Commercial Decision Design

Tag: Sales training

  • You’re the prize: Sell Without Begging

    You’re the prize: Sell Without Begging

    Most salespeople don’t realise this, but every sales meeting is a small theatre.

    You walk into a room with a complete stranger and, in seconds, the roles are set: judge and defendant, king and beggar, prize and pursuer.

    The tragedy is this: too many salespeople arrive as if they are asking for permission to exist.

    “I really appreciate your time.”
    “I won’t take up much of it.”
    “I just need a chance.”

    These are apologies disguised as sentences.

    If you’ve ever diminished your worth in front of a prospect (or another person for that matter), the article below may be helpful to you.

    You’re The Prize: How To Sell Without Begging

    Stop sounding needy and start sounding equal

    If you sound like you’re begging for approval, the prospect becomes the judge and you become the defendant. That’s a terrible posture for selling.

    I’ve watched too many bad sales meetings in my time.

    Most of the salespeople sound needy, rushed and subordinate. It’s not a good look on anyone, let alone a salesperson.

    What you’re going for is confident, composed and equal.

    What does a needy, rushed and subordinate salesperson sound like?

    “Thanks so much for your time. I really appreciate it.” “I know you’re busy, so I’ll be brief.” “I won’t take up much of your time.”

    These phrases undervalue the meeting, and worse, they undervalue you. You sound disempowered and desperate.

    A Lexicon of Desperation

    • “I’ll do whatever it takes to earn your business.”
    • “Please just give me a chance to prove myself.”
    • “If you’re not happy, I’ll discount it.”
    • “I just need five minutes, I promise.”
    • “I’ll take whatever budget you have.”
    • “Is there anything I can do to convince you?”
    • “I really need this deal.”

    Each of these phrases hands your power over. Therefore, they sound polite, but they’re really apologies in disguise.

    What they’re saying is: “You get to decide my worth. I’m here hoping you approve.”

    That’s not selling. That’s begging.

    A confident salesperson would say this:

    “I’m glad we could both make time for this conversation.”

    Same politeness. Completely different energy. It shows that your time matters too.

    A Lexicon of Confidence

    • “Let’s explore whether this makes business sense for both of us.”
    • “If there’s a fit, great — if not, we can both move on.”
    • “I’m interested to see if this aligns with your goals.”
    • “Let’s look at whether this can genuinely add value.”
    • “I’ll hold the space for a quick decision today.”
    • “If this works, we move forward. If it doesn’t, I’ll trust your judgment.”

    Each one sends a message. “I’m not chasing you. I’m choosing with you.”

    The Psychology Behind It

    I get that we elevate the prospect because we want approval, a deal, a yes, don’t we? We see the prospect as the prize.

    The problem is that when you want something from the prospect – like a sale – you put him in a position of power. The one who can withhold the sale has the power. When you want an outcome, like a sale, it makes you weak because if the prospect says “no”, you lose.

    By the way, every time you and I seek validation/approval/praise from the other, we’re setting ourselves up for failure. The other has the power to withhold the praise, rendering you weak.

    For the humble boasters on social media, there’ll never be enough likes and comments on the planet to validate you and fix that hole in your chest called insecurity.

    So, what if we flip the script and see ourselves as the prize?

    When we do this, we don’t sound needy or desperate. When you see yourself as the prize, you come in as an equal partner in the transaction. You’re not in front of a judge. You are the judge of fit, alignment and mutual benefit.

    You are actually interviewing the prospect to see if he’s a fit for you. Your attitude is:

    “I’m not here to impress you. I’m here to see if we belong in the same story.”

    The truth of it all is that you belong in the room because what you have is valuable to the prospect and can help the prospect become who he wants to be.

    If this resonates, share it with the salespeople who need it. And if you’re tired of sounding needy and want to learn how to sound confident, composed and equal, let’s talk.

  • The Ultimate Guide To Closing More Sales More Consistently

    The Ultimate Guide To Closing More Sales More Consistently

    In today’s changing business world, consistently closing sales is a valuable skill that sets the exceptional apart from the average. Mastering this intricate art form requires a harmonious blend of strategic planning, insightful communication, and an unwavering commitment to excellence.
    This comprehensive guide is a beacon for those seeking to navigate the intricate waters of sales, empowering you with the tools and techniques to consistently close deals and elevate your business to unprecedented heights.
    1. The Essence of the Sales Process: A Roadmap to Success
    2. The Sales Process Dissected: A Step-by-Step Roadmap
    3. The Path to Consistent Sales Success: A Comprehensive Roadmap
    4. Strategies for Navigating Complex Sales Scenarios
    5. The Art of Closing: Mastering the Final Frontier
    6. The Role of Sales Intelligence in Consistent Sales Success
    7. Cultivating a Sales-Driven Culture: Fostering a Mindset of Excellence
    8. Embarking on a Journey of Consistent Sales Excellence

    1. The Essence of the Sales Process: A Roadmap to Success

    The sales process is an intricate choreography, a sequence of meticulously crafted steps that bridge the gap between a prospective customer and a mutually beneficial agreement. It is a roadmap that helps sales professionals manage customer interactions, providing them with the knowledge and strategies to navigate each phase effectively.

