As specialists in Sales Training Courses, we have seen it all over the years. From techniques we have tried personally, to the thousands of different ideas we have seen come through our clients. Therefore the methods we have decided to incorporate into our sales training courses are the ones that have proven to work. The majority of these are focused on the motivation and mindset of the sales person themselves. We often get asked for our favourite tips and techniques, so we have compiled a list of our top 5 tactics that work in all situations and contexts.
Learn to motivate yourself in the bad times
Coming in at number 1, unwavering motivation is without a doubt, the very best skill a sales person can develop. Every job, product and industry has its ups and downs. Sales is not easy. If it were, there would be a quarter of the amount of sales reps that there are today. Sales people are constantly facing objections and rejections. Resilience and a thick skin are often needed to within stand the rejections, but it’s motivation that’s going to carry you through success.
But we’re not just talking about motivation during the good times! Anybody can feel motivated in the good times. It’s finding the positivity to motivate yourself in the bad times that is the real challenge and the real reward. The most successful sales people have developed this skill.
Being able to think on your feet
While you can plan your sales pitch, we’re often not able to plan how an entire conversation is going to go. Clients can throw out-of-the-box questions and objections at you at any time. This is where the ability to think on your feet is vital. This ability doesn’t come naturally for everyone, so here are a few things that can help:
Practice reading your client and a situation at the same time.
Have some go-to, time buying phrases you can default to while thinking of the best objection handling response
Use your intuition.
A negative person is an ideal client
While it might seem counter-intuitive at first, this statement is meant to change the way you view negative clients. Most people see negative clients as difficult to win over and unappealing, but good sales people can use this to their advantage. If you give the client the time of day, and actually listen to their complaints and grievances, you may actually be one of the only people who does! And clients who feel like they have been heard are usually much more inclined to trust the sales person. You then have the opportunity to turn them around and create quite an impact on them.
To get great answers, you need to ask great questions
No one likes to feel like they are under interrogation or at a job interview. Questions are a vital part of getting to know your client, but you can’t just fire away rapidly trying to get the answers as quickly as possible. Questioning is the perfect way to get to know your client and build their trust. That’s why we prefer open neutral questions. They can get someone to open up without them even realising it, and it feels like part of a normal conversation.
It’s the tone not the words
The authority on verbal and nonverbal messages – Doctor Albert Mehrabian – states that the words we use have an impact of 7%, while tone accounts for 38% and body language actually contributes 55% to the overall interpretation of the message. The most powerful speakers and sales people ensure consistency throughout each of these elements so they can deliver an exceptionally strong message. At Dynamo Selling, we always instruct clients to focus on your tone every single minute of the day. All these elements are inter-related, and tone is often forgotten. When practicing things like your pitch or objection handling, focus on your tone and body language of the delivery, more than the words themselves.
Client that have been able to execute our top 5 sales training tips successfully have seen dramatic improvements in their results. If you’re interested in finding out more about the concepts in our sales training workshops, or if you are interested in getting Raimond to speak at an upcoming sales conference, please get in touch.
When we say we do tailored sales training, we mean it. At Dynamo Selling, we are very proud of the fact that we can tailor anything on the spot, even without planning. Our whole purpose is to make sure your team gets the most out of our sales training, and this often means tackling very specific problems that your sales team are facing. Recently, we completed a one day training for Australia’s number one supplier of Bathroom vanities and accessories – Allure Bathrooms. Before we started, the General Manager and Owner asked if we could tackle a few specific challenges. Of course we were up for it!
Gap Attack Meeting
A thorough discussion brought up areas for improvement in the following areas:
A few very specific problems that they have encountered in store.
Following the identification of the problem areas, we conducted a team brainstorming session in which all participants could contribute. Together, we then created a strategy for a solution to each element. We completed the session with role play activites to practice the new solution.
Customised Sales Training Course
While we didn’t follow our sales course guide, we covered the most important aspects that gave Allure the results they required to exceed customer satisfaction and their growth goals. The training was so full of energy, it was a true testament to the motivation and enthusiasm of the Allure team. The problems and areas for growth were all voiced from the participants in the class, which is evidence of an honest and dedicated team. They were extremely intent on moving to the next level and improving their results.
