Gillian was under-performing in her new sales role. And she didn’t understand why.
You see Gillian was successful in her previous sales job. She hit her numbers. It was easy. She had her milk round. And she called on clients regularly. She is outgoing, so she always had the “craic” with customers (P.S. In Ireland the craic is “fun”).
And Gillian learned a bad habit. She never planned her calls. It wasn’t needed. Her strike rates were over 60%. The results looked great on paper.
Gillian hasn’t realised that how she sold was transactional. And it no longer works in a consultative selling environment.
“Rocking up” to meetings as she likes to call it. Won’t work if you are trying to position yourself as a Trusted Advisor.
Gillian had unlearned planning. And it was hurting her results. But that was less important than her pride. She saw herself as a sales leader. She believed she could succeed.
So she took some action. She studied others in her organisation. The leaders. She scheduled time with her boss and asked for guidance.
She learned a powerful secret. And it transformed her results.
It wasn’t a secret at all in her new organisation. Not amongst the top salespeople. Best of all it was simple. It was planning.
Gillian developed a one-page call plan and a new habit. Every week between 2 PM and 4 PM on Fridays. She planned her week and all of her sales meetings. Here is her approach
1) What are my goals for this call?
2) What are my customer’s expectations for this call?
3) What is my pitch, my Value Proposition to this client? What do they value?
4) What objections will they have? What are their FEARS?
5) How can I overcome these FEARS? What is my proof?
6) What is the best agenda for my call?
7) Who is attending? What are their roles? And what specific FEARS might they have?
8) What specific questions do I want them to answer?
9) What next steps do I want them to take?
In 9 months Gillian’s win-rate rocketed from 9% to 23%.
But in a post-truth world, many of you will read these numbers and dismiss them. And continue down the path of least resistance. Being reactive is so much easier than being proactive. So why change?
But modern selling is about being happy. It is about having a strong sense of purpose. It is about momentum. I rarely meet happy under-performers.
What if you did what Gillian learned? Just two hours of preparation and planning. What impact could it have for you? Chances are you will hate the exercise, but love the results.
Are you willing to endure the pain to get the gain?
Ronan is the “Sales Infrastructure Guy”.
Helping high growth tech companies build world-class sales systems and processes that scale.
Call me on +353(86) 7732201
Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
More Sales, More Consistently, In Less Time