    Understanding the Significance of a Well-Defined Sales Process

    A well-defined sales process is the cornerstone of consistent sales success. It serves as a blueprint, enabling sales teams to focus their efforts on the right prospects, nurture relationships effectively, and ultimately, close deals with greater efficiency. By adopting a structured approach, businesses can streamline their operations, identify performance gaps, and make data-driven decisions that propel growth.

    The Virtues of an Effective Sales Process

    1. Heightened Efficiency: A clear sales process acts as a guiding light, illuminating the path for sales professionals and empowering them to prioritise their activities effectively. By identifying the most fruitful opportunities, they can channel their energy towards nurturing promising leads, ultimately maximising their productivity.
    2. Performance Insights: Without a sales process, it becomes an arduous task to pinpoint the gaps between a sales team’s performance and their overarching goals. A well-structured sales process provides real-time data, enabling businesses to analyse and make informed decisions that drive growth.
    3. Tailored Solutions: Developing an effective sales process takes time and dedication, but the rewards are manifold. By understanding the nuances of your business, you can establish clear guidelines for engaging potential customers with tailored solutions at the opportune moment, enhancing the overall effectiveness of your sales efforts.
    4. Customer Delight: The most successful enterprises prioritise building rapport with their customers. This not only fosters a sense of appreciation but also cultivates trust in your brand, paving the way for larger purchases and long-term loyalty.
    5. Prioritised Follow-Up: The sales process serves as a compass, guiding businesses in prioritising follow-up efforts with targeted customers. Consistent and timely follow-ups are the cornerstone of nurturing relationships and ultimately closing deals.

    2. The Sales Process Dissected: A Step-by-Step Roadmap

    While the sales process may vary across industries and businesses, certain fundamental steps remain constant. This section delves into the essential phases that constitute a comprehensive sales journey, equipping you with the knowledge to navigate each stage with precision and finesse.

    Establishing Rapport: The Foundation of Trust

    The first step in any sales conversation is to build rapport with your potential clients. Rapport is the cornerstone of trust, enabling you to forge a connection that can ultimately influence their buying decision. It provides an opportunity to understand their unique needs, concerns, and aspirations, paving the way for a tailored solution that resonates with their specific circumstances.

    Qualifying Leads: Separating the Wheat from the Chaff

    The next crucial phase in the sales process is qualifying leads. This step empowers businesses to focus their efforts on prospects who are most likely to convert, optimising time, energy, and resources. By conducting consultations or discovery calls, sales professionals can identify the ideal customer profile and prioritise their efforts accordingly.

    Presenting Solutions: Unveiling the Value Proposition

    Once a lead has been qualified, the sales process transitions to the presentation or demonstration phase. This stage is where sales professionals showcase the value proposition of their product or service, convincing qualified prospects of its ability to address their specific pain points and deliver tangible benefits.
    Crafting a compelling presentation requires a delicate balance of persuasion and personalisation. By leveraging the insights gathered during the qualifying stage, sales teams can tailor their pitch to resonate with the unique needs of each prospect, fostering trust and credibility.

    Quoting and Negotiation: Finding Common Ground

    At the quotation stage, sales professionals engage in discussions surrounding pricing and terms with prospects who have expressed interest in moving forward. This phase presents an opportunity to negotiate a mutually beneficial agreement that ensures competitive rates and customer satisfaction.
    Effective negotiation skills are paramount during this stage, as sales teams must navigate the delicate balance between securing a favourable outcome for their organisation while simultaneously addressing the concerns and expectations of the prospective client.

    Closing the Deal: The Culmination of Efforts

    The final stage in the sales process is the closing phase, where all the efforts and strategies converge. This is the moment when prospects are presented with the opportunity to commit to the proposed solution, transforming them from potential customers to valued clients.
    Closing a sale requires a multifaceted approach, encompassing effective communication, anticipation of objections, and a deep understanding of the client’s needs. Sales professionals must be adept at asking for the sale, addressing any lingering concerns, and guiding the client through the final steps of the purchasing process.

    3. The Path to Consistent Sales Success: A Comprehensive Roadmap

    Closing sales consistently is a journey that demands unwavering dedication, strategic planning, and a relentless pursuit of excellence. This section serves as a comprehensive roadmap, equipping you with the tactics and strategies to navigate the intricacies of the sales process and emerge victorious time and time again.

    Laying the Groundwork: Meticulous Research and Preparation

    Successful sales endeavours are built upon a foundation of meticulous research and preparation. Before embarking on the sales journey, it is imperative to understand both the company and the prospective client’s unique circumstances. By conducting in-depth research, sales professionals can gain invaluable insights into the client’s pain points, challenges, and aspirations, enabling them to tailor their approach and present solutions that resonate deeply.

    Aligning Budgets and Timelines: A Proactive Approach

    Before diving into the intricacies of product demonstrations or solution presentations, it is crucial to establish a clear understanding of the client’s budget and timeline. This proactive approach not only demonstrates respect for the client’s constraints but also allows sales teams to prioritise their efforts effectively, focusing on prospects who are genuinely poised to make a purchasing decision within a reasonable timeframe.