Long Lasting Sales Results
Our utmost goal at Dynamo Selling is to ensure that the training is worthwhile and will provide long-lasting results that will enable our clients to grow. Satisfied customers are what drives and fulfils us.
If you are interested in finding out more about our tailored sales training, get in touch today.
Challenging the traditional 80/20 rule taught in sales training courses
If you have ever received sales training, you may have heard of the 80/20 rule. It’s a common “rule of thumb” which outlines that 80% of behaviour should be focused on listening, and 20% of behaviour should be focused on speaking. At Dynamo Selling, we tend to challenge traditional sales concepts and rules of thumb if there is a better way. We have revised the 80/20 rule and have developed a new rule – the 20/20 rule. In the 20/20 rule, we give equal weight to both two eyes, two ears and your mouth – each of which should be used 20%.
Sales training on using your eyes
The core difference in our approach is that more weight is placed on the role of the eyes. The traditional 80/20 rule doesn’t factor sight into the equation, and therefore it is missing a vital part. Especially because the role of sight comes in before any of the other senses.
As soon as a prospect walks in the room, whether you’re greeting somebody for the first time, getting ready to get into a negotiation or in a retail environment, you need to watch first. A great deal of information can be sought before the prospect even starts talking. Primarily, through reading body language and micro expressions, a good sales person will be able to gauge the prospects mood or personality type before they open their mouth. For example, if they are thinking of something, it’s likely they will be looking up, if they are pondering a dilemma, it is more likely they will be looking down. All these cues can be seen before you’re even starting listening. This information can help guide the most appropriate body language and tone you should use to resonate with the prospect best.
First impressions matter
A prospect is likely to form an opinion about the sales person within 23 seconds of them speaking. This means the first words are crucial and the situation must be read accordingly to achieve the best results. To make sure you are conveying the right signals, you need to watch. This is the first step, even before listening – it precedes listening. If the salesperson can determine how they client is feeling in that moment of time – their general underlying mood – they will be able to converse with compassion and understanding. Whether they are in crisis mode, in a hurry, or have plenty of time to make a well-informed decision really matters, because it should change the you interact with them. By interacting with the prospect in a way that resonates with them, they will really appreciate you, because they can sub consciously pick up that you have understood them.
Sales training on the role of listening and speaking
The difference in the 20/20 rule is that using the eyes to watch the prospect is the first step – however this is not to say that listening and speaking should be under-valued. In the 20/20 rule, they all play an equal role. Once a prospects body language and micro expressions have been observed, the salesperson can begin listening to them to get a fully informed idea of what they need. Then and only then, should they begin speaking, when their words will be completely aligned with that the client wants to hear.
If you are on the phone, it is possible to visualise what the other person is doing through using audio cues. However this is a more advanced technique that will be performed best once the 20/20 rule has been practiced in face to face settings first.
We created the 20/20 rule in our sales training courses because we want to emphasise the importance of understanding your client. Sales people who truly understand their client’s wants, needs and mood at the time will have a much better chance of success. Salespeople who use the 20/20 rule have a big head start.
This is the third and final part to our blog series “The three steps to winning sales”. Each of the blogs in this series explores the three steps in The Clarity Principle – a principle that has been tried and tested by ourselves and our sales training clients over the years. By following this principle, we can guarantee you will see at least a 50% increase in performance.
This blog post explores the third step in the principle – Growth. However we want to emphasise the importance that you can’t skip ahead. Trying to get growth without the clarity on what you need to do and the confidence to do it is absolutely pointless. The first two steps define the blue print and give you the internal tools to execute it. Only then, can you achieve growth.
Learning to adapt to the growth stage
Once you’ve completed the first two steps, you will start to see growth. Once you are in the growth stage of your business, everything is different. You can’t keep using the same strategies that got you here. You need to learn to adapt to new strategies once you’re in this stage otherwise it’s not sustainable. This is because the pressures have changed. You have to keep up with the demand while continue delivering a great level of service or product and increase revenue.
