How to sell more: Its tough to get told something that you don’t like when you are in sales.
Its tough to get criticism and not want to fight every bit of it when sales are down or up.
Its tough to not justify why you are bad at something or how you have failed especially when you are not making any money.
Its hard to see others be successful while you are working hard and not seeing results and it feels like success is so far away.
Sales success comes from the ability to hear that you have a problem with something that you are doing in your sales cycle and then change what needs to be done so that you can influence better.
All too often when coaching sales people the excuses come out but what is even worse is when the people who are being coached are not coachable. So here is a short guide on how to be coachable when it comes to anything but especially sales training.
- · Listen to what your coach says
- · Take good notes
- · Ask many questions for clarification
- · Practice and implement
Did you notice on that list nowhere does it say justify your bad behavior, you are right it does not.
One of the fastest ways to determine if someone is coachable is by listening to what is said after the person is coached on something to do.
Here is an example while performing some persuasive sales training and working on some communication techniques:
Chris: In order to help people understand you better it may help for you to slow down and draw a simple picture like this.
Mike: I used to do that but people found it boring plus it takes too long so I don’t do it anymore and I do not think that anyone wants to see that.
That justification equals sales failure almost instantly and a loss of income. Mike may have felt like it was an attack on him and it was because he may not be the best at what he does or he could just flat out suck at his job. He was being told to do something differently and his brain was fighting off the right way or the better way to go. The ego part of the brain was really saying “I don’t want to do what you say because I know what is better for me than you do” or “I have a way that I like to do it and this is not it”.
The better way that leads to sales success should have gone more like this:
Chris: In order to help people understand you better it may help for you to slow down and draw a picture.
Mike: I have tried that before but I was not able to make it effective where did I go wrong, would you mind showing me?
Chris: right here is where you need to slow down and ask more questions to help understand what the buyer is thinking.
By Mike asking the question about how to implement a new strategy he was saying that he is open to try something new but also gained insight that he did not have previously for a sales strategy.
Now its hard to feel like someone is telling you that whatever you did was wrong but in order to get better at what you do the coaching is necessary and must be done. There are times where it may feel like someone is attacking you for your weaknesses but would you rather hear them from a sales trainer or from a client who says “I wanna think about it”?
A brilliant man has said “Do it till you are done”. Many nights people have stayed up many hours doing “it” till they were done. It may have taken a toll on the person with lack of sleep but in the end they gained the skills needed to get ahead
Its easy to get caught up in the “reason trap” or a way to say “I couldn’t do it because…..”.
Now you know the insider secret of how to pick coachable salespeople vs those people who will stay mediocre at their jobs for a while.
If you do get the chance to work with a coach or trainer for whatever business you are in take the time to learn what they are teaching you, fight the urge to explain why you have failed and find a way to implement the process.
Now there will be times that you do not always agree with those around you in how something should be done but at least work through the process and you may just find a new way of doing something that you probably would not have learned before.
Just remember justification will equal failure almost every time you use it because it does not produce results, it’s the easy way out.
Getting good at what you do takes hard work and discipline and the ability to listen and then implement fast.
As always I would like to thank you in advance for your comments and or questions
Now go implement!
Scott Sylvan Bell