Garret Norris’ Post

We are just writing an article and the title is 🤔 "Is Sales Training worth it?" Which we will post next week. However, I thought I would share my initial thoughts on it.... Well, a more accurate question is… What is it costing you not training them? Aside from losing to better trained competitors, non-trained salespeople exhibit certain common attributes that distinguish them from their trained counterparts. We see so many salespeople struggle with articulating the VALUE propositions clearly and concisely. Their conversations are disorganised or overly focused on the product features rather than the customer's needs. They lack a systematic approach to sales, leading to inconsistent methods of engaging with potential customers. This results in missed opportunities and inefficient sales processes. Non-trained salespeople do not prioritise understanding the customer's pain points and needs, often pushing for a sale without establishing a rapport or trust. How many of your team DO NOT ASK FOR THE SALE 😡 …..They struggle with closing sales, either being too aggressive or too passive, which alienates customers and lead to lost deals. A lot of what we see is salespeople not able to prioritise their tasks effectively, leading to wasted time on unproductive activities and failing to follow up with leads in a timely manner. They often have difficulty adapting their sales pitch to different types of customers or situations, resulting in a one-size-fits-all approach that doesn't resonate with everyone. In a recent podcast, Garret Norris – CEO of KONA and the HBB Group speaks about this (Check it out) https://lnkd.in/gvZqX43X Without training, many lack confidence in their ability to sell, which can be apparent to customers and affect their overall performance. They might rely heavily on discounts or promotions to close deals, rather than selling on value, which can affect the profitability of sales. According to a study by InsideSales, 80% of sales require 5 follow-ups or more to close. Yet 48% of salespeople never even make a single follow up attempt, and 44% of those who do, give up after just one follow-up. Are your team missing out on opportunities to close sales or nurture relationships. Training can help mitigate these issues by providing the necessary skills, knowledge, and techniques to succeed in sales. #salestraining #konatraining #hbbgroup

Real world case here friends... Where is the best place to find new business? Your current customers still have pain too. How can YOU "best" help them? Try this... Awesome tip Karl... Today's short SuperK clip: https://lnkd.in/g7nZHWWs *Ready to learn something different "for a change”... Come see Sandler in action, Crash a live session via ZOOM or in-person as MY GUEST... We always have a blast! INFO ONLY link on that here: https://lnkd.in/g5xydwm #SalesSuccess #SalesManagement #vistage #ceo #leadership #sandler #salestraining #selling #prospecting #EarnMoreBusiness #leadership #businessdevelopment #coaching #ceoinsights #president #salesleadership #vp #vicepresident #owner #founder #salesmanager #salesmanagement #10xgrowth #leader #leadershipdevelopment #business #alignment #10x #training #motivation #motivator #motivational #bestpractices #podcast #salesandmarketing #strategy #sales #buyersjourney #closer #vistage #professional #artificialintelligence #ai #howtosucceed #ROI #technology #managerdevelopment #tech #tai #closer #virtualselling #digitaltransformation #challenges #frustrated #struggling #frustrating #closingsales #salestechnology #ai #SalesProcess #SalesForcast #increaserevenue #increasesales #margins #howtosell

Deep thoughts by Nico, What's more important in business, Emotional intelligence or Intellectual Intelligence? Problem Statement: Do sellers need a heightened level of Emotional Intelligence to be successful in Relationship selling? I believe that Emotional intelligence (EI) holds greater significance in sales than intellectual intelligence (IQ) due to its profound impact on building relationships and understanding customer needs. While IQ may contribute to sales knowledge, EI drives meaningful connections, effective communication, and long-term success by understanding and responding to customers' emotions and motivations. Excerpt from my book, People Buy from Me: “Emotional intelligence (EI) is critically important in sales as it directly impacts the ability of sales professionals to understand, connect with, and influence clients. Sales transactions are inherently human interactions, often driven by emotions and personal connections. High EI enables salespeople to accurately perceive and comprehend not only their own emotions but also those of their clients. This self-awareness and empathy contribute to building rapport, trust, and meaningful relationships. In a sales context, understanding and responding appropriately to a client's emotions can make the difference between a successful pitch and a lost opportunity.“ Please provide a comment below with your opinion/thoughts? Link to Sales Book: People Buy from Me: https://a.co/d/en8dygm Link to Leadership Book: People Follow Me: https://a.co/d/7lgx0yo Link to People Buy from Me Podcast: www.buzzsprout.com/2360462

It's worth a listen to Rory Sutherland The Psychology of selling B2B vs B2C Both different but similiar There's a certain level of snobbery from B2B recruirment sales professionals. Especially when recruiting your next business development consultant. Recruitment sales is different to selling in retail, granted. But high value purchases, both are emotive purchases. You need to have a strong understanding what they ultimately want to get from you that your product or service will provide. Listening to his TedTalks or Podcasts always get me thinking differently. I'd love you to share your latest podcast find. #recruitmentmentor