While “Getting Clarity” in step 1 involves crunching the numbers and setting goals, you need to do this all again in the Growth step, as undoubtedly the context will have changed. The entire business strategy, let alone the sales strategy will need to change to adapt. You need to get smarter with your time and resources.
How to change your sales strategy
How change your sales strategy to adapt will look different for every company, however some things you will need to take into consideration are:
How do you want to scale?
How many employees or contractors will you need?
How many new clients will you need to outweigh the new costs?
Where is your time best spent?
Ultimately it becomes more evident that time is the scarcest resource, there are only so many hours in a day, and productivity goes to the forefront of the priorities list. Increasing productivity means creating new processes, and part of this is learning what you can eliminate from your current process – and even your life. We encourage our clients to think outside the box here. Increasing productivity doesn’t always mean time cutting measures such as finding way to cut off 10 minutes to each step in the process. Sometimes the most productive things you can do are things that will allow you to scale, rather than incrementally grow. For example, by increasing your circle of influence and hanging out with people who can move you forward, you will increase your connections but also benefit from sharing ideas with like-minded people.
You need to pull together your available resources to make this happen
Hiring and outsourcing the right people is crucial. There is a reason the quote “hire people who are smarter than you” has become so popular. Employees and contractors aren’t just there to give you more time. If you hire right, you can also utilise their intelligence and strategies to propel the business forward. When you can delegate tasks to others, you start to work on the business not IN the business. This is where you improve systems.
Dynamo Selling partners with businesses to work them through these three crucial steps for growing the business. Through experience, we have developed the knowledge and resources to successfully grow businesses in all sorts of industries. If our three part blog series “The three steps to winning sales” based on The Clarity Principle resonates with you, get in touch with us and we can discuss how we can help your business grow through high impact sales training.
Becoming an expert sales person is not an easy process, but it is a lot easier if you have a structured method or process to follow. There are a lot of elements that come into play in sales psychology which is why there are thousands of different strategies, techniques and philosophies out there. At Dynamo Selling, we teach you the steps that have been personally tried and tested ourselves, and from our clients from over the years. We have broken our sales training programs down into three steps, which we call The Clarity Principle.
The Clarity Principle
Step 1 – Get Clear Step 2 – Get Confident Step 3 – Get Growth.
Getting clarity about what you want to achieve is the first step, which is covered in Part 1. Once you have clearly defined your goals, have crunched the numbers and have created a strategic blueprint to get there, there next thing you need is the confidence to implement your vision.
Confidence is the belief that you can succeed at something. People often lack self-confidence when they truly don’t believe they have the knowledge and ability to perform an action or reach their goals. This is what Dynamo Selling is here to change. Through our sales training, we will give you the necessary knowledge and practice to build that confidence and create realistic goals. We do this in two ways:
Sales Tactics: We teach a variety of tactics within our sales training workshops. With the right tools and knowledge, you will feel empowered, and this mind set makes all the difference. We use training tools such as:
Learning to read and implement body language that resonates with your audience
Learning to read micro expressions to get a better understanding of your client
Analysing the clients needs to determine how best to respond
Using questioning techniques to get the right information from the client and change their point of view
Reviewing traits of successful people and extrapolating those which can be used in your process
Establishing a sufficient sales process that accommodates these techniques so you have a blueprint.
Ongoing sales coaching: Coaching ensures that the training from the initial workshop is retained and participants maintain confidence in the long term to increase their performance. Confidence, like any emotion goes through cycles. You can be feeling confident one day but down the next. With our sales coaching packages, we pick you up on the down days and help you make the most of the up days. This is where we see real business growth.
Through a structured sales training regime, you can empower yourself to get the confidence you need to reach your goals and ensure this is maintained through ongoing sales coaching. Once you reach this level of confidence, it brings us to the next step in The Clarity Principle, Growth. Exponential business growth is possible when the first two steps are achieved. By implementing your new skills day in day out, you will resonate better with your clients, close more deals and improve your overall performance.
If you would like to have a chat about how you can implement The Clarity Principle in your organisation, please get in touch.
