“Being a top salesperson is all about having the desire and confidence to use what you know, do what you should do, and become what you need to be”
Richard Jackson, Business Philosopher and Founder, Mancroft International
Successful Selling – A Matter Of Technique Or Mindset?
Actually, it’s a bit of both – but the key ingredient is mindset because mindset is what determines whether your sales people:
- Are mentally bonded to achieving top sales results
- Always exhibit sales-winning behaviour in the presence of customers
- Habitually empathise with and match the needs of other people
- Know instinctively when to close the sale
- Welcome and embrace new ideas to enable selling at the highest levels of excellence
And just as important – but too often overlooked…
- Have total self-belief and confidence in using selling techniques, sales aids, products and opportunities already available to them. The desire to convert knowledge, skills and opportunity into profitable activity is entirely a matter of mindset
These characteristics, which are the true heartbeat of a successful selling mindset, are more than just desirable – they are nothing short of essential.
Using the above as a checklist, ask yourself, “What am I doing to ensure my sales people are thoroughly imbued with the personal characteristics needed to sell to their full potential?”
How Can The Winning Edge Help Your Sales People?
Traditional sales training usually focuses on method and step-by-step selling techniques (with which buyers/customers are all too familiar!). Such a process-led approach to training has the inherent danger of creating self-conscious, wooden selling behaviours, plus the additional sale-killing risk of being seen
as uncertain or manipulative as the salesperson wades through “the necessary steps of a sale”.
As a response to this problem and clients’ needs for something fresh and invigorating, we created a totally unique sales training programme based on CPE™ (Cognitive Performance Enhancement) principles. The programme is known as Winning Edge Sales Cybernetics because it shows sales people how to sell seamlessly and automatically from a standpoint of confidence, understanding and self-belief.
When your sales people feel at ease, good about themselves and good about selling, they do the right thing at the right time – automatically. They close the sale when they know it feels right, not because it’s “step 17” of their presentation. They deal with objections using their understanding of each individual customer’s needs and don’t need to fumble for hackneyed, off-the-shelf, one-size-fits-all classroom responses. Having the right mindset means they will sell naturally.
It’s not a coincidence that Mancroft International’s research shows that the salesperson who sells naturally sells most.
What Is The Winning Edge Presentation Style?
As with all Winning Edge programmes, it’s challenging! Sales Cybernetics will challenge the way your sales people think about selling. We’ll show them how best to use what they already know – and, what they need to do and become (as people), to achieve top sales results for you.
We’ll also challenge them to “unlearn” any unhelpful or self-defeating thinking habits that are getting in the way of better sales results.
To paraphrase Einstein’s famous quotation, “Your people cannot hope for a higher level of success using the thinking that created their current sales results.”
Want More Information?
…well we would love to hear from you!
Sales Cybernetics is an intriguing subject – and not easily explained in a few words on this page. If you have a real interest in learning more about this fascinating and uniquely effective sales development programme, please click here to request a call-back, or simply call us on 0844 884 3097 to discuss your requirements further.
Please feel free to download our Sales Cybernetics Brochure here.