Changing Selling Behaviors
Understanding the mechanism that makes that change happen is the key to changing selling behaviors.
Here are a couple of things that will help you in changing the selling behaviors of your team.
Get you salespeople motivated to learn.
You will find only a very small of inside salespeople are motivated to improve their skills. It’s just the way it is. If you ask your group how many have read a book on selling in the last six months; you will be lucky to find someone.
The nature of the selling job makes it critical that salespeople are motivated if you want to see results.
The risk of loosing the sale and the discomfort trying new techniques brings, make it necessary that sales reps be committed to changing or it simply won’t happen.
This and the fact it takes time to change a behavior make it nearly a requirement that salespeople be motivated to learn if you wish to improve their skills.
I have created a great video on this subject. You can get access to it on my sales resource website:
Teach from the sales process
One of the big failings of training and coaching is the focus on the “course” or the “technique” rather than the “sales process.”
It is one thing to teach a specific questioning technique, say implication questions (SPIN Selling®), but quite another to teach reps a process for helping the prospect determine the impact your solution will have on their business.
There is a little bit of subtly here that is important to understand
When you teach the technique directly, you force the salesperson to figure out how and when to use it in their sales process.
However, if you take the same technique and make it a part of your actual selling process – then show salespeople how to accomplish it within the sales process, there is no “conversion” necessary.
It is the difference between teaching a qualification question, and teaching “your” qualification process. Basing your training and coaching on the actual sales process will get you far better results.
If you are interested in a “system” for changing behaviors and improving selling results, check out our Inside Sales Training System.