    Offering Tailored Solutions: Addressing Unique Needs

    The true art of sales lies in the ability to offer tailored solutions that directly address the client’s unique needs. Rather than simply attempting to sell a product or service, successful sales professionals prioritise understanding the client’s challenges and presenting solutions that solve those problems. By tailoring their approach to meet the specific requirements of each prospect, sales teams can significantly enhance their chances of closing deals and fostering long-term customer loyalty.

    Mastering Objection Handling: Turning Challenges into Opportunities

    No sales journey is complete without encountering objections or concerns from potential clients. However, the ability to handle these objections with grace and finesse can transform challenges into opportunities for growth and success. Effective objection handling requires a combination of active listening, empathy, and a deep understanding of the client’s perspective. By anticipating and addressing concerns proactively, sales professionals can build trust, alleviate apprehensions, and pave the way for a successful closing.

    The Art of Asking: Seizing the Opportune Moment

    Closing a sale is a delicate dance, and the ability to ask for the sale at the opportune moment is a skill that separates the extraordinary from the ordinary. Sales professionals must be attuned to the subtle cues and signals that indicate a prospect’s readiness to commit. By creating a sense of urgency, emphasising the benefits of immediate action, and presenting a compelling value proposition, they can increase the likelihood of securing a successful closing.

    Nurturing Relationships: The Key to Long-Term Success

    While closing a sale is a significant accomplishment, the true measure of success lies in nurturing long-term relationships with clients. By consistently delivering on promises, providing exceptional customer service, and proactively addressing evolving needs, sales professionals can foster a bond of trust and loyalty that transcends individual transactions. This approach not only paves the way for repeat business but also establishes a solid foundation for referrals and word-of-mouth marketing, propelling the business to new heights.

    4. Strategies for Navigating Complex Sales Scenarios

    In the dynamic world of sales, not every journey is straightforward. Complex customers, intricate negotiations, and unforeseen challenges can arise, testing the mettle of even the most seasoned sales professionals. This section equips you with strategies to navigate these intricate scenarios, empowering you to maintain composure, professionalism, and ultimately, emerge victorious.

    Maintaining Composure: Embracing Challenges with Poise

    When faced with complex customers or challenging negotiations, it is essential to maintain composure and avoid reacting impulsively. Sales professionals who exude confidence and poise are more likely to command respect and trust from their clients, creating an environment conducive to productive dialogue and mutually beneficial outcomes.

    Embracing Emotional Intelligence: Connecting on a Deeper Level

    Effective sales professionals understand the power of emotional intelligence in navigating complex scenarios. By actively listening, empathising with the client’s perspective, and demonstrating a genuine understanding of their concerns, sales teams can establish a deeper connection that transcends mere transactional interactions. This approach not only fosters trust but also enables them to address objections and concerns with greater sensitivity and impact.

    Adapting to Client Preferences: Flexibility as a Competitive Advantage

    In the ever-changing landscape of sales, flexibility is a key competitive advantage. Sales professionals who can adapt their approach to align with the client’s preferred communication style and decision-making process are more likely to succeed in complex scenarios. By embracing a client-centric mindset and tailoring their strategies accordingly, they can navigate intricate negotiations with finesse and increase the likelihood of a successful closing.

    Leveraging Sales Intelligence: Data-Driven Insights for Informed Decisions

    In an era where data reigns supreme, sales intelligence tools have emerged as powerful allies in navigating complex sales scenarios. These innovative solutions leverage advanced algorithms and data analytics to provide insights into customer behavior, preferences, and decision-making patterns. By harnessing the power of sales intelligence, sales professionals can make informed decisions, anticipate potential roadblocks, and craft strategies that resonate with their clients’ unique needs.

    5. The Art of Closing: Mastering the Final Frontier

    Closing a sale is the culmination of a meticulously crafted journey, a symphony of strategic planning, insightful communication, and unwavering commitment. This section delves into the art of closing, equipping you with the techniques and mindset necessary to seal the deal and emerge victorious.

    Creating a Sense of Urgency: Capitalising on Momentum

    One of the most effective techniques for closing a sale is creating a sense of urgency. By presenting a limited-time offer, discounts, or exclusive benefits, sales professionals can compel prospects to take action and commit to the proposed solution. This approach not only capitalises on the momentum generated throughout the sales process but also taps into the psychological principle of scarcity, increasing the perceived value of the offering.

    Embracing the Power of Storytelling: Connecting on an Emotional Level

    In the realm of sales, storytelling is a powerful tool that transcends mere facts and figures. By crafting compelling narratives that resonate with the client’s emotions and aspirations, sales professionals can forge deeper connections and create a lasting impact. Storytelling enables them to paint a vivid picture of the benefits and transformative potential of their solution, inspiring prospects to envision a future where their challenges are overcome, and their goals are realised.

    Overcoming Objections: Turning Challenges into Opportunities

    No matter how meticulously planned the sales process, objections are an inevitable part of the journey. However, the ability to address and overcome these objections with grace and finesse is what separates the extraordinary from the ordinary. Sales professionals must be adept at reframing objections, addressing concerns with empathy, and presenting compelling counterarguments that highlight the value proposition of their solution.

