My Sales Strategy, something for you?

Objectives?

How do you ensure that goals are met and that sales people develop into even better quality salespeople?

The ‘My Sales Strategy’ offers a solution!

It is logical to say your own service is a solution. Yet I believe that the 'My Sales Strategy' ties together important elements that are often seen separately. The great thing is that it's all brought together in a readable A3 format.

Before other organizations chose the My Sales Strategy, they wanted to know if this could be a solution for their respective organization/structure. Mee by answering a few questions they were able to further define their choice. These questions help pinpoint the problem and give us both an idea of what the different options are for addressing this together.

Policy Developments

However, there does not always have to be a problem to make it necessary to evolve, society is developing rapidly and many companies that operated on previously well-functioning systems are now finding that they need to change to stay current. Again, this may the SalesCenter help.

Check here directly whether this approach is also a solution for your organization!

In this video, I briefly explain what the My Sales Strategy is all about!

5 star review

Review

We recently received another 5-star review at The SalesCenter. "A nice confirmation of the work I had the pleasure of performing at this relationship," said Anthon Geersing.

Every day, our goal is to improve salespeople and sales teams through training and coaching. Working together to bring out the talent present. And when a change takes place, the client is going to notice it in the results.

Methodology

Before we start with a training or coaching program, the wishes and needs of the client are identified through intake interviews. One thing is clear: which results do they want to improve and why? Ultimately, it is nice when a training program is completed with a measurable result.

Next, we roll the SIR model from. A scan of the team and or individual. The latter we do, for example, using the ExploreMe test. Of course, based on that, we then consider what input is needed to arrive at the right design of training and development of the group or individual. For the desired results, the right training or coaching is the logical next step.

Growth

Through the training or coaching we work on personal growth. Through explanation, stimulating questions, assignments, role plays and the like, the aim is to make the participant(s) see how they can break their vicious cycle and achieve with it from action.

Of course, apart from growth and good results, we strive for satisfied clients. How cool is it to get a nice confirmation from a client after delivered services. A review with 5 stars on Google is a nice advertisement for services rendered.
Pluimers Insulation thanks for the nice review.

On the road at Pluimers

Beginning in early 2021, training and coaching The SalesCenter the account team of Pluimers Insulation from Rijssen.

Plumers

Pluimers has been the party to do business with in the field of insulation for over 45 years. Both in the private and business market, insulation solutions are offered for homes, stables, stadiums, churches, cargo ships, etc. Meanwhile Pluimers belongs to the European top in its field! To stay at the top, the company invests in its employees. Commercial and communication skills are important to keep training.

Pluimers works with 2 sales departments. The private salespeople who come to consumers' homes. They give advice on various aspects of insulation. These include floor, cavity and roof insulation. Glass insulation is also part of the organisation's range of services.

There is also an account team for the business market. The latter group deals with larger projects and seeks cooperation with construction companies and municipalities. It is therefore important to look with the account team at ways to make a better connection with existing and new relationships. In order to achieve this, the choice was made to work with the ExploreMe test as a starting point. From there we look at the 5 pillars of the ZALVT principle. Through coaching and training, content is given to the development process.

Survey: “Hey salesman how's your business?”

Survey on the sales profession

In the fall of 2020, many a vendor received the SalesCenter the request to participate in a survey. The goal was to get a picture of role and duties. Under the title “Hey salesman how's your trade?” were asked more than 20 questions. Through the answers, the interviewees gave a good picture of how they think about the content of the sales profession.

Many salespeople took the time to go over all the questions. This allowed them to share which elements of their job appeal to them and which tasks they feel do not actually belong in the role of salesperson. As a result of the answers, several surprising facts emerged. For example, there may be a perception that salespeople have a lot of bravado. Nothing could be further from the truth; there is a fear or resistance to generating new business.

Some of the initial facts from the survey were collected in a fact sheet. This includes, for example, the key challenges facing the vendor. Below this article is a link to download this fact sheet.

Furthermore, the content and collected facts will be used by the SalesCenter to even better match training needs. Because the answers given show, among other things, that salespeople experience skills training and as an added value.

Finally, if you want to get a total picture of the responses given, that is possible. Let's schedule an appointment for that. You can do this by scheduling an appointment in my calendar plan.

Want to know what the top 3 challenges are for a salesperson?

You can do so by downloading this file:

The Sales Center - Fact Sheet

Top Seller Down

Best top seller,

I saw you sitting in the showroom behind your desk. You didn't see me because you were busy on your cell phone. You had a tired expression on your face. Maybe you had just had a cancellation or the client delayed his order when you had expected to put it on paper today. Maybe you were bummed that your colleague further down the showroom did have clients and by the sound of it came to a deal. Either way you seemed done for the day.