Have you ever heard the story of the elephant rope? Well you will see massive elephants restrained with only a small, thin rope. They could easily break the rope now, but when they were little they were conditioned to believe that they could not break the rope no matter how big they got. When sales leaders ask me what is different about sales reps who can close these large deals compared to other reps, the answer is simple: mindset. I go into more detail on my podcast (I'll put the link in the comments below) but essentially here are some key mindset changes that need to take place: 🧠 Large deals just take longer - it's a marathon, not a sprint. Create your buyers journey mapping out all the activities you think are necessary to close the deal. 🧠 Don't think tactical sale, think strategic campaign... who are all the players that will influence the deal, what are the different areas you need to convince them of (price, function, technology, credibility, value, etc.) and put a plan in place to turn these from red to yellow to green 🧠 Be Creative!! These large deals are not linear and certainly not predictable. You need to find creative ways to stand out, show value and to build a trusting relationship. If you build the Reputation that leads to Relationship which leads to Revenue. 🧠 You have total ownership. Much like the director of the play, you are in charge of all the moving parts. Meetings, collateral, people, conferences, reference calls - everything that touches your customer must be purposeful and managed by you. Every thing must be aligned with the story you are telling and the results you want to achieve. We need to realize mindset can always be changed (in humans at least) and to close those huge, strategic deals we need to think more strategically, more creatively and much, much more relationship focused. #sales #salescoaching #marketing #b2bsales

'How most sales are the same' Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield? Join me, and my guest, Frederick Kermisch, Sales Coach for Private Bankers as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment. Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision. We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy. Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative. This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter. We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs. Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills. (0:00:00) - Avoiding Confusion in Sales Decision Making (0:10:00) - Sales (0:19:04) - Transforming the Employee Mindset in Sales (0:26:53) - Psychological Training for Sales Importance (0:37:50) - Collaborative Selling and Podcast Interview Follow Frederick https://lnkd.in/eK2MTQfe https://lnkd.in/eKjjX3Hi Follow me https://lnkd.in/dEhkjCZ Take the Scorecard https://lnkd.in/e-evFHBY Listen or watch this episode Linktr.ee/fredcopestake #sales #salestechniques #collaborativeselling

10 things top sales performers do… 👇 #7 is my favorite 1. Vision and goal - Focus on it to start your every single day 2. Discipline and consistency - Top performers do not make exceptions. They just do it. 3. Association - Be around other top performers. Level up by hanging with people a level up. 4. Always be selling - filling the pipeline when most average sellers would get content 5. Growth mindset - continue to learn and grow every chance you can. 6. Master networkers - knowing how and when and who to follow up with in just the right ways 7. On/Off switch - Top performers have other interests and outlets that are important to them. They turn it off when it’s time to turn it off. It recharges them. 8. Mission to serve - Top performers believe they can help and sincerely want to. Average performers think sales is just a job. 9. Go deeper - know everything about the customer. Ask how can I help them more? Don’t stop at that first thing that got you the business. 10. Believe it’s a lifelong process - The pursuit never ends. If you ever think you’ve reached the top, you’re looking down the hill on your way down the other side. 🤙 Bonus: They listen to Sales Logic Podcast by Mark Hunter and Meridith Elliott Powell, CSP, CPAE while on their way to quarterly sales meetings with suppliers. ⛳️🏌️♂️May or may not involve golfing 👀 P.S. What would you add? #LetsGo #ThePackagingPeople ————————————————————— ♻️ Share the love ♻️ P.P.S. Follow me and hit that 🔔 for more on #growthmindset, #sales, #leadership, #packaging, and #discipline

Closing Deals, Breaking Stereotypes-Women in Sales by Hilary Chiedza Bunu (Business Development Executive) ❤️ Sales is a challenging field, especially for women we tend to be more emotionally connected. Through my experience, I have learnt a few key insights that have shaped my career. One of the most significant pivots for me has been mastering the art of building relationships with clients. I would love to discuss this on a podcast someday, where I can share my thoughts verbally (haha). Successful salespeople often thrive by cultivating long-term relationships. This approach allows you to establish trust and loyalty with customers. Instead of just selling to clients, you become their problem-solver. For instance, a client once asked me to research something completely unrelated to my expertise. By going the extra mile to meet their needs, they have become not just a retained client but also a valuable referral partner. This approach has been instrumental in my professional growth. I look forward to sharing more tips in the future. Thank you for this opportunity to reflect on what has been most impactful for me in sales. #BestBusinessSetupAdvisor #ClosingDeals #ProfessionalGrowth #SucessfulSalesPeople #EminentGuild #LetsGrowTogether

Who is in sales?  Everyone of us in every function, in every company, in every industry.  Large company, or small, we all have “clients” and we are all “salespeople”.  By that, we mean we all need, at least from time to time, to convince that is, “sell” someone on an idea or get them to agree to do something for us. That “something” can range from actually buying your product, to giving you a promotion, to agreeing to help you on a project, or completing an assignment you’ve given out.  In this episode, we talk about how to be an outstanding sales person regardless of what you’re “selling”.  Listen to the episode here:  https://lnkd.in/eQtqR89h

In this episode of Resilience Rocks Sales, I sit down with entrepreneur Craig Schulze to unpack his remarkable journey of resilience in business and life. From becoming an engineer and starting his own fitness business after leaving home at 15, to surviving the tumultuous global financial crisis, Craig's experiences offer valuable insights into overcoming adversity with determination and adaptability. His unique perspective on sales strategies highlights the importance of active referral programs, cutting costs when necessary, and leveraging data analysis skills for informed decision-making. Craig's background in data analysis has played a crucial role in shaping his business acumen and approach to risk management. Despite facing challenges during the COVID era due to censorship for sharing alternative perspectives, Craig remains dedicated to empowering entrepreneurs through podcasts, books, and speaking engagements. Through his commitment to self-care, connection with like-minded individuals, and continuous learning mindset, Craig embodies resilience in all aspects of life. His story serves as an inspiration for listeners seeking to navigate challenges with courage and perseverance while maintaining a focus on truth, love, freedom. #resilience #sales #resiliencerockssales #growthmindset #leadershipdevelopment