    The Closing Question: Sealing the Deal with Confidence

    The ultimate moment in the sales process is the closing question, a pivotal point where sales professionals ask for the commitment they have been working towards. Crafting an effective closing question requires a delicate balance of confidence, persuasion, and a deep understanding of the client’s needs and concerns. By presenting a clear and concise call to action, sales teams can guide prospects towards a favourable decision, ultimately sealing the deal and securing a mutually beneficial outcome.

    6. The Role of Sales Intelligence in Consistent Sales Success

    In the modern era of data-driven decision-making, sales intelligence tools have emerged as invaluable assets for businesses seeking to consistently close deals and achieve sustained success. These innovative solutions leverage advanced algorithms, data analytics, and machine learning to provide sales professionals with insights that can inform their strategies and enhance their overall effectiveness.

    Prospecting and Lead Generation: Identifying Qualified Opportunities

    One of the primary applications of sales intelligence tools is in the realm of prospecting and lead generation. By analysing vast troves of data, these solutions can identify qualified leads and potential opportunities that align with a business’s ideal customer profile. This targeted approach not only saves time and resources but also increases the likelihood of engaging with prospects who are genuinely interested in the proposed solution, thereby enhancing the chances of a successful closing.

    Account-Based Selling: Tailoring Strategies for Maximum Impact

    Account-based selling is a strategic approach that prioritises quality over quantity, focusing on delivering personalised and targeted campaigns to specific accounts or decision-makers. Sales intelligence tools play a pivotal role in this process by providing in-depth insights into the unique needs, challenges, and decision-making processes of each account. Armed with this knowledge, sales professionals can craft tailored strategies that resonate with their target audience, increasing the likelihood of closing deals and fostering long-term customer relationships.

    Optimising Sales Processes: Data-Driven Insights for Continuous Improvement

    Sales intelligence tools offer a wealth of data and analytics that can inform and optimise sales processes. By analysing customer behaviour, communication patterns, and sales performance metrics, businesses can identify areas for improvement and refine their strategies accordingly. This data-driven approach enables sales teams to continuously adapt and evolve, ensuring that their processes remain aligned with industry best practices and customer preferences, ultimately driving consistent sales success.

    Predictive Analytics: Anticipating Trends and Opportunities

    One of the most powerful features of sales intelligence tools is their ability to leverage predictive analytics. Byanalysingg historical data and identifying patterns, these solutions can anticipate future trends, customer behavior, and potential opportunities. This foresight empowers sales professionals to proactively adapt their strategies, capitalise on emerging market trends, and stay ahead of the competition, increasing their chances of closing deals consistently.

    7. Cultivating a Sales-Driven Culture: Fostering a Mindset of Excellence

    Consistent sales success is not merely a matter of implementing the right strategies and tools; it is a mindset that permeates the very fabric of an organisation. Cultivating a sales-driven culture is essential for fostering an environment that encourages innovation, embraces continuous learning, and celebrates the pursuit of excellence.

    Embracing Continuous Learning and Professional Development

    In the ever-evolving landscape of sales, complacency is the enemy of progress. Sales professionals must embrace a mindset of continuous learning and professional development, seeking out opportunities to expand their knowledge, refine their skills, and stay abreast of industry trends and best practices. By fostering an environment that encourages personal growth and development, businesses can empower their sales teams to adapt to changing market dynamics and consistently deliver exceptional results.

    Fostering Collaboration and Knowledge Sharing

    Sales success is a collaborative endeavour, and fostering an environment of collaboration and knowledge sharing is crucial for achieving consistent results. By encouraging open communication, sharing best practices, and celebrating collective achievements, businesses can create a culture of mutual support and learning. This approach not only enhances the overall effectiveness of the sales team but also fosters a sense of camaraderie and shared purpose, further fuelling their motivation and commitment to excellence.

    Celebrating and Recognising Success

    Recognition and celebration are powerful motivators that can inspire sales teams to consistently strive for greatness. By acknowledging and rewarding exceptional performance, businesses can reinforce the behaviours and mindsets that contribute to consistent sales success. This recognition not only boosts morale and fosters a sense of pride but also serves as a powerful incentive for sales professionals to continually push the boundaries of their potential.

    Embracing Innovation and Adaptability

    In the dynamic world of sales, innovation and adaptability are key to staying ahead of the curve. By fostering a culture that encourages creative thinking, embraces calculated risks, and remains open to new ideas and approaches, businesses can position themselves at the forefront of industry trends and capitalise on emerging opportunities. This mindset not only enhances the ability to close deals consistently but also cultivates a competitive edge that sets the organisation apart from its peers.