I decided to leave you be. Perhaps you would recover later and come after me. If I showed that I was interested in the products you had on display maybe you would get excited. But even when I extensively looked at and tried on one of the models that I really liked, you didn't come my way.

I realized that I was looking at used models and you might be doing sales only for the new products. So if I went up to the second floor to look at the new models there you would naturally move. If I went up the stairs, right in front of your desk that would probably be the right tricker for you.

I walked around the showroom after coming upstairs. You didn't come after me yet. At least I got the opportunity to quietly look at all your products. Stickers told me that the products were locked for my safety and that if I wanted to see more, just say so. But, dear top salesman, you were not there to ask.

I suddenly heard the stairs creak. And just before I had seen all the products, you came up the stairs. There you came, now it was going to happen! I was going to see the top salesman in action! But I saw that you were looking at your watch with a big sigh. As if you wanted to make it clear that it was an extra effort for you that I had come in after 5:30 pm. Fortunately, you persevered and came up anyway.

I was near the opening of the stairs when you grabbed the last step. You looked at me. “Good afternoon,” you said and as you were already starting to walk around me you asked, “can I help you with something?” I was stunned did you, as a top salesman at a top brand in an A1 location, ask a closed question? And did you think I looked needy that you asked me if you could help me?

I picked myself up and answered your question. In my opinion, the answer you were hoping for. The answer that suited your mood and confirmed it. The answer that allowed you to get the location ready to close so you would be relieved in time and could go home.

“No thanks.”.

I know sometimes you can't have your day.

I know it can be difficult for you as a salesperson. I know that sometimes you can't have your day. And I understand that it can take effort to recharge to go for it again. The bow can't always be tight. So make sure you ask a colleague to make the first move because you just can't do it anymore. And at the same time be man enough that if it does come down to it. Take responsibility when a potential customer spontaneously shows up at your showroom. Let everything that has been in your way slip away. So that you are the top salesperson, for the customer, for the business and, above all, for yourself.

Mirror

Within sales training, techniques are mentioned that can be important in becoming a successful salesperson. For example, there is the term mirroring. In short, it means mirroring your attitude, behavior and words to your interlocutor. You move the way the customer does, use words he says and show behavior he recognizes.

On the one hand, this is a great tool because you put yourself in the customer's shoes. But at the same time, it means that when you are constantly mirroring yourself, you are probably doing violence to yourself. If you break through in this sales technique, it is apparently necessary for you to eliminate yourself and use mirroring to make a deal. Whether self-defeating in this way is desirable is the question. Personally, I don't think so. Of course you can repeat the customer's words indicating that you have listened to them. Even better, it helps you to put yourself in the other person's shoes. But it is not the intention that you lose yourself in mirroring.

If you know who you are then you can assume your own strengths in your sales pitch.

mirroring,Sales manager Account manager Salesperson Leadership Sales manager Manager Commercial Communication Commercial director Acquisition Sales team Lead Lead Lead generation Customer finder Customer binder Sales team Effective Success Successful Sales plan Sales strategy SalesStrategy Training Training Sales training Development Development Growth Talent Explore me Self-innovation Alliances Forming guts Connecting Thought leadership Amersfoort Sales growth

To avoid losing yourself in your sales conversation and becoming too absorbed in your customer, it is important to know yourself well. Who are you, what are your core values and how do I want to come across to the other person. If you know who you are then you can rely on your own strengths in your sales pitch. If you have a clear understanding of what you stand for through your core values, you will radiate confidence. Instead of trying to look like the customer by mirroring yourself, you will become more and more like yourself. When you go into a sales meeting convinced of yourself, you will be successful. A customer is more likely to buy from someone who is convinced of his abilities than from someone who pretends to be someone he is not.

Also learn how to come across as more confident in your sales pitch?

The Sales Center likes to hear where you have challenges and help you discover core values in you.

Share your question through us online form.

Speaking is silver...

Speaking or remaining silent?

The adage speaking is silver and silence is gold seems so at odds with the sales profession. You often hear, “He talks so easily, really a salesman.” And the term “sales talk” doesn't come out of the blue, either. Yet the adage does apply to the salesperson. I dare say that any salesman who keeps talking does not even get to silver and remains stuck at bronze. If his talking manages to get him across the finish line that way at all.

...Any salesman who keeps talking won't even get to silver and is stuck at bronze....

