Serious about sales training?
Fred Copestake
Sales Trainer | Author | Coach | Working with engineering and manufacturing teams | Selling has changed – have you?
Selling has always been challenging
Most sectors will claim they are unique and their challenges different
At the heart though most of the issues that salespeople have are the same
The difference is in how they approach dealing with them
Itty-bitty versus wanting to have an impact
Today I will call out the issues many salespeople will experience and ways of dealing with them
(And if you are serious how to)
Welcome to the January Edition of Sales Today newsletter for B2B sales professionals, especially the 2910 subscribers
As it's monthly I want to share plenty for you to consider and to impact your selling
So what to expect
The focus is all about enabling more good (sales)people doing good things in a good way
FRED
I’m lucky barsteward.
Over the last 23 years, I’ve travelled around the world 14 times, visited 36 countries and I’ve worked with over 10,000 salespeople.
Their sales tended to have a higher level of value and complexity. Quite often this is because they ‘make stuff’ (from machine parts to chicken nuggets to trucks to chemicals)
What I found working with so many salespeople is that there are actually many challenges that they’ve got in common.
Broadly we can boil these down to three areas.
- Busy, Busy, Busy
- Olde Worlde
- Muddled Mindset
Busy, Busy, Busy is about being ineffective.
This is where salespeople waste opportunities. It’s a very stressful and tiring way of operating and people engage in the wrong activity to deliver results.
It’s throwing good effort after bad. People are rushing around doing things, but with no real purpose.
Another way in which we see salespeople challenged is that they have this Olde Worlde mindset. This is about being old fashioned.
Salespeople are self-centred and talk about themselves, their company, their organization, their products, they miss the fact that it’s actually the customer that should be front and centre.
They often become too technical. They talk about what their products do, what their service offers and forget the customer is looking for outputs.
Or they’re just using plain old fashioned bad tactics. They’re doing things from a bygone era that just don’t work and have no place in a modern way of operating.
The Muddled Mindset we see at different levels. This is about misalignment.
It can come from the organization level, which passes through into management, which then onto the individual.
When people don’t really know what it is, they’re actually trying to do people get confused.
Again, it’s stressful and people get frustrated because they’re not achieving what they want.
How do we do something about this?
How do we approach these challenges to help salespeople become happier and more productive?
With Busy, Busy, Busy it’s about effectiveness.
Where salespeople were previously wasteful, its about preparing better. Understand the customer, what they’re trying to achieve, what a good opportunity looks like and how to operate with that, then they can have better outcomes.
We can take away a lot of the stress, the tiring elements of sales by planning better, using time more effectively, doing things that have a bigger impact for what is being done.
By taking away the lack of focus by giving people better process. Giving them structures and frameworks to operate with, this helps people come far more effective in what they do.
Olde Worlde, this is countered by becoming more up to date.
Self-centred salespeople need to flip their attention. They need to think about the customer, the customer’s goals, the customer’s objectives, what they’re trying to achieve, their business, and really put their attention there.
If they become too technical, which is often a comfort zone by talking about one’s own product within service. This is about them following the process. It’s about understanding what the best way to operate is to understand the customer then present their solution relative to that.
Poor practice is eliminated by focusing on modern sales techniques. It’s thinking about how we uncover value. It’s about understanding how to do things that people find acceptable in today’s selling environment.
For Muddled Mindset we need to get better alignment.
The organisation should be clear about what it is they’re trying to do, how they’re trying to do it.
This gives management a fair chance to be able to enable salespeople and to coach them in the best ways in which they can then deliver results.
Individuals can confirm that what they’re doing is the right thing at the right time, in the right place. This is how we can help sales organizations really deliver on what they’re trying to do.
What to do?
It was whilst building these solutions that I was able to capture the essence of what really makes this type of approach successful and write my first book, Selling Through Partnering Skills.
Following on from this I tore up our training brochure.
Piecemeal, itty-bitty training interventions don’t really work. Yes, everyone feels good and a box gets ticked.
But will do they really drive outcomes?
For sales teams serious about developing their approach and driving the results in the current climate and what we have ahead a more holistic view is required.
That’s why we built the Collaborative Selling suite of training.
Its all about the outcomes.
Check them out here.
Kind of thing you looking for?
Then let’s talk.
(Especially if you are Sales Director/VP of a company that 'makes stuff'... I've got something for you)
Four Product Launches
Four for 2024 innit?
All priced at £150:
Ready to buy NOW
Selling at C-Level - produced with 👿 Steve Hall
(Currently recruiting beta testers)
Selling with AI - produced with Moeed Amin
(Currently recruiting beta testers)
Ethical Selling Overview
(Coming soon... book writing in progress... first draft complete)
Recommended by LinkedIn
Things addressed this month
'Orange Hat Thinking' a mix of the De Bono thinking hats to come up with practical solutions for sales issues
Why may customers hate talking to you?
Have you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales?
We sit down with Larry Levine, the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry.
Larry's insights challenge every sales professional to look within and ask if they truly live by the values of authenticity and heart they promote.
In today's marketplace, it's not enough to charm; you must embody credibility and trustworthiness to truly connect with your clients.
We dissect what it means to sell from the heart, and Larry puts to the test the often overused terms 'authenticity' and 'heart' in the realm of sales.
Join us in this episode that redefines what it means to succeed in sales.
Listen to the episode HERE
Why 'discovery' has most impact on sales success
Kevin Beales shares his journey and the innovative solution to the age-old problem of finding time for coaching sales teams. It's like having a personal trainer for your sales muscles, honing them to peak performance through expert analysis and guidance.
Listen in as we navigate the often-neglected middle ground of sales performers—the consistent quota hitters who don't usually grab the coaching spotlight.