    8. Embarking on a Journey of Consistent Sales Excellence

    • Closing sales consistently is a journey that demands unwavering dedication, strategic planning, and a relentless pursuit of excellence. By embracing the principles outlined in this comprehensive guide, sales professionals and businesses alike can navigate the intricate waters of the sales process with confidence and finesse.
    • Remember, consistent sales success is not a destination but a continuous journey of growth, adaptation, and unwavering commitment to delivering exceptional value to customers. Embrace the challenges that arise as opportunities for learning and refinement, and never lose sight of the ultimate goal: forging lasting relationships with clients built on trust, transparency, and a shared vision of success.
    • Embark on this transformative journey, equipped with the tools, strategies, and mindset to consistently close deals and elevate your business to unprecedented heights. Embrace the art of sales as a noble pursuit, one that transcends mere transactions and forges lasting connections with those who seek solutions to their challenges.
    • In this ever-changing landscape, adaptability is the key to longevity, and a commitment to continuous learning and innovation will be your guiding light. Remain steadfast in your pursuit of excellence, for it is through this unwavering dedication that you will unlock the true potential of consistent sales success, paving the way for a future where your dreams and aspirations are realised.
    • The path may be arduous, but the rewards are immeasurable. With each closed deal, you not only secure a victory for your business but also contribute to the growth and prosperity of those you serve. Embrace this noble calling with humility, resilience, and an unwavering belief in your ability to make a lasting impact.
    • As you embark on this transformative journey, remember that you are not alone. Surround yourself with like-minded individuals who share your passion for sales excellence, and together, forge a community of professionals dedicated to pushing the boundaries of what is possible. Celebrate each triumph, learn from every setback, and never lose sight of the ultimate goal: to consistently close deals and leave an indelible mark on the world of sales.
    • The road ahead may be long, but the rewards are immeasurable. Embrace the challenge with open arms, for it is through this unwavering pursuit of excellence that you will unlock the true potential of consistent sales success, paving the way for a future where your dreams and aspirations are realised, and your legacy is etched in the annals of sales greatness.
  • 7 Carlos Castaneda quotes helping you navigate this existence

    7 Carlos Castaneda quotes helping you navigate this existence

    Knowing that I was a Carlos Castaneda fan, my friend Tiffany Markman took great care to paint this enchanting piece for my 60th birthday. She beautifully incorporated the colour scheme from “Journey to Ixtlan” and “Tales of Power”. I can imagine don Juan Matus (the Yaqui sorcerer and Castaneda’s spiritual teacher) looking into infinity, or as he would put it, “The Active Side Of Infinity.”

    And, of course, Castaneda used the crow to serve as a reminder of the impermanence of life and the constant presence of death. The crow is seen as a guide, urging individuals to live fully and embrace the uncertainty of existence.

    ʜᴇʀᴇ ᴀʀᴇ 7 ᴄᴀꜱᴛᴀɴᴇᴅᴀ Qᴜᴏᴛᴇꜱ ᴛʜᴀᴛ ɪɴꜰᴏʀᴍ ᴛʜᴇ ᴡᴀʏ ɪ ɴᴀᴠɪɢᴀᴛᴇ ᴛʜɪꜱ ʜᴜᴍᴀɴ ᴇxɪꜱᴛᴇɴᴄᴇ (and, the world of that I work in).

    1. Never take a path that has no heart in it. You can’t lose if your heart is in your work, but you can’t win if your heart is not in it.”

    2. “If it does, the path is good; if it doesn’t, it is of no use. Both paths lead nowhere; but one has a heart, the other doesn’t. One makes for a joyful journey…”

    3. “The trick is in what one emphasises. We either make ourselves miserable or we make ourselves happy. The amount of work is the same.” [3]

    4. “The basic difference between an ordinary man and a warrior is that a warrior takes everything as a challenge, while an ordinary man takes everything as a blessing or a curse.”

    5. “A warrior lives by acting, not by thinking about acting.”

    6. “Think about it: what weakens us is feeling offended by the deeds and misdeeds of our fellow men. Our self-importance requires that we spend most of our lives offended by someone.”

    7. “The average man is hooked to his fellow men, while the warrior is hooked only to infinity.”

  • Sales training – Get past the gatekeeper with the correspondence technique

    Sales training – Get past the gatekeeper with the correspondence technique

    If you run a sales team, I think you may agree that prospecting over the phone is still one of the biggest challenges for them, isn’t it?

    It has gotten a lot more difficult because many of our prospects can only be reached on their cell phones. If they’re anything like me, they probably don’t answer a number that is unknown to them, and let the message go through to voicemail.

    Getting prospects to answer a voice note is a challenge for another day.

    Let’s imagine, for the sake of today’s exercise, that your sales person phones a prospect’s landline number and a PA/Receptionist answers.

    Over the years I have written many telephone prospecting scripts for my clients. I have found that the Correspondence Technique is the most effective for getting past gatekeepers:

    Me: “Is Mr. Philips in?

    Gatekeeper: “Yes.”

    Me: Would you mind telling him it’s Jacques de Villiers from Mindfluence on the line? I’ll hold, thanks!”

    Gatekeeper: “What’s your call in connection with?”

    Me: “It’s in connection with some correspondence we’ve had together. I’ll hold thanks.”

    That’s it, that’ll get you through more times than not.

    Of course, for it to work, you have to have sent some kind of correspondence to your prospect. It gives context and keeps you honest. Also, the word ‘correspondence’ has more gravitas. It is implied that it is something important.