Early in my sales career, I personally found that I would have been better off remaining silent as a salesperson. Indeed, I would not have been far off the mark.

This happened:
There was a customer who was very interested in a nice used car we had on display. I had appraised the trade-in car and made him an offer. Sir made a counter-proposal which in itself was not crazy but was higher than my decision-making authority at the time. The consultation with my sales manager was short-lived. I was given permission to sell the car for the customer's proposal.

Because I thought you should be able to negotiate, I came back to my client with a counter-proposal. I suggested meeting halfway between his and my proposal and thus doing deal. Whatever arguments I made, the man didn't budge and stuck to his offer. I, stubborn as I was, even let it get to the point where the gentleman got up from the table and indicated, “You know my offer, just call me if you want to do it.” He walked away to his car.

At that time, I had a challenge. My sales director had given me the green light and wanted the car sold and I was letting the customer walk. There was nothing I could do but go after the customer and let him know that I could do the deal based on his offer. When I met the customer he was already in his car where I politely knocked on his window. After he opened the door I was able to give him the redeeming answer, “My sales manager agrees with your proposal, we would like to sell you the car at your price.” The man's reaction surprised me, for he said, “I knew that! Just prepare the papers I will come by this afternoon to sign.”

I knew that....

I knew that, I knew that? How could sir possibly know that he would get his price? He didn't have access to our purchase prices, the Internet to compare didn't exist yet, and my arguments had been substantiated. So how could he know?

Fortunately, by almost losing the order, I had lost my stubbornness. When Sir came to sign the papers I asked him the question of how he could know I could do the deal at his price. The answer he gave may have been the best sales lesson I have had.

sales Sales manager Account manager Sales leader Leadership Sales manager Manager Commercial communication Commercial director Acquisition Sales team Lead Lead Lead generation Customer finder Customer binder Sales team Effective Success Sales plan Sales strategy SalesStrategy Training Sales training Development Development Growth Talent Explore me Self-innovation Alliances Forming alliances Showing courage Connecting Thought leadership Amersfoort Sales growth sales team focus my sales strategy boxx insulationcentral, anthon geersing

Sir told me that his business regularly required him to purchase large machines for large sums of money. He said, “I learned that when the salesman keeps talking he is not at his bottom yet. He still has margin and something to give. Otherwise he would get up and leave because there is nothing left to gain. You did the same thing. You kept talking and couldn't and wouldn't stop the conversation yet. So I knew enough.” The extra discount I had to give Mr., in my experience, more than made the money. I have internalized the lesson of silence and applied it in negotiations with my clients.

I have mastered the lesson of silence and applied it at appropriate times in contact with my clients.

Are you also curious about how to turn the power of silence into gold in your own sales pitch?

If so, contact the Sales Center for a closer look.

Schedule your introductory meeting here

A pile of wood as a life lesson?

Have you ever made a pile of firewood? I have. The other day I had 2 cubic meters of wood brought in to fire the stove in our living kitchen. The advantage of handling that much wood is that it gets you hot twice. First to get it all in a nice pile and then when you start firing.

Sometimes it means taking what has been learned and stacking it up again for a while so that it becomes a solid whole again.

The blocks of wood I received were all different shapes. Some a little shorter, others longer. Some round and others all different angles. It is not easy to make a nice whole out of such a diverse quantity. On top of that, you have to shape the pile so that it doesn't topple over at the first breath of wind.

Synonym

As I was processing the wood, I realized that all these different blocks could be synonymous with what we are taught in terms of life lessons. If all goes well, your parents once started teaching you what you needed. Assuming there were grandparents, they also interfered with you with all kinds of good advice. The lessons of your first kindergarten teacher were sacred to you. Gradually you came into contact with adults, friends and new teachers who all taught you things in their own way. You learned every day.

The trick is to make all that has been taught into something personal. Sometimes it means turning what you have learned upside down and stacking it again so that it becomes a solid whole again. That takes effort and it can get pretty hot. It can also mean burning things from the past. That too generates heat but doing it does make it a lot more comfortable for you. It gives space and it provides opportunities to add other blocks of information. Properly considered, you always stay with what you are taught. It is important that you have or get a solid foundation so that you can firmly build on that which is taught to you.

The Sales Center likes to offer customization and realizes that sometimes it is essential to examine learned behavior. Perhaps together we can turn the whole thing upside down and lay a good foundation on which you can build existing and new elements. We will undoubtedly burn some elements and yes, that will make you hot, but at the same time it will also make you more comfortable.