Improve Sales Team Performance & Customer Service Team Effectiveness
If your Sales Team and Customer-Facing teams are not adapting to their customer’s unique style when engaging with them, then you’re not maximizing those relationships.
Minor adjustments dramatically increases chances for success
It’s natural for Salespersons to fall into the trap of “the best argument wins” and focus their selling efforts solely on making the strongest rational argument to persuade their customers. While some customers are purely rational thinkers and this approach will work with them, all customers are humans and the reality is that humans make emotional decisions which they then justify rationally.
You can dramatically increase your chances for success by making some minor adjustments to the style with which you engage your customers. By adapting to your customer’s personality, your team will make better connections, ensuring that more sales outcomes end up in your favor.
Our Sales Team Effectiveness program addresses both sides of the human element present in all sales relationships:
01.
The Personal Style of the Salesperson
First, we provide a customized and detailed personality profile to each of your sales team members. This gives a clear perspective of their personal style, strengths and weaknesses, and how their style is likely to be perceived by their customers. It’s not a matter of “good versus bad” but rather a matter of understanding how they will be perceived by the customer.
02.
The Personal Style of the Customer
Next, we teach your team some easy-to-use techniques that they can use to identify the personal style of their customers. We keep this really simple by identifying four (4) primary types and showing how to identify each type.
For example, “Does your customer ‘speak to think’ or do they ‘think to speak’?” Asking themselves questions like these will enable your salespersons to quickly identify their customer’s preferred style, which could very well be different from their own.
This helps to unlock the meaning of some of the customer’s behaviors, like:
Understanding how your customer will make decisions
If your customer is quiet in a meeting, what does it signal
How do they like to see information
Finally, we teach the team how they can adapt their style to beMer mesh with that of their customer. This is the most important part, because if you’re not adapting to your customer then you may not be making a strong connection whereas your competitors are.
03.
Adapting To Your Team Style
Finally, we teach the team how they can adapt their style to better mesh with that of their customer. This is the most important part, because if you’re not adapting to your customer then you may not be making a strong connection whereas your competitors are.
Structuring your presentation differently
Handling the flow of meetings/conversations differently
Knowing the best way to follow-up to increase chances of success
This workshop can be as quick as one half-day, but the results will last the salesperson’s entire career and you will see the results immediately.
Give yourself and your team the competitive advantage of stronger relationships with their customers, enabled by adapting their interactions to their customer’s unique type.