Kevin discusses the strategy behind discovery calls, the kind where the right questions can unveil the full extent of a prospect's pain points.
We uncovered the magic of revisiting previous discussions with prospects, a technique that not only signals genuine interest but can also unlock fresh solutions to their problems.
We also tackled the delicate dance of asking the hard questions, especially with clientele who may not be accustomed to such directness.
Does pushing for deeper insights risk the likeability factor? Perhaps. But as we discussed, building trust is the golden ticket, with data supporting that the best in the business prioritise solving problems over winning popularity contests.
Are you ready to transform your sales game? Join us for an episode that's more than just talk
Listen to the episode HERE
Making cold calling easy (using UPSP and G-TWO)
When faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients?
Mike Herberts, a master sales trainer and problem-solving genius, joins us to reveal the game-changing concept of the Unique Problem Solving Proposition (UPSP).
We uncover a fresh perspective on selling, moving away from the product-pushing mindset to a more refined problem-centric approach.
Cold calls – the mere mention might send shivers down your spine, but what if they turned into warm, engaging conversations and an opportunity for connection and mutual benefit.
Join us for an episode not to be missed!
Listen to the episode HERE
Hiring salespeople that stick
Listen in as I sit down with Dan Fenwick, Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions.
Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the dysfunctional links between employers, recruiters, and candidates.
With a commitment to change the narrative, we explore how Venture Ten is rewriting the rules of engagement to foster more satisfying recruitment journeys for everyone involved.
In today's conversation, we're not just focusing on the nuts and bolts of recruitment; we're taking a step back to assess the often overlooked aspect of behavioural norms and values within businesses.
We look into the importance of benchmarking against high-performing individuals, uncovering the behavioural patterns that drive success, particularly in sales roles.
We discuss how company culture, focus, and values can significantly influence a salesperson's effectiveness, suggesting that what thrives in one environment might flounder in another.
We also highlight how tailored performance profiles and measurable objectives can help businesses attract candidates who align with both their operational goals and their culture.
If you're intrigued by the idea of transforming your hiring process to ensure the right fit for your organisation, this episode is an invaluable listen.
Listen to this episode HERE
Rolling back the years with Kathryn Read to remember my time in international sales and sharing how has been helped in bringing ideas together for my current work and how that assists Channel Managers
Watch here
LIVE! and completely FREE to attend: Best-selling author and experienced sales trainer, Fred Copestake, will share practical insights into his systematic approach for B2B salespeople to ensure they stay relevant and valuable.
This workshop is brand new and addresses the challenges that many salespeople have based on what Fred has identified from working with clients all over the world.
Many salespeople struggle to adapt their approach to one that is effective today. As a result, they are running a risk of becoming irrelevant to their customers.
The insights shared have been collated from working with thousands of hours salespeople and through studying the evolution of professional selling.
Fred answers the questions:
- Why are so many salespeople tired and stressed?
- Why are so many sales backwards and boring for customers?
- Why do organisations confuse salespeople badly?
You should attend if:
- You are involved in B2B sales and find your approach isn’t working as well as used to
- You feel like you are wasting opportunities that should be won
- You use a highly technical approach to selling that doesn’t always wow customers
- You are frustrated that you can’t keep customers engaged through the process - You are fed up with always having to discount to win business
- You want peace of mind that your sales plan will work - You frightened that the pace of change in the world of sales is too fast
- You are concerned your competitors are doing something different but don't know what
Every participant will be given access to a tool that provides a report on the state of your sales compared to an effective modern approach
Places are limited by the platform we use so please make sure you're quick to secure your spot.
Thursday 8th February 2024 (1.00pm GMT)
Register HERE
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10moI always find it funny when people say "well, I am in X industry and that won't work for me." Are you just saying that or have you actually tried it? Response: I just know (LOL) Ignorance is bliss But also, it is the truly successful salespeople who dare to take risks and change the game. Sales, at its core, is principled around the same thing for all industries. Although there are nuances as you pointed out, there are also pieces of the puzzle that work across the board.
Data Entry Specialist at Upwork & Fiverr
10moHey there! 🌟 "The secret of change is to focus all of your energy not on fighting the old, but on building the new." - Socrates. In sales, or any industry, embracing unique approaches opens up incredible possibilities! 🚀 By the way, if you're passionate about making a positive environmental impact, we've got an exciting sponsorship opportunity with the Guinness World Record for Tree Planting. Check it out and maybe we can grow together! 🌳 http://bit.ly/TreeGuinnessWorldRecord
Helping businesses scale through innovative AI-driven solutions for Talent Acquisition whilst delivering Sales Leadership, Sales Training and Coaching.
10moWe always have and always will need to have a set of skills as the foundation or starting point. I remember doing a 'Tom Hopkins Sales University' 3-day course (finished top 2% if you don't mind 😇). Of the many takeaways was the below, which still forms the basis of my discovery today; Q1. What do you have now? Q2. What do you like about what you have now? Q3. What would you alter or change with what you have now? (Oh, so thats what you want...)
Australia's leading Authority on selling to the C-suite. Helping sales leaders & senior sales people sell more effectively at a higher level. Devil's Advocate, annoyingly opinionated.
11moGood to see the latest edition Fred. Every industry has it's unique elements & issues and also shares common problems. Salespeople need proven sales skills & need to adapt them to the industries they sell to. As we discuss on our course, of course.
LinkedIn Top Voice, Virtual Executive Presence Training & Assessments for Sales & Leadership | Presentation and Demo Skills | Award-Winning #Sales Author | Professional Screen Actor
11moI hear this a lot especially in tech. Sellers will say, "It's different because I"m selling to accountants, or government, or "insert industry here"). But if you're selling to a human emotions and behavior are not that different.