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WANT TO DOUBLE YOUR SALES?

LEARN HOW TO ADAPT YOUR SELLING BEHAVIOR with EXCEL GROUP's..

 Behavioural Selling Strategies workshop.

Consider learning and applying the 

Behavioral Selling process.

Can you recall an experience where you were "turned off" a product or service because of the behavior of a sales person? Do you think they did that intentionally? Certainly you’d agree that it was likely unintentional to offend you since their compensation is based on establishing a successful relationship with you.

Studies indicate that clients/customers change suppliers of a product or service mainly due to the dissatisfaction of the human interactions as opposed to the product itself.

Essentially, the behavior of a sales professional has an enormous amount of influence on the client or customer’s decision to continue or to conclude a relationship.

  Studies have validated that:

  1. People tend to feel comfortable with and buy from sales people that display behavioral styles similar to their own
  2. Sales people tend to sell more effectively to people with behavioral styles similar to their own and
  3. If salespeople adapt their behavioral style to that of the client/customer, their sales increase.

Most sales development/learning focuses on understanding needs, building trust, qualifying, handling objections, closing skills etc.

Though these sales competencies are important, the way in which a salesperson goes about applying them largely determines their effectiveness.

Thus the ability to understand and adapt behavior to that of a client/customer is a critical success factor.

In consultative selling, we all know how important it is to understand a client’s needs. In order to do this, however, they must trust you.

The behaviour of a sales professional can either add to or subtract from the trust level of a client/customer. It is this trust level that can either add to or subtract from their desire to share their needs with you.

  For example, some clients will be detailed and analytical while others will appear interested in big picture and few details. Some customers will want to proceed at a faster pace while others require more time to process information before arriving at a decision.

A sales person’s ability to understand, identify and adapt to these behavioral differences will determine their sales success.

There are a variety of behavioural profiling systems available to assist you in becoming aware of your behavioural style. Some are more complex, while others are easier to understand for applying the knowledge of 4 quadrant behavioural theory.

TASK ORIENTATION
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RELATIONSHIP ORIENTATION
FEELING

In relationship selling, it is critical that sales professionals understand that the definition of a successful client "relationship" will change according to client personality. Some will be positively influenced with discussion over lunch or a golf game, while others prefer lots of factual data and information with less emphasis on personal interaction.

If your sales team is not selling behaviorally, they are only 25-50% effective. How many times has your sales team unknowingly "turned off" a potential client?

 Imagine how they could increase their sales with power and knowledge of behavioral science on their side.

With behavioral science you can:

  1. Clearly understand your behavioral style
  2. Understand the different styles of your clients and
  3. Adapt your style to your client’s style in order to increase your effectiveness.

Go ahead…turn your Clients on by adapting your behavioural style to theirs. They’ll reward you with more business.

To Learn more about the Behavioral Selling Strategies workshop, contact EXCEL GROUP Client Services at 1-888-89COACH ext 21 


E-mail: - www.GrowingCoaches.com

 
 
 
2005 EXCEL GROUP Development Services Inc.