Give 1% more to Achieve sales success

 

 

Sometimes we can be so close to meeting our goals but we seem to just miss them. Sir Dave Brailsford talks about Marginal Gains and by doing so took a good cycle team to be World Champions. What can we do to improve aspects of our sales performance by 1% and smash those targets.

 
I watched this video and have read about how Dave (Sir Dave) Brailsford injected the concept of 1% improvement in the British cycling team. The idea of Marginal Gains was driven across everything they do and has turned a team of 'also ran' into an amazing, triple Olympic champion squad,  now dominating the Tour De France, as well as the Velodrome.
 
So how can continuous improvement, driving for 1% improvement in all aspects of our sales, deliver significant growth and performance for you and your people.
 

Think about People, Processes and Performance

 

Connecting with Customer

How can we better connect with customers?

  • What pre-work do we do before reaching to say hello,
  • How can we improve our knowledge and understanding of the customer by 1% before we reach out.
  • When we reach out - how can we improve the deliver our opening statements by 1%
  • In their office or in our own venue - what can we do that would make the environment 1% better and more conjusive for our business conversation

 Consider things such as social media, networking, product knowledge, personality types, personal style, customers hobbies and background. Also see our article on Likeability.

Exploring customer wants and needs

When we are in discovery mode and exploring customers wants and needs how could be do this better?

  • How could we increase our understanding of the customers requirements by 1%
  • How can we improve our ability to listen to what they are saying by 1%
  • What could we do to make the customer more at ease and willing to share 1% more information with us 

 Consider things such as product knowledge, industry knowledge, question techniques, active listening, matching and mirroring, environment, networking, 

Presenting and Demonstrating our solutions

As we move into selling the value proposition, products and services what can we do to improve this stage by 1%

  • How could we improve our presentation skills by 1% 
  • What else should we include in the presentation to cover off preferences for visuals or data by the audience.
  • How could I improve my product knowledge by 1% to link needs to features - or uncover better needs.
  • What should I include in the proposal that will make it 1% more appealing.

Consider whether your client is more data or visual, details or big picture, do they want long winded proposals or a 1 pager. If you are a member of our learning zone watch the video on Salecology Colours, and VAK preferences.

Objection Handling / Negotiation and Closing

As we move to the final stages of the sale what could we do you improve by 1% 

  • How can we mitigate objections by improving our proposal or presentation by 1%
  • What preparation can we do in the demonstrate phase to mitigate objections
  • How can we improve our planning to be ready for the negotiation and reduce our discounting by 1%
  • What could I do to leverage my relationship or rapport when asking for the order

Consider that when dealing with objections or going into negotiation the customer has to use energy to push back. You will need to remove this fight or flight instinct in them to get to the yes. Consider rapport, utilise the customers Salecology preference style to play back to them in their style. Body language is key at this stage, be confident and they will feel confident

Other Areas to Consider improving

We could look at lots more areas when looking to make 1% continuous improvements:

  • Lead Generation
  • Following up sales leads promptly
  • Marketing Materials
  • CRM Platform and data recording
  • Investment in specialised knowledge
  • Competitor knowledge
  • Personal Branding

A 1 % improvement in all areas of sales will undoubtedly impact your performance. Remember it is about continuous improvement, not a one off change. You don't need to make a big bang approach, it is about incremental change that drives considerable leaps in performance. 

To learn more about Salecology for you or your people, feel free to contact us on UK +44 207 649 9959

 

Here is a youtube video of Sir Dave Brailsford talking about Marginal Gains.