November 17, 2016

Presented byMike Esterday

Terri O’Halloran

Chat Participation Question

Please enter your answer in the chat box

How long have you been in sales?

Together We’ll Explore…

Why so many salespeople fail

5 critical dimensions of sales success

Coaching ideas to help salespeople break loose from plateaus

Training principles that impact the emotional issues of selling

Chat Participation Question

Sales ChallengesClosing

IdentifyingCustomer Needs

Attitude

GettingReferrals

Organization & Time

Management

WorkingThrough

ObjectionsProspecting

SettingAppointments

Listening

Confidence

Motivation

Please enter your answer in the chat box

Why…?

Do so many salespeople fail? Do salespeople with similar skills and

experience perform at different levels? Are many people stuck on plateaus? Aren’t all people selling at high levels? Do some very intelligent salespeople

with lots of product knowledge still fail? Don’t people do what they know to do?

POLLWe’d like your opinion …

Polling Question #1

What percent of sales success is due to attitudes, values, beliefs, motives and achievement drive?

Success Factors

A person’s attitudes, beliefs and values have more to do with the level of success they achieve than knowledge or skills!

Knowledge & Technical Skills

Attitudes, Values, Beliefs, Motives and Achievement Drive

85%15%

Sales Congruence Model

View of

Selling

Chat Participation Question

Please enter your answer in the chat box

How is our View of Selling formed?

What do you think?

How Media Defines Selling

Three Views of Selling

2

1

3

Transaction Focus – completing a transaction

Product Focus – getting people to buy your products or services

Customer Needs Focus – identifying and filling needs and creating value

POLLWhich One is Most Prevalent?

Polling Question #2

Which is representative of most salespeople?

Definition of Selling

Identifying needs, filling needs and creating value for individuals

and organizations

Coaching Tips

View of Selling

Reinforce that selling is identifying and filling needs and creating value

Model positive, customer-focused sales behaviors

Reinforce the value your products create for customers and organizations

Sales Congruence Model

View of

Selling View of Abilities

Belief Boundaries

.X

... ..

.

.

Belief Boundaries

..... ..

.ActionsFeelings

BehaviorsAbilities ..

Most people’s sales results tend to be consistent with their unconscious beliefs.

Area of Potential

Chat Participation Question

What are some things people think or say that illustrate

limited beliefs?

Please enter your answer in the chat box

Your thoughts?

Coaching Tips

View of Abilities

Help people set and achieve stretch goals just outside their comfort zone

Look for and reward slightest improvements

Communicate your belief in their abilities to perform at a higher level

Sales Congruence Model

View of

SellingValues

View of Abilities

Whole Foods

POLLWhich one is most common?

Polling Question #3

Which value is most commonly listed in Fortune 500 Companies?

Coaching Tips

Values

Communicate your expectations about ethical behavior

Model the values and behaviors you expect

Hold them accountable to positive, customer-focused values

Positive Selling Values

“I view selling as doing something for you, not to you.”

“I believe that I’ll be paid consistent with the value I create.”

“Doing the right thing because it’s the right thing to do.”

“I will strive to only sell you what is the best solution for you.”

Sales Congruence Model

View of

Selling Commitment to

Activities

Values

View of Abilities

As She’s Walking Away

“I couldn’t find the words to say, My heart won’t tell my mind To tell my mouth what it should say. Now I’m falling in love as she’s walking away.”

Coaching Tips

Commitment to Activities

Help them set clear, written goals and report on progress

Discuss difference between wildly important and non-productive activities

Communicate expectations for high performance sales behaviors and results

Sales Congruence Model

View of

Selling Commitment to

Activities

Values

View of Abilities

Belief in

Product

Coaching Tips

Belief in Product

Communicate how products create value for customers and organizations

Focus on extra value they create beyond the product

Stress the benefits of representing an organization with strong values

Sales Congruence Model

Congruence releases energyand achievement drive.

Gaps create conflict and disengagement.

View of

Selling Commitment to

Activities

Values

View of Abilities

Belief in

Product

Congruence

™

Application

Select a salesperson who is struggling and rate him/her from 1 to 10 (1 = low; 10 = high)

POLLHow did this person score?

Polling Question #4

Which dimension for this person was the highest?

POLLHow did this person score?

Polling Question #5

Which dimension for this person was the lowest?

Powerful Training Principles

Success Factor: Benefit:

1. Structured Follow-Up Stronger Application

Initial Workshop

Interactive

Intro concepts

Practical Tools

Structured Weekly

Follow-Up

Meeting, web or telecon

Share successes

Accountability to practice

Team building

Real world application – “Real Play”

PreAssess

PostAssess

OngoingReinforcement

Managers model, coach, support

Reinforcement tools

Advanced sessions

Marketing & HR alignment

Delivering Sustainable Results

Pre-Work

The Forgetting Curve

People forget 75% of the information they receive in a training event within 48 hours if they do not immediately apply what they learned and receive coaching or feedback.

Research Ebbinghaus & Goddard Findings:

Initial Workshop

Discovery Learning Interactive Positive

environment Principles-based Role-play

Structured Weekly

Follow-Up

Real world application … “Real Play” Appeal to different learning styles Repetition Time lapse Accountability Positive peer pressure Support network Recognition Build belief Managers model and support

PreAssess

PostAssess

OngoingReinforcement

Adult Learning

Powerful Training Principles

Success Factor: Benefit:

1. Structured Follow-Up Stronger Application

2. Leaders/Managers First Increased Engagement

Powerful Training Principles

Success Factor: Benefit:

1. Structured Follow-Up Stronger Application

2. Leaders/Managers First Increased Engagement

3. Principles-Based Content Works for Everyone

Powerful Training Principles

Success Factor: Benefit:

1. Structured Follow-Up Stronger Application

2. Leaders/Managers First Increased Engagement

3. Principles-Based Content Works for Everyone

4. Focus on Attitudes & Skills Addresses Cause of Behavior

Learn More Read the e-book

Schedule a discovery conversation 800-646-8347

Attend an upcoming Integrity Solutions certification in Nashville or Scottsdale

www.integritysolutions.com

Q&A

Welcoming your questions!

Terri O’HalloranMike Esterday

About Integrity SolutionsIntegrity Solutions

45+ years – innovative sales, service and coaching solutions

Trained over 2,500,000 people from 130+ countries

Creating high performance cultures and impacting business results!

Mike EsterdayTerri O’Halloran

800-646-8347www.integritysolutions.com

Thank You!