    If you think this technique is helpful, share this with your team.

  • Effective sales training is based on two criteria

    Effective sales training is based on two criteria

    Effective sales training is almost a Grail quest. Even when sales professionals are trained, the return on investment is pretty dismal.

    If the Chally Group is to be believed, that is.

    The Chally Group, a big data outfit has conducted endless research on what makes sales teams tick. Its outlook is not encouraging for sales managers: 80% of your sales team is only hitting 42% of its target.

    There’s no doubt that sales managers in the main are struggling and failing to motivate their teams to hit 100% of their target.

    The frustrating thing for sales managers is that their sales teams have probably all been on sales training. Clearly, if the Chally Group’s figures hold water, which I have no doubt they do, then effective sales training is hard to come by. Or worse, finding effective sales professionals is really a Grail Quest.

    selling skills training
    Effective training is hard to come by.

    When a sales team or the majority of the individuals in that team aren’t performing, sales managers need to ask themselves, “Is it a skills problem or is it an attitude problem?”

    These are the two criteria and it’s an easy distinction to make.

    • If the sales professional has never been trained to sell then it’s a skills problem
    • If the sales professional has been trained to sell then it’s an attitude problem

    Effective training should produce results. The skill that it takes to sell isn’t rocket science. In a nutshell, this is what 99% of sales courses base their content on:

    • Prospecting – lead generation, lead scoring and the like
    • Telephone skills – getting the appointment
    • The appointment: build rapport, elevator pitch, discovery process (finding the pain points through effective questioning techniques (closed probes, open probes and evaluative probes)), pitching, closing and overcoming objections)
    • Customer relationship management
    • Key account management – keeping and growing your best customers

    That’s the gist of it.

    Of course, if sales professionals were robots and not humans it would be easy to implement the sales training, press a button and yay; everyone hits their sales targets. So, every sales training course should probably have an attitude session in it. But it’s hard to teach attitude, grit, determination, character, resilience, work ethic and the like. I’m getting more and more convinced that these values are instilled in our youth or not.

    “Give me the boy and I’ll give you the man.”

    Francis of Assisi

    To set a sales team up for success there’s no doubt that every member should go through some kind of foundational sales training.

    When I ask experienced selling professionals (for argument sake, 35+ old who’re on my sales training why they’re there (besides that their sales manager said they have to be on the training), they’ll say something like, “I just want to learn some new sales tips” or “I just need a refresher course”.

    effective sales training
    I need a refresher course

    They don’t really need a refresher course, they need to be reintroduced to why they’re in the sales game. Those that aren’t performing have probably been worn out and demotivated by the countless rejections, excuses and lost deals (and dreams). They need to adjust their attitude. Simply put, the fight has to be put back into the (sales) dog so that the dog can get back into the fight.

    It has become apparent to me that one can’t lump the entire team into a foundational sales training process. Those that need sales skills have different needs to those that have lost their mojo.

    Freshly minted sales professionals need skills. Seasoned sales professionals need attitude if effective sales training is to be realised.

    Those that need skills would probably be under 35. They’re in a different phase of their lives. They’re young, energetic, goal-driven and enthusiastic. Their attention is on security and significance. They want the trappings of success – house, car, holidays and the like. Like all of us, they also need recognition. They strive for significance (to make their mark in the world).

    Seasoned sales professionals are in a different phase of their life (35+). They’re looking for more than stuff … they’re looking for fulfilment and happiness. Most have some kind of existential crisis. Who am I? What have I achieved? Why have I failed? We’re talking mid-life crisis time.

    In my opinion, when it comes to training, we should look at where the members of our team are at: security/significance or fulfilment/happiness.

    If we want effective sales training, that is.

  • Sales Motivational Speakers South Africa

    Sales Motivational Speakers South Africa

    If you’re looking for sales motivational speakers South Africa for your next conference, consider Jacques de Villiers and his argument: The Story You Tell Is The Story You Sell!

    For the last 20 years, my focus has been on tackling the findings from talent solutions organisation Chally’s study, which revealed that after interviewing 27,000 sales teams, 80% of your sales team is only achieving 42% of its target.

    As a sales leader with 9 teams and over 1,500 speaking and training experiences, Chally’s statement really worried me. If you’re a sales manager, Chally’s statement should be keeping you up at night too.

    My entire career has been built on trying to solve Chally’s statement.

    Early in my career I realised that it wasn’t skill that was the problem for sales professionals. Most sales people knew how to conduct a proper sales meeting.

    It’s not as difficult as it may seem. Start by building rapport, then deliver a compelling benefit statement, followed by a thorough needs’ analysis. This includes evaluating the ideal situation, the current situation, the obstacles hindering progress towards the ideal situation, and the dominant buying motive. Next, present your unique solution, address any objections, execute a false close, and finally make the real close using a direct question, alternate close, or T-chart method. Don’t forget to ask for referrals.

    I have a workbook called The Architecture of Selling that you can download for free which covers all these aspects.

