotiation process to uncover the emotional and personal reasons to buy: 1. Individual Research Phase conversations with main stakeholders Conduct interviews or surveys with key decision influencers to directly gather insights into their personal motivations, challenges, and preferences. 2. Social Media and Online Presence Examining the social media profiles and online activities of decision influencers can offer glimpses into their personal interests, values, and priorities. 3. Building Relationships Establishing strong relationships with decision influencers allows sales professionals to gain a deeper understanding of their personal motivations over time. 4. Analyzing Past Interactions Reviewing past interactions and transactions with the customer can provide insights into the factors that have influenced their decisions. 5. Collaborating with Stakeholders Engaging in open communication with various stakeholders within the customer's organization can provide diverse perspectives. 6. Training and Skill Development Providing training to sales teams on emotional intelligence, effective communication, and relationship-building skills enhances their ability to uncover and address the personal emotional reasons behind a purchasing decision. Ultimately, the goal is to transition from traditional selling to a consultative approach that focuses on helping decision influencers meet their personal and emotional needs through the proposed solution. By presenting your solution based on the personal and emotional motivation of each decision influencer, your sales and negotiation success will increase considerably.

During the holidays season, I hope you will enjoy a peaceful and cozy time with loved ones, and have the opportunity to unwind and recharge for the new year ahead.   Christmas brings not only warmth and coziness, but also a valuable time of reflection. Let's reflect on the beautiful and successful moments of the past year and look ahead with gratitude to a new year, full of new opportunities and challenges.   In today's dynamic world, it is not always easy to set a course, especially if you are responsible for your company's commercial results. In the midst of turbulent times and rapidly changing circumstances, it can feel like finding your way in the dark.   Sometimes all you need is a light in the dark, a clear insight to set the right direction. In 2024, we aim for good health, fun and success for you and your company.   Is your team ready to peak in the coming year? Are they capable of not just selling, but actually getting the customer to buy?   We of Master of Sales and Hovingh & Partners believe in the power of collaboration and creating value for both you and your customers. In 2024, we are once again ready to work with you to shine that light on your challenges and opportunities. We are here to support you and provide greater visibility and insight into your commercial strategy.   May the coming days be filled with peace and serenity so that we can embrace the new year refreshed and energized. Let us strive together for a year full of growth, success and connection.   Happy holidays and a wonderful 2024! 🎄✨ Jordi van Berkum - Master of Sales Partner Consultant at Hovingh & Partners #salesconsulting #changemanagement #managementcoaching #salestraining #negotiationtraining #influencing

Which steps do you take during customer conversations when it comes to securing qualitative appointments with high-potential customers during expos ? I had the opportunity to explore the Cloud Expo in Houten The Netherlands today, where vendors provided insights into the advantages and disadvantages of Cloud services. Understanding the impact of Cloud technology and capitalizing on the latest developments. At such expos, exhibitors are keen on networking and generating leads, often aiming to secure follow-up appointments after the event. The challenge lies in balancing the high quantity of conversations with maintaining quality interactions. The objective is to establish a personal connection, build credibility for your organization, and create urgency for a follow-up meeting where in-depth discussions can occur. Executing this successfully requires a strategic approach: 1. Build Rapport: Establish a personal connection with your conversation partner directly at the start of your conversation. Adapt your nonverbal communication, word choices, and conversation topics to align with their personal drivers. 2. Credibility Pitch: Develop a concise and engaging pitch that highlights your organization's unique value. Tailor it to address your interviewer's specific interests. Demonstrate your deep understanding of industry challenges and showcase successful solutions to build trust and emphasize your expertise. 3. Evoke Pain: Ask questions about critical topics for their business success, especially those they may not have considered. Intensify the importance of these issues by posing consequence questions if they neglect them. Hint at your organization's expertise without revealing too much specificity. The greater the perceived pain, the higher the likelihood of securing a post-expo appointment. Schedule the appointment immediately to solidify the commitment. Wishing you all success on the second day of the expo on Thursday December 7th 2023. I hope these tips contribute to closing the event with a substantial number of hot leads and concrete appointments. Best of luck!