One great year of sales, although rewarding at the end of that year, could be all for nothing if the success isn’t carried over to the following years. The world of selling is a constantly changing environment, and the best organizations understand how important adaptation is. Because certain, high level sales performers account for the majority of sales results, it is an organizations responsibility to develop their skills, and help position them for success in a dog eat dog world. Although top performers are assets to any company, it is also imperative to nurture others, and help them become part of the elite group of top performers as well.
After a great year, Peak Performance2’s ‘Winning Edge’ can help exceed expectations in years to come, because the difference between making a sale and losing one is small. ‘The Winning Edge’ is a sales force enrichment program designed in part by President Paul Fergus, to optimize the sales force of any company, through 6 unique steps:
- Aim to be better a just a few things: A 3% increase in sales is a larger number than it appears. Team members must be well informed and empowered to have the confidence to efficiently present a sale.
- Adapt to your clients: It is important for a sales force to have the flexibility to deal with the most difficult buyers, or buyers who may have a completely different style or way of thinking that the seller.
- Understand the clients buying process: Regardless of how good your product or service is, a sales force must be well informed about buyers buying style, criteria, language and culture.
- Ask better questions: A sales force needs to ask the kinds of questions that will raise the needs and challenges of clients, allowing sellers to solve their problems.
- Meet the right people: Find a friend or mentor who can help you understand the politics within a company. This way, you can find the right clients to sell to.
- Manage your time effectively: Your sales force much be coached in finding the clients who find value in what you’re selling, or the time they spend looking for them will be lost.
First level sales performance facets include confidence, optimism and a take-charge attitude. These, in addition to your personal brand, listening between the lines, influence without manipulation, and so much more, are used to give you that winning edge
Peak Performance2’s main goals are helping organizations reach their targets in terms of team success, sales performance and exceptional customer service. Sales performance is obviously not the key for every organization, however these skills can be modified and transferred to many types of industries.
Check out President, Paul Fergus' presentation regarding 'The Winning Edge' for a more detailed explanation of the information found in this post.
Or check out their brochure on Sales Performance: http://www.peakperformance2.com/files/files/brochures-en/Peak-Performance-2-Sales-Performance.pdf
Katie Cunningham
As I read over this post and watched Paul Fergus' video, I found myself pondering this idea of 'The Winning Edge' and what it represents in our fast-paced, highly competitive society. My take on what Mr. Fergus was saying is that having this so-called 'Winning Edge' means having above and beyond, unconditional, outstanding customer service at every level of a company, from every single individual in a firm, any day of the year and any time of the day. This reminds me of something that is often discussed in marketing, the Pareto Principle. Also known as the 80/20 Rule, it states that 80% of sales come from 20% of customers. This 20% is most certainly satisfied, loyal customers. Mr. Fergus spoke about being flexible and satisfying even the most difficult of customers. By providing this outstanding customer service, companies may hope to increase this 20%. And one must wonder, if this 20% can be increased then sales must increase accordingly.
ReplyDeleteChelsea Bonneau