“When you doubt your power you give power to your doubt”.
At Dynamo Selling, we teach the steps of the sales process – but also how to prioritise them, in our sales training courses
As sales people ourselves, we can appreciate there are so many things to focus on, we can lose sight of the big picture. Clients often come to us overwhelmed, as they have been told to focus on the sales process, objection handling, building rapport, negotiating etc. the list goes on! While it is true that there are many elements incorporated into the sales cycle, identifying the areas of improvement and prioritising is the key. There are 3 steps we teach in our sales training workshops to help clients narrow their focus and prioritise:
Step 1 – Get Clear
Step 2 – Get Confident
Step 3 – Get Growth.
In this blog post, we will cover the first step of the process, which is getting clear.
In our Sales Training, the first step we teach is to Get Clear.
The brain is an amazing and complex system but yet also very basic. It is capable of doing millions of functions per second, but it can’t do anything if it doesn’t have destination or clear vision of where it’s heading. Your sales training plan must start with a blueprint for your success as clarity is the key to successful execution.
Any sort of sales training or sales coaching must start with this as a foundation, and only once you are crystal clear can we start to visualise our goals and destinations. In order to get clear in our sales training workshops, we ask our clients these questions:
How many leads are you actually receiving – and from them how many are you closing?
What is your reason for signing up for this class? Are you goals to be a sale person or a high achiever?
Where do you see yourself in 3 years?
What’s your target and what’s your stretch target? It’s really interesting once we have a stretch target – our brains often find a way to get it.
From reviewing your answers to these questions, your goals should become clear.
The next step in the process is to turn your goals into actionable steps.
Once you have achieved clarity on what you want to achieve, you can break this down into small achievable steps to create a path to get there. By getting the numbers down on paper of of leads versus actual sales, you can start to see room for improvement in your history and set a target. We have completed an example for you below:
No of leads/mnth
No of sales actual/ mnth
No of months
After 3 months Total
Target for 3 months
Target No of leads /month
Target sales /month
Target sales stretch/ month
Once you have set achievable targets and step targets, you can work out how many hours and effort it would take to close those additional leads.
The right preparation in sales training leads to sales success
Having goals written down on paper works wonders for your brain starts. Rather than internalising the goals, they are out of your head and become somewhat “real”. We use this process in our sales training courses and have seen first hand the effects of getting clear. It allows you to clearly visualise what you determine greatness to be and takes you onto the next sale success step, confidence. We will cover this step in Part 2.
“Becoming crystal clear helps your fears to disappear.”
Throughout our company, there is an underlying philosophy that encompasses everything we do. It is that mindset is the single most important element to being successful. It is this concept that sets us apart, and our entire vision for existing as a company. Why? Because the mindset of your sales team is what guides their every action. If they have the desire to truly help their clients and to achieve success, it’s better than any of the traditional funnelling or prospecting techniques you can do.
In our sales training courses, we break down the overall sales success philosophy into 3 easy steps
Our three steps are simple and easy to remember:
Step 1: Get clear Step 2: Get confidence Step 3: Get Growth.
Clarity is the first step, because it is important to identify what your goals are before you can take actionable and efficient steps. Throughout our sales training, we undergo a series of self-evaluation questions to help this process and the results are often surprising. By starting off with questions such as “Where do you see yourself in 6 months or 5 years”? or “What are your targets and stretch targets?” We start to get an idea of the basic goals and then the goals get more precise and clear so that we can start backward planning. But then by analysing the answers to these questions and going deeper into the Why of each question, we often uncover goals that the participant themselves didn’t even realise. They are often professional, but more often than not, our personal goals are what motivate us to succeed.
Become the person who would attract the results you seek
Confidence is the second step .The strongest and most motivating confidence comes from within. It’s the knowledge that you have the necessary skills to actually achieve these goals. This sort of confidence can be achieved in many ways but it can only start to develop once you have gotten clear in step 1.
Visualisations are one of the first techniques we use to instil a strong sense of confidence within ourselves. This skills involves visualising yourself the way you want to be. What the mind can achieve the body can achieve.
