Sales Training Tips that Make the Grade

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In his best selling book Good to Great, Jim Collins tells us that good is the enemy of great.  Let’s take a look at the 5 habits that separate the “good” from the “great” when it comes to selling. 

Margin of Victory

Excellent salespeople are only about 3% better at a number of important things.  There is only a small margin of difference between mediocre and outstanding.  These sales people are masters at the basics:

Sales Training Strategy  #1:  Adaptability

Top salespeople know their strengths and adapt easily to different client behavioural styles.  They have what I like to call, Personality Intelligence.  They relate so well with others, people want to do business with them.  They demonstrate adaptability in every situation by using well developed listening and communication skills. 

Sales Training Strategy #2:  Client Focus

Successful sales people know more about their clients than they know about the product or service they are selling!  That’s not to say they aren’t knowledgeable about the things they sell, it is to say the true needs of a client or potential client is their primary focus.   

Sales Training Strategy #3:  Diagnose before Prescribing

The best salespeople ask more (and better) questions.  They take time to articulate the appropriate questions that serve to add value in a sales call.  Mediocre performers spend most of their time presenting solutions without first diagnosing the challenge.

Sales Training Strategy #4:  Wide and Deep

The best of class salespeople deliberately develop strategic relationships with as many people as possible in the organizations they do business with.  Average performers rely on one friendly contact or they may ignore entire other areas.  This is where the competition can step in!

Sales Training Strategy #5:  Time = Money

The top 3% sales professionals are living proof that the effective and profitable use of time is a key to success.  Everyone says that they use their time wisely, but few are strategic about it.