    I came to the realisation that incentives and commissions were not the solution either. If salespeople are only achieving 42% of their target, commission might not be the only thing motivating them, right? If it was, most would be hitting 100% of their target, wouldn’t they?

    Sales people don’t need more skills; they need more belief.

    While many sales motivational speakers in South Africa focus on teaching sales skills, I specialise in teaching the importance of frequency in sales. And, the first step is moving from predatory attention (what’s in it for me) to receptive attention (what’s in it for you).

    Predatory Attention versus Receptive Attention

    It is apparent that most sales professionals are taught to have predatory attention. In other words, they need to go and hunt for business (we even call them hunters). The problem with that outdated world-view is that when one hunts something, one generally chases it away.

    Hunting may have worked (and, it didn’t really, not at 42% of target) in the 90s when I was in sales. Hunting is no longer appropriate in our modern world. Movies that highlight aggressive sales techniques are “Glengarry Glen Ross” (featuring the well-known phrase “Always Be Closing”), “The Boiler Room“, “Wall Street,” “The Big Kahuna“, and “The Wolf of Wall Street” (based on Jordan Belfort’s life).

    What is the correct answer, then? If I knew that, I’d have made billions and have retired to an island somewhere. I created a philosophy to guide salespeople towards their goals without using predatory tactics.

    What I’ve been teaching sales professionals for 20 years is to have receptive attention where things come to you.

    • This is where you tap into the metaphysical and quantum world.
    • Create and manifest your dream world in a world of energy. A world of heart, mind and soul.
    • Connect with your ideal clients by understanding your and their frequency and resonating with them. As I explore this work more, I realise that the universe communicates through frequency, not English. The same is true for you and your clients. 
    • It’s the concept of power versus force. When you are predatory you are using force (and nobody wants to be forced, I promise you). Being centred and aligned with truth, having receptive attention, and prioritising your prospect will make you powerful and attract what you desire.

    The Works That Drive My Sales Philosophy

    All my sales processes, including coaching, training and keynote speaking, are based on the works of:

    • Carlos Castaneda – Find a path with heart
    • Joe Dispenza – Manifest in the void
    • Albert Einstein – We are energy
    • David R. Hawkins – Understanding consciousness
    • Don Miguel Ruiz – The Four Agreements
    • Bruce H. Lipton – The Biology of Belief
    • A Course In Miracles

    You see, you don’t need more skill, tips and tricks to succeed in sales. You need to raise your frequency and let go of negative vibrations. Believe that you were created as a masterpiece to fulfil your divine purpose.

    If my philosophy resonates with you, then you might consider speaking to me with the view to me presenting at your next event.

    The Story You Tell Is The Story You Sell

    I have a 1-hour keynote called “The Story You Tell Is The Story You Sell.” It has been perfected and delivered on various stages for years. Its purpose is to empower sales professionals to create the life they desire. If they win, your company wins too. It’s a good deal for everyone. 

    The keynote covers:

    1. You can only perform to the level of your self-esteem. It shows you how to let go of all the negative beliefs that are holding you back.
    2. How to go from predatory attention to receptive attention.
    3. Unleashing the power of attraction. To effortlessly attract what is best for you, change your negative and repelling energy to positive and attractive energy.
    4. How to fall in love again with this amazing profession called sales. Become a noble warrior for good so that you can attract the right clients who need what you have to offer them.
    5. How to manifest all that you desire through your career in sales.

    Testimonials

    Jacques, your talk at our conference (2024) the other day, was so inspirational and opened me up to what is possible. What truly struck a chord was the exploration of the positive vs. negative energy dynamic. Your examples resonated deeply, prompting introspection and encouraging us to acknowledge the subtle ways our choices influence our state of being. The shift in focus from blaming external factors to taking responsibility for our internal energy was empowering. Barsh Chetty

    The Story You Tell Is The Story You Sell was a riveting, entertaining and inspiring talk. The entire audience (150+) was fully engaged. I’ve never been more inspired by a talk than this one. When it comes to inspiration, Jacques is a legend. JP Berger

    My hell, Jacques. I liken your mind to that of the great, early atomic physicist, Frijof Capra, who wrote the original Turning Point and Uncommon Wisdom. Steve Johnson

    If you have the time and inclination, you can find 80 or so recommendations on LinkedIn.

    Sales motivational speakers South Africa

    What Next?

    Let’s set up a discovery call to explore whether I’ll be the right fit for your event. You can set up a time that works for both of us, here or pop me an email here.

    Photo Credit: Depositphoto

  • Book Review: Influence

    Book Review: Influence


    Book Review: INFLUENCE The Psychology of Persuasion – Robert B. Cialdini, Ph.d.

    As a student I used to sell jewellery at various country shows like the Rand Show, Pretoria Show, Pineapple Festival, East London and the like. There was no sales training. It was intuition, gut feel and a lot of seat of your pants, think on your feet confidence that helped me sell.

    I’ve always been fascinated as to how one can interrupt someone who is walking down an aisle. Get their attention. And, five minutes later, they’re walking off with a piece of jewellery that they never in a million years thought of purchasing.