Secondly, we incorporate affirmations into our sales training. Affirmations are positive an uplifting statements that we say to ourselves. We tend to believe what we say to ourselves frequently.
Lastly, this confidence can be found by creating a clear and actionable plan to achieve your goals. If the plan is thorough and achievable, having this laid out in front of you will give you confidence.
Growth is never achieved by chance. It takes sales training and strategic effort.
The third step is Growth. It is one thing to have a clearly defined, actionable plan to achieve these goals – but executing them is the hard part. One of the reasons for this is that organisations are changing on a constant basis and there are so many parts moving every day, that our actions often become reactive. We need to make time to execute our steps and stay disciplined. If you can do this, we can guarantee you will see growth. We have seen it time and time again with our sales training clients.
Ongoing growth happens when two things take place: 1. We stop wasting time and become more resourceful and productive 2. We increase our circle of influence – you can’t become a better runner and have better times unless you race against better runners. This is very powerful because you start to step up because you can see others that are achieving success and greatness.
There is nothing more rewarding than seeing our clients follow these three steps and actually see results. We are talking about huge increases in close rates, hitting sales targets and job satisfaction.
If you would like to have a non-obligatory chat about how our sales training courses can be implemented in your sales team, please get in touch.
In January we had a fantastic two days of phone sales training with the sales team from Rail Plus. Rail Plus is the leading dedicated International Rail Specialist sales agency throughout Australia & New Zealand. Its head office is in Melbourne and they have a branch in Auckland. Therefore over the course of two days, we trained two groups of 11 people in Melbourne and had 5 dial in through Skype. It was a great mixed group with lots of different ages and nationalities which brought in a variety of perspectives.
Rail Plus engaged Dynamo Selling for sales training as they were interested in improving their phone selling skills and growing customer satisfaction. Specifically, they were interested in learning how to build rapport effectively over the phone. The key areas of improvements we covered were:
How to identify core needs of the customer quickly
How to identify the customers pain points and address these
How to communicate with the customer in the best way, and;
Timing and pitching to implement techniques when they are most efficient.
The Results From Our Sales Training Workshops
Rail Plus are a fast growing company and each of the team members were eager to learn. Following the training, the team saw huge improvements in rapport building. They learnt the importance of asking great questions to get fantastic answers.
The team are much more efficient at understanding what the customers core needs are and how to get inside the customers mindset to help find them get the best solution to ensure all of their needs are met.
“Our team really enjoyed the sales training workshops from Dynamo Selling. They were able to make the content fun to ensure everyone stays engaged and retains the information. What’s more, the content was tailored specifically to suit the needs of our organisation. Thanks to Dynamo Selling for helping us increase our customer satisfaction”.
– Kewmaaz Muthalif, Director of Technology & Project Management, Rail Plus
If you are interested in getting some sales training for yourself or your team, please don’t hesitate to get in touch.
Why we teach emotional intelligence in our sales training courses
Being in touch with your emotions and feelings not only helps you live a fulfilling life, but can also help you understand others, which is a vital skill in sales training. In our sales workshops at Dynamo Selling, we teach clients about the relationship between emotions and feelings and how you can identify emotions in others.
Feelings and emotions are like two sides of a coin
Emotions: Emotions are physiological, therefore they can be measured objectively by blood flow, brain activity, facial expressions and body stance. For example, when we feel fearful, our heart rate and blood pressure increase. These are chemical reactions that result from an emotion, which often lead to physical behaviours (i.e. punching a wall when angry). We can read other peoples physical behaviour, body language and micro expressions to give us an insight into their emotions.
Feelings: A feeling is a mental portrayal of what is going on in your body when you have an emotion. It is the by-product of your brain perceiving and assigning meaning to the emotion. Feelings are the next thing that happens after having an emotion, they involve cognitive input, are usually subconscious, and cannot be measured precisely.
Emotions are generally predictable and easily understood, while feelings are often idiosyncratic and confusing.
Our experiences in life affect our emotions and perspective
“Emotions are not hardwired but learned and shaped by our experiences in life,”
– Lisa Feldman Barrett, North Eastern University Professor
Everyone has the same kinds of neural networks but the wiring differs dependent on experience. The way that people interpret the sensations differ by culture. This is something to be mindful of, because different people will react differently to certain cues.
