The 3 steps to Winning Sales: Part 1
At Dynamo Selling,
we teach the steps of the sales process – but also how to prioritise them, in our sales training courses
As sales people ourselves, we can appreciate there are so many things to focus on, we can lose sight of the big picture. Clients often come to us overwhelmed, as they have been told to focus on the sales process, objection handling, building rapport, negotiating etc. the list goes on! While it is true that there are many elements incorporated into the sales cycle, identifying the areas of improvement and prioritising is the key.
There are 3 steps we teach in our sales training workshops to help clients narrow their focus and prioritise:
Step 1 – Get Clear
Step 2 – Get Confident
Step 3 – Get Growth.
In this blog post, we will cover the first step of the process, which is getting clear.
In our Sales Training, the first step we teach is to Get Clear.
The brain is an amazing and complex system but yet also very basic. It is capable of doing millions of functions per second, but it can’t do anything if it doesn’t have destination or clear vision of where it’s heading. Your sales training plan must start with a blueprint for your success as clarity is the key to successful execution.
Any sort of sales training or sales coaching must start with this as a foundation, and only once you are crystal clear can we start to visualise our goals and destinations. In order to get clear in our sales training workshops, we ask our clients these questions:
- How many leads are you actually receiving – and from them how many are you closing?
- What is your reason for signing up for this class? Are you goals to be a sale person or a high achiever?
- Where do you see yourself in 3 years?
- What’s your target and what’s your stretch target? It’s really interesting once we have a stretch target – our brains often find a way to get it.
From reviewing your answers to these questions, your goals should become clear.
The next step in the process is to turn your goals into actionable steps.
Once you have achieved clarity on what you want to achieve, you can break this down into small achievable steps to create a path to get there. By getting the numbers down on paper of of leads versus actual sales, you can start to see room for improvement in your history and set a target. We have completed an example for you below:
History
| No of leads/mnth | No of sales actual/ mnth | No of months | Close rate | After 3 months Total |
| 20 | 2 | 3 | 10% | 6 |
Target for 3 months
| Target No of leads /month | Target sales /month | Target sales stretch/ month |
| 20+ | 3 | 4 |
Once you have set achievable targets and step targets, you can work out how many hours and effort it would take to close those additional leads.
The right preparation in sales training leads to sales success
Having goals written down on paper works wonders for your brain starts. Rather than internalising the goals, they are out of your head and become somewhat “real”.
We use this process in our sales training courses and have seen first hand the effects of getting clear. It allows you to clearly visualise what you determine greatness to be and takes you onto the next sale success step, confidence. We will cover this step in Part 2.
“Becoming crystal clear helps your fears to disappear.”
Find out more about our sales coaching programs or contact us for more.