    For those in the sales profession, you will understand what a rush it is to be able to persuade and influence someone to you way of thinking. Cialdini’s book, INFLUENCE – The Psychology of Persuasion (let’s call it Influence from here on in, ok) gave me the science behind the intuitive gut feel, seat of your pants selling I was attempting at all the shows I attended.

    When I picked up Influence in the 90s I didn’t know at the time that this book would be the start of my quest how the mind works in the buying process. Influence started my love affair with neuroscience.

    I think that Influence should be required reading for every marketer, sales training facilitator and sales professional who want’s to understand how and why we buy.

    After reading Influence you’ll understand why people buy at an emotional, visceral level and not at a logical level. Just that insight will fundamentally change the way you sell in future.

    Quirky, Quirky and Strange

    You’ll find quirky titbits that if you think about them, you can find out how to use them in your sales and marketing arsenal. Like:

    • Why 38 respectable, law-abiding citizens in Queens watch a killer stab Catherine Genovese in three separate attacks in Kew gardens and did nothing about it
    • Why more suicides and car accidents happen after they’ve been reported in the media
    • How the rejection-then-retreat tactic started the Watergate debacle
    • Why some American POWs turned against their country in the Korean War even though they weren’t tortured

    The “Secret”

    The nub of the book is its six psychological secrets (just by saying ‘secret’ creates mystery – something the curious human psyche can’t resist). You’ll find out how to use them and how to defend against them. As the blurb on the back cover says: “You’ll never again say “yes” when you really mean “no,” and you’ll make yourself more influential than ever before.”

    You’ll learn about the cunning of commitment and consistency, the power of reciprocation and the seductiveness of social proof. If you want to find out what the other three secrets are, go get Influence. You won’t be sorry.

  • Change is not mandatory; neither is survival

    10h30: I was looking for some inspiration for a sales training session I’m holding. A Short History of Nearly Everything by Bill Bryson always gives me something to work with.

    12h30: Nada on sales … will probably have to go to Og Mandino for that. I can’t believe I spent 2 hours looking for something and I came up with nothing. Well, not really, I found this little gem on change.

    On Extinction (pg. 302 – 303)

    The earth has seen five major extinction episodes in its time – the Ordovician, Devonian, Permian, Tiassic and Cretaceous. The Ordovician (440 million years ago) and the Devonian (365 million) each wiped out about 80 – 85 % of species. The Triassic (210 million years ago) and the Cretaceous (65 million years) each wiped out 70-75 % of species. But the real whopper was the Permian extinction of about 245 million years ago, which raised the curtain on the long age of the dinosaurs. In the Permian, at least 95 % of animals known from the fossil record checked out, never to return.

    Extinction is always bad news for the victims, of course, but it appears to be a good thing for a dynamic planet. Crises in the Earth’s history are invariably associated with dramatic leaps afterwards.

    So what? According to Ian Tattersal of the American Museum of Natural History, “The alternative to extinction is stagnation and stagnation is seldom a good thing in any realm.”

    So perhaps we need to do a mental health check and ‘make extinct’ those behaviours and habits that are holding us back from true success.

    And we have to do it at the speed of light (300 000 km per second) because everything is changing rapidly.

    Remember that change is not a choice.

    Or as W Edwards Deming put it – “Change is not mandatory; neither is survival.”

  • I’m Sorry You’re Having Such A Bad Day

    A Sales Manager’s Letter

    Dear Sales Professional,

    I watched you today, as I do every day, trudging into our offices at 08h30. Your face … downcast and sad. I watch you as you carry the weight of the world on your shoulders. I feel really bad, feeling that I have failed you in some way. Why can’t I get and keep you motivated? Why can’t I help you bring in more sales? Why can’t I make you happy?

    Watching you fumble your way around your desk leaves me in agony because I know that you’re just as awkward getting through your life. I’m saddened that I cannot do anything to take your pain away. I watch you get a cup of coffee from the coffee machine … the mat in front of it worn down by the tramp of a 1000 feet a day.

    You’re joined by someone else. Your face lights up and I see your first smile for the day. Soon you’re joined by others and I see you laughing. I’m so glad that your mood has lifted. As I walk past your office at around 09h15, I see you chuckling at something you’re reading in this morning’s paper.

    I notice that there is a lot of dust on your telephone. I really must have a word with the cleaning lady … she’s really not doing a good job. We can’t have dust all over the show. It’s not good for our sinuses. It’s just after 15h00 and I see you stride back into the office. You’re smiling and slightly glassy-eyed and smell of garlic. I’m glad your day has improved.

    You’re a bit clumsy I see … there’s a grease spot on your tie that wasn’t there this morning. You must have got that when you were visiting your prospect I’m sure. I see you glance at your watch, pack up your brief case and grab your gym bag.

    When I look up again, you’re gone. It’s 16h00. I hope that tomorrow you’ll get a second chance to make the same difference you made today. I know you’ll get just about what you deserve tomorrow.

    Yours Sincerely

    Sales Manager

    PS: Success doesn’t have to be an unconquerable fortress for you. If you’re serious and passionate about your profession and put in the hard hours, you will be successful.

    Find sales management training or sales training in South Africa.