If you’re in charge of sales in your business, and you’re not ‘a salesperson’, do you know how to get the best results from your efforts by understanding your flow?
In yesterday’s Member Meeting, the Member in focus asked for suggestions and ideas to support his outreach and sales efforts. He is a genius when it comes to systems and process and although sales is not his flow, circumstances currently have him as the business development person, and so the Brains Trust came up with some great ideas to tailor the sales process to suit him.
I’ve previously mentioned an entrepreneur/personality profiling tool that we use within the Club, to understand our ‘Genius Flow’ and that of our team Members, better. This also has an application for selling styles and supports an enjoyable and profitable experience for all parties, regardless of their personality type.
For our Member in focus yesterday, who is an Accumulator profile, it became clear that the best way to tap into his genius during the sales process, was to systematise as much as possible. So that means creating a strategy which entails systems of approach, requiring less extraversion, with relevant good news stories from his success with other clients, plus back-up materials ready to go including testimonials etc.
Whilst these are central selling strategies for most everyone, they are particularly important for someone who has an Accumulator profile, so that they can harness their systematic approach to deliver an awesome sales experience, resulting in new, ideal clients.
The other end of the scale is someone who is a Star profile, as they love nothing more than to connect with new people and would happily talk to cold prospects all day. They thrive with a more creative and prospect-centred approach that gives them some freedom to personalise the experience for each individual.
Understanding a person’s natural ‘flow’ is also crucial when hiring team members for sales positions. The types of leads that they’ll be working with, as well as the approach that you want to take and the sales process itself, will likely lean toward a particular profile and could make your decision a whole lot easier.
The entrepreneur profiling test that we use in the Club has been tried and tested by myself and Club Members for many years and we concur that it is simply head and shoulders above other profiling tools.
It has supported the finding and maintaining of flow in our businesses and lives in so many ways. I’m happy to send you the Sales Training for Personalities guide so that you too can benefit from this unique approach.
Let me know through the Contact page if you’d like to receive it, and I’ll send it through.
