How effective is your team at sales?

Have you ever wondered what the difference between an amateur and a professional sales person is? This week’s video tip explains how you can train yourself and your team to become better at selling.

Highlights of the video:

00:02 - The key to sales success
00:35 - Sales, quite simply, is professionally helping other people to buy
01:44 - 4 different types of sales people
02:55 - Which type of sales person are you?
03:38 - How many questions are you asking your customers or are you telling?

What separates people from being a professional versus an amateur at selling? [Click To Tweet].
Learn which of the 4 different types of sales people you are. – Watch this. [Click To Tweet].
Why you need to train your sales team to become professionals. – Video reveals. [Click To Tweet].

Transcript:

In this video you'll discover the key to sales success.

Welcome to this week's business tip. My name is Rueben Taylor, mentor and founder of Business Wealth Educators.

I want you to think about how effective is your team at sales at the moment. See without the right focus and training and strategies, you’re often leaving money on the table. So what is sales? Well, first of all, I’ll tell you what it's not: it's not about any fancy tricks; it's not about manipulation; it's not about having to overcome objection or twist things around. Sales, quite simply, is professionally helping other people to buy. So let’s look at that definition down in the couple of ways. The first one is, it’s professional - What separates people from being a professional versus an amateur? Well a big part of it to me is how much do they train. You know, amateurs will go play golf - I consider myself an amateur golfer - and I’m out there once a month at best. But a professional golfer is out there multiple times a day - training.

What separates you from a professional amateur is, how much are you training? Professionals will train and they'll train and they'll train and get much, much better at everything they do. How much time are you now putting into training your team, training yourself, becoming professionals at selling? The second part of definition is: helping other people buy. See do we like to be sold to - No! But do we like to buy stuff? Yes. If you start thinking how am I actually helping people buy. How am I educating them? How am I working with them? How am I answering the questions that they've got? And help them make a decision. Help them find that best solution and so you are selling correctly.

Let's take this another step further. There's 4 different types of sales people:

  1. Order taker
  2. Product pusher
  3. Problem solver
  4. Over seller

I want you to think about - Which type of sales person are you? Are you just there waiting and sitting for your order? Are you there talking all about the product and what it does? Are you there problem solving? Or you there over selling? Just to get that sale - Just to make things happen. Which one you think we need to be? Yeah, that's right. Number 3, the problem solver. How’re we helping people get what they want? People when they're looking for something, they’ve got a problem - How do we help them fix that problem? What's the solution to the problem that they have? Well there’s 2 key things that we need to consider when we then move on to, what is it make to be an effective problem solver?

The first one is that we ask lots of questions. And we also then need to listen. They're the 2 keys skills: questioning and listening. So I want you to think about how many questions you are asking your customers or are you telling? How well you listening and observing and reflecting back what you’re hearing, again, rather than talking, rather than telling? So just remember those two things - Questions and listening.

Thank you for taking the time to watch this video, I want you to see what changes could you be making in your approach to sales. Focus on helping people and you’ll always come out on front. Remember to like, comment and share on this video and I'll catch you in the next video soon. Bye for now.

If you would like to read more articles, or would like to see the weekly video tips from Business Coach Rueben Taylor, please subscribe to our weekly video tips. Rueben also conducts Workshops and Seminars and provides business mentoring.

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