Transformational Selling

People don’t like being sold to! I’m not sure that I agree. What people don’t like is: ❌ being manipulated into saying yes ❌ being talked at ❌ not being listened to ❌ having urgency thrust upon them But great sales people don’t do any of this. So it’s not that people don’t like being sold to – they just don’t like being sold to badly! #sales #salestraining #salesdevelopment #transformationalselling

I love this picture - it sums up what selling is really about. It highlights what I've always felt is one of the biggest challenge in sales - how do we stand out from the rest? Differentiation based on product or service is becoming harder. USP’s don’t stay unique for long (assuming they ever were). Differentiation based on organisational capability (e.g. global reach, R&D capabilities, broad product range) sound grand – but they rarely pass the ‘So What?’ test. Often the biggest differentiator comes down the seller themselves – and the way that they sell. Seller should aim to create that ‘Oh s**t’ moment - by asking that insightful question that gets your client thinking. The more of these you create, the more value you build in both your offering and the relationship. Or you can be a green chilli – and offer a big discount! #sales #salesdevelopment #salestraining #transformationalselling

Great sellers coach their customers. Great sales managers coach their sellers. Most sales managers don’t coach. They think they coach – but they don’t. It’s not necessarily their fault – they are just following what their sales managers did for them. Interrogating a seller’s pipeline might be a useful activity – but it’s not coaching. Offering advice on how to get a deal over the line – it might be good advice, but it’s not coaching. Answering a rep’s questions - might seem an important part of your job, but it’s not coaching. And yet all of these instances provide the opportunity to coach. If you’re coaching you are: ✅ exploring what a good outcome looks like ✅ understanding the issues that might be getting the way ✅ encouraging discussion on different options and ideas ✅ securing commitment to actions and a plan moving forward. There are plenty of models and structures to guide the conversations (GROW, OSCAR or even our SCOPE model for discovery can be adopted as a coaching framework). And it doesn’t have to take long to do – it can be achieved in only a couple of minutes. #sales #salescoaching #salesdevelopment #transformationalselling

You can become a better seller just by going for a walk. Close deals by working out at the gym. Smash your sales number on your daily commute into work. Ok – so there’s a little more to it than that. Three key steps: Step 1 – Get the Audiobook version of ‘Transformational Selling’* Step 2 – Listen to it (whilst commuting, exercising or just lying on the sofa) Now here’s the important bit: Step 3: Apply the principles and methods to your day-to-day sales activity. You get the added bonus that whilst the narration was done by the very professional Adrian Hobart, there is the odd cameo from Bryn and myself. *available on all the usual platforms #sales #salesdevelopment #transformationalselling

If you work in Sales Watch this!! Bryn Thompson and Steve Lowndes fromTransformational Selling came in a few weeks ago to go into more detail on the aspects of #Sales included in their training. We talk in great depth about Mindset, attitude and how the Sales profession has changed over the years. You can find the episode on our YouTube Channel: https://lnkd.in/evUwEiar Produced and edited by George Morrison from Flownamix and sponsored by Bele Brownies & Co. and The Crag Spring Water Limited #salestraining #salesleadership