February 26, 2024

3 All Blacks Secrets to Double Your Commissions

Dominating your field, consistently exceeding expectations, and leaving a lasting impact – these are aspirations shared by salespeople and the legendary All Blacks alike. While rugby and sales seem worlds apart, the All Blacks' winning formula holds valuable lessons for any sales professional aiming to double or even triple their commissions.

Let's unpack 3 key strategies these champions leverage and translate them into practical tools for your sales game:

1. The Power of Collaboration. The pre-match Haka isn't just a war cry; it's a powerful display of collective strength. The All Blacks understand that individual brilliance thrives within a supportive team environment. Translate this: foster a collaborative spirit within your sales force. Share best practices openly, celebrate individual and team wins, and create a space where everyone feels empowered to contribute. Remember, a united sales force is a force to be reckoned with.

2. Turning Setbacks into Stepping Stones. "Ka Mate Ka Ora" – the final chant of the Haka – translates to "I die, I live." This mantra embodies the All Blacks' unwavering resilience. They understand that setbacks are inevitable, but they choose to learn, adapt, and come back stronger. Apply this to your sales journey: view rejections not as roadblocks, but as opportunities to refine your approach. Develop mental fortitude, bounce back quickly from setbacks, and approach each lead with renewed determination.

3. Build Trust Through Authentic Connection. In Maori culture, "Whanaungatanga" emphasizes building meaningful relationships. The All Blacks go beyond simply understanding their opponents' strengths; they invest in genuine connection, even learning their language. This focus on building trust translates seamlessly to the sales world. Ditch the pushy tactics and prioritize active listening. Understand your prospects' needs, tailor your approach to build rapport, and demonstrate genuine interest in their success. People buy from those they trust, not just from the most aggressive salesperson.

Bonus Tip: Leave a Legacy, Not Just Leads. The All Blacks' excellence transcends individual performance; they carry the weight of a proud legacy. They understand they represent their nation, their ancestors, and future generations. Translate this to your own impact: what legacy do you want to leave in your sales career? What positive impact do you want to make on your clients, your team, and your company? Let this purpose fuel your drive and commitment to excellence.

Remember, these are just starting points. Experiment, adapt, and discover what resonates most with your unique style and approach. Now go forth, channel your inner All Black, and dominate your sales game like a true champion.

October 13, 2023

Sales Discovery Call vs. Interrogation

What is the difference between a Sales Discovery Call vs. Interrogation?

How often do salespeople unknown to themselves make it a contest with the client?

Ever wondered what the fine line is between a sales discovery call and what might seem like an interrogation?

It’s the intention of the salesperson and the sales process they have been taught or follow.

How do doctors and lawyers differentiate in their approach to their clients?

Now, let's explore how a doctor approaches their patient:
A doctor's approach is marked by empathy and patience, with trust and understanding as the fundamental pillars. The focus is on solving problems and sometimes those problems aren’t actually known by the patient.

On the flip side, picture the lawyer in a courtroom, driven by the relentless pursuit of truth. Empathy takes a back seat as they delve deep into the facts, doing whatever it takes to win. It's about control and exerting as much pressure as they can. To a certain extent, nothing is off the table. The approach at times can be confrontational with the objective of extracting information against that person's will. The flow of information is usually one-sided with no emphasis on sharing information and in some cases withholding information.

Do you get the picture?
Have you ever experienced this?

Having spent time in courtrooms you can see the visible apprehension that people when they are being cross-examined when they are in court. The way they speak, and their body language, they are tense and have their guards up.

Sound familiar?

It's not uncommon for salespeople to unknowingly slip into an interrogative mode during their discovery process. The line between asking challenging questions and diagnosing the situation becomes blurred.

Now, consider how this lawyerly approach often entices salespeople, especially in sales. But here's the revelation: sales is not just about 'them or us.' It's equally strategic and rooted in helping others.

The missing link? Many training programs neglect the subtleties of flexible communication and negotiation, favouring an all-or-nothing approach.
Qualify them hard, find their budget, identify their need, and find out when they want to buy.

Easy to see what’s missing right? The Human Touch.

The doctor, in contrast, masterfully gathers information, dismantling barriers of resistance, and encouraging truth-sharing. The result? Little neediness, a genuine sharing of information.

It's about asking the hard questions while also showing some heart, demonstrating that you're there to help.

If it's a good fit, it's a good fit.
If not, learn to let go of neediness and projection.

October 02, 2023

Is Your Sales Discovery Process Sabotaging Success?

Could Your Sales Discovery Process Be Sabotaging Your Sales Success?

The hidden purpose of a Sales Discovery Process is Self-Discovery for your client.
That’s right it's not about you!

Much like a meeting with a doctor, it starts with a diagnosis to understand the real issue, before the doctor prescribes a cure.

Where did I see this in action?

Listening to my father who is a retired plastic surgeon interview his patients.
Often at the end, the patient would say What happens next? ( This is a buying signal)

I rarely heard him say you need to do this?

