This "Ultimate Sales Model" can be used both personally and organizationally. It's a training and coaching guideline which shows the intricate parts necessary to achieve Sales Mastery. The great thing about this model is it shows the percentage of time you should commit to your training, coaching and development. In addition it points out the sometime underestimated amount of time you spend on building your "psychological readiness" or Positive Mental Attitude with you and your team.
In addition, I would like to encourage you to share this formula with your team and be sure to use it as a constant reminder of the 3 most important aspects of Sales High Performance.
High Sales Performance = P + TSS + PMA
P = Preparation - Those that relentlessly prepare for each of their appointments will over time create a longer term success than those that don't. I realize this is an obvious point, however, it's one that must be adhered to in order to keep ahead of the curve. Preparation saves time which ultimately paves the way for more business. The average sales person does not see the importance of being relentless in their pre-call preperation therefore leaves a ton of business on the table for those sales professionals that take this step seriously.
TSS = Technical Sales Skills - All great sales people follow a process. They know the process so well that it doesn't "feel" awkward or strange to their potential customer. In fact, great sales conversations go so smoothly that a sale is made or a contract is agreed upon without any major objections or hurdles raised by the client. What we often forget is the 10,000 hours the professional sales engineer has dedicated to honing their craft. I'm not suggesting that you can't do good sales and create good business until you get those 10,000 under tour belt. But what I am suggesting is that you commit yourself to the act of learning the craft. There are so many sales systems that you can follow and I'm sure your company has you following one. If you would like a peak at my 5-Essential Step System you can download it here. This system is used by 1000's sales professionals all over the world to keep their conversations on track.
PMA = Positive Mental Attitude - Having and displaying a positive mental attitude is paramount to ongoing success in business, sales and life for that matter. This is not a new concept and has been the dividing factor of business and life success for all of us since we were blessed with higher brain functionality. Lucky us, and the only way out of our dire predicaments are to either choose to be hopeful and wait to be rescued, if we're one of those people who love playing the victim role or rather choose to pull on our own mental strength and take responsibility for our current situation. Give our-selves our own hope and pull on our own boot straps to climb out of the seemingly hopeless situation which ultimately helps us to become a better, stronger person.
Friedrich Nietzsche said "that which does not destroy us make us stronger" and as a concentration camp survivor I believe he has the right to make such a statement. Hopefully we never have to go through such a situation in our modern life to prove his theory right or wrong, however, we should learn from those that have experienced the most dire survival situations and apply the positive strength from these words. Decide to take full responsibility for our reactions to life and business circumstances. I like Charles Swindoll's thoughts on attitude. He says, "Life is 10% what happens to us and 90% our reaction to it." It's our choice.
There you have it... "THE ULTIMATE HIGH PERFORMANCE SALES FORMULA"
Let's start a conversation concerning your sales challenges, maybe there's something I can do to help or maybe point you in the right direction. In addition, if you have some experriences or major life and business lessons you would like to share then please leave them in the comments box below. We are all students of life and business and when we share our knowledge and wisdom we allow space for both ourself and others to grow. This is my belief and the unwritten, well NOW it's written code of life and business success.
Sincerely Dominic Kotarski Founder of Sales Success Academy
Dominic Kotarski | Author | Coach | Trainer | Speaker |
Dominic Kotarski writes, speaks, inspires, motivates and teaches on the most important aspects of your business including Sales, Coaching, Team building, People Management and Business Development. Get weekly access to his blog & training videos FREE by subscribing below