how to make sales process stick
Post on 30-Oct-2014
Embed Size (px)
DESCRIPTIONLearn how to make your sales process stick with your sales team.
- 1. Executing YourSales ProcessSalespeople are slaves totheir habits. How do youget them to use the toolsyouve provided?
2. Why Should Your Sales Reps Change? Dr Einstein, how could youpossibly give the same physicsexam two years in a row? Because, in the last year . . .The answered have changed! And so it is with selling, thequestions are the same how dowe grow the answers havechanged! Copyright 2012 Program on Persuasion 2 3. Where do you want your reps to change? Narrow the focus of change to themoments that matter most. Reps face-to-face interactionswith customers matter most. Your objective is to establishimproved behavior to execute yoursales process.Copyright 2012 Program on Persuasion 4. Bring Awareness to Existing Behavior Most ailing organizations have afunctional blindness to their owndefects - John Gardner Its not that they cant fix theproblem, they cant see it. Reps must recognize their currentbehavior (real-timefeedback, role-playscenarios, etc). Copyright 2012 Program on Persuasion 5. New Behaviors for Moments that Matter Most Teach better behaviors for thesemoments that matter most. Thisshould be part of your sales process. These new behaviors arecontrollable by rep & drive results. Once rep understands betterbehaviors, your sales process, wemust transform into Habits. Copyright 2012 Program on Persuasion 5 6. 4 Steps to Transform Behaviors Into Habits1. Awareness of Habit Loop2. Golden Rule of Transformation3. Imprint the Desired Pattern4. Group Accountability SessionsNavy Seals Tip of the Spear Copyright 2012 Program on Persuasion 6 7. 1st Step: Awareness of Existing Habit Loop Rep is triggered by customers cue:Example: I have a problem. Reps reflex or routine: Example: Heres My Solution. Reps Reward: Satisfaction of The Habit Loopknowing the answer & helping. Habit loop recurs with each cue.Copyright 2012 Program on Persuasion7 8. 2nd Step: Golden Rule of Transformation The beginning (Cue) & end (Reward)are most familiar to the brain youdo not want to change these. Change the middle (Routine) to thenewly learned, better behavior. In between the Stimulus (Cue) & Conscious ChoiceResponse (Routine) we have freewill to choose a better behavior(Routine) Victor Frankl.Copyright 2012 Program on Persuasion 8 9. Habits are like water Habits are like water finding itspath for the first time. The morerain - the deeper & wider theentrenched pattern. When it ceases to rain, then beginsagain the water finds & follows thesame pattern as before. We must create these new, powerfulpatterns of desired behavior toreplace existing routines. Copyright 2012 Program on Persuasion 9 10. 3rd Step: Imprint the Desired Pattern The desired learning objectivesare the better behaviors. Teach behaviors with demo/dotraining model. Show reps how todo it & then have them do it. Imprint the patterns usingvisualization techniques.Everything is create twice oncein your mind, then in real time. Reps self-track after each call. Copyright 2012 Program on Persuasion 10 11. 4th Step: Group Accountability Groups of people with commonobjectives hold each otheraccountable. Creating a cadence or rhythmmaintains focus & efficiency. This is the key to all other steps.Human nature is to be moreaccountable to groups than self.Copyright 2012 Program on Persuasion 11 12. Groups Provide Validation Individuals follow a cadencethat reviews their personalcommitments. Group scoreboards compareindividuals progress towardsbetter behaviors. Individuals De-Brief to group.Copyright 2012 Program on Persuasion 12 13. De-Brief is Accelerated Learning Each rep de-briefs one of theirkey sales calls. Begin by comparing call objectivevs. execution outcome. Review errors & successes againstthe sales process. Determine root cause & committo next step of improvement.Copyright 2012 Program on Persuasion 13 14. SALE Model of De-Briefing1.Set Time2.Analyze Execution3. Transfer Lessons Learned4.End on High Note Copyright 2012 Program on Persuasion 14 15. Executing YourSales ProcessSalespeople are slaves totheir habits. How do youget them to use the toolsyouve provided?ProgramOnPersuasion.com678-610-6509