Patience and structure. Think about how would you feel if you went to see a doctor and he started telling you how great he is, what degrees he has, how many patients he has worked on, and kept on telling you this without asking you anything about you until late in the meeting and by that time you have lost patience and have very little satisfaction and perhaps a loss of confidence?

In sales, discovery involves delving deeper to uncover what lies beneath the surface, much like peeling the layers of an onion. When interacting with potential clients, it's important to keep in mind the fundamental principles of discovery, ensuring that your goals and approach are aligned. This initial stage is critical for identifying the challenges and barriers that your client faces. Neglecting this step could result in missing out on a crucial aspect of the cause of the problem.

To have a successful meeting with a client, it's important to skilfully uncover their needs and goals. This includes understanding their challenges, what they require, what they hope to achieve and why is it a problem they want to fix.

Here's the secret to successful selling: engage your clients in meaningful dialogue by asking better questions, instead of dominating the conversation with your pitch and expertise. By doing so, you'll establish a deeper understanding of their needs and wants and be able to offer solutions that truly meet their unique requirements.

Remember, selling is about building trust and relationships, not simply pushing a product or service.

Guiding clients on a journey of self-discovery is a powerful approach that can lead to successful deals and improved satisfaction. By prioritising discovery and actively listening to your clients, you can build trust and foster a collaborative relationship. If you're interested in learning more about how to apply this approach in your work, don't hesitate to reach out. We're here to help you succeed.
September 14, 2023

Empowering Cybersecurity Sales Excellence

Step into the world of cybersecurity sales mastery with me as I take the spotlight on the KB podcast. In this episode, I delve deep into the secrets of successful sales discovery, aiming to equip sales professionals like you with the tools to reach new heights in the industry.

A sneak peek on what you'll learn:
🔹 Authentic Engagement: Learn the art of genuine communication and building trust with clients by seeking permission to engage in meaningful conversations, respecting their time and preferences.

🔹 Ignite Your Expertise: Fuel your passion for cybersecurity sales by immersing yourself in extensive research on your target market's pain points and challenges, positioning yourself as a credible expert.

🔹 Personalised Pitches: Customise your sales pitches to address specific pain points uncovered during research, showcasing successful solutions and leaving a profound impact on prospects.

🔹 A Journey of Connection: Embrace the beauty of the sales process by prioritising authentic connections with clients and avoiding rushed interactions, paving the way for fruitful discussions and future success.

🔹 Fearless Confidence: Navigate occasional rejection with empathy and unwavering confidence, recognising setbacks as stepping stones to growth in the cybersecurity sales journey.

Tune in on this transformative journey, where I empower you to redefine your sales approach and create lasting impressions on clients from the very first interaction. Embrace the changing landscape of cybersecurity sales and unlock your true potential as a trailblazer in the industry.

Listen to the full episode: CLICK HERE
August 24, 2023

What Type Of Selling Job Is Suitable For Your Personality Style?

As a sales director, hiring the wrong salesperson can be a significant cost not only in training but 💲opportunity and brand cost

Let’s examine 3 types of sales jobs

1. If your business is retail, say a coffee shop and the salesperson’s role is to fill the order.
This is called Master-Servant Selling. A short sales cycle, and usually a low dollar value doesn’t require too much rapport.

2. In retail shops where different products are sold on counters, say perfumes, this is called Counter-Selling, usually building rapport is not that deep or required

3. In complex sales, such as technology or financial products, where the client needs information from you, before making a buying decision , this is called influence selling or persuasion. The salesperson asks detailed questions and identifies problems and potential pains and helps the client in resolving these issues. This makes the contribution of the salesperson important in the decision making process. The salesperson usually has knowledge of the market the client operates in and insights into their problems. Building trust is very important and a critical skill.

In the Master-Servant or Counter-Selling, the exchanging of information and developing deep rapport is generally not required in getting the sale. Usually the decision to buy a particular product is made by the client with very little influence by the salesperson

In complex sales your ability to In influence or persuade selling is crucial, you must be able to communicate, build trust and be very confident and comfortable in asking difficult questions and negotiating to move deals forward. Often there are multiple people involved and maybe a longer sales cycle.

As you can see each type of sales job also requires different sales skills and mindsets not to mention different sales scripts.

Many sales directors make the mistake of hiring the wrong skill sets as well as the wrong mindsets for their sales roles.

If you have a sales team, or your a salesperson do the FREE Emotional Intelligence test and see what type of personality trait you have and watch out for the next post which will provide insights about your particular EI AND job suitability.
August 10, 2023

How to unlock the potential of understanding client motivation strategies in real estate?

Two primary motivations:
1. Moving away from problems 🚫
2. Moving towards pleasure 🌟

📈 Improve your sales approach by:
➤ Employing effective questioning techniques 🗣️
➤ Tailoring your approach to client motivations 🎯

Reduce stress, build trust, and close deals faster, paving the way for future business opportunities.

Invest time in understanding your client's motivations and elevate your success as a To real estate agent 💼