The relationship between emotions and feelings
As you can see in the diagram above, an emotion comes first, then come the feelings associated with it. This means that we should emphasise emotional selling to illicit a desirable emotion from the client which will in turn influence their feelings towards you and your product/service. We can measure their emotions through physiological cues, which will guide our next step. This is one of the areas we focus on throughout our sales training courses.
How we use this knowledge in our sales training
As emotions have physiological responses associated with them, we can learn to identify certain facial expressions and body language to give us an insight into how the client is feeling. We can then use this knowledge to guide our next step to elicit a desirable emotion in response to the sales experience.
However selling based on feelings and emotions should involve a two pronged approach: 1. Self: We should first focus on our own emotions and our feelings associated with them. Especially in regards to the methods we use to calm our anxieties and feel content. This process will help us become familiar with the relationship between emotions and feelings, so we can then use this in sales. 2. Clients: Once we are grounded and have a good idea of how emotions and feelings interact, we can then start to strategise how to read and influence the emotions and feelings of our clients.
Finally the most important sales training tip to be taken from this blog is that it has been scientifically proven that people forget what you said or what you did, but they will never forget the way you made them feel.
If you are interesting in learning more about the relationship between emotions and feelings and how this integrates into our sales training packages, please get in touch!
One of the best things you can do to improve your sales successes is work on your ability to handle objections. Overcoming your prospects’ barriers to purchase or buy and change their mindset takes a great deal of insight, perspective and a true belief in the solution you are providing.
In our sales training workshops, we cover objection handling in three parts, which we have outlined below.
Part 1: Planning
Planning is both the first step and perhaps the most important step of the objection handling process. It is vital to always have an idea of the types of objections you may face before going into a meeting or phone call. This will eliminate the element of surprise. Objections evolve all the time so don’t expect them to stay the same every month. Know your audience. Go in prepared.
Part 2: Is it a reason or excuse?
After listening to your prospects objection, you need to think about the motives behind their responses. Identifying whether their objection is just an excuse because they’re not interested – or a real reason like a problem with the solution – can help direct the way in which you manage the situation.
” Excuses: It is common for prospects to think of automatic deflective objections, simply because they are not interested. Whether it may be because they have never dwelled on the problem before or they are in the middle of something, they won’t give you the time of day if you don’t resonate with them and spark curiosity. Your pitch needs to illustrate the problem and the solution to them in an intriguing and inspiring way. It can take a while to work out what makes this person tick, their frame of mind and what angle you should take, however it’s vital if you want to break through the excuses.
” Reason: Real reasons should be dealt with a bit more logically. If your prospect believes that the solution you are offering won’t actually solve their problem, you won’t be able to get past the objection. Therefore getting them to believe often requires a true belief in the solution yourself.
Part 3: Using Neuro-Selling techniques® to elicit emotions and actions
In both instances – whether your prospect is objecting with excuses or reasons, the key to closing the sale is creating excitement that their particular problem will be solved. At Dynamo Selling, we teach Neuro-Selling Techniques ® which is a concept developed by our Director Raimond Volpe. It stems from a combination of two different concepts, the three brains of humans and the eight emotions of humans.
By understanding our three brains (the reptilian brain, the limbic brain and the neo-cortex) and how each of the brains interact with each other, we can leverage this knowledge to create visualisations. The reptilian brain is largely unconscious and often unable to distinguish what’s real and what’s imagined. By using visualisation techniques, we can elicit desired results from the reptilian brain. While this strategy is quite complex, the core concept behind it is that by influencing our thoughts first, we can generate a desired emotion and then a behaviour. This is explained in more depth in this blog post.
We have seen huge improvements in our sales training clients when they implement each of these three steps in order. It takes a significant amount of effort to not only learn how to implement these practices, but how to use them on the fly and use them well. This is one of the primary reasons we introduced monthly coaching sessions into our packages – because just like any good skill, without constant practice, the art can be forgotten.