How to Boost Sales with a High Performance Mindset

Gerhard JF SFO 2.0 Apr 9 2013

 

Progress is impossible without change, and those who cannot change their minds cannot change anything. – George Bernard Shaw

By personal invitation of Gerhard Gschwandtner, sales guru and CEO of Selling Power Magazine; John Flannery was in Philadelphia on November 17th and participated in a workshop entitled:  “How to Boost Sales with a High Performance Mindset”.   Gschwandtner and Michael Bernard, Managing Director of the Bernard Group, international leader in the field of high performance mindset training, cognitive-behavioral intervention, and social-emotional learning, teamed up to lead the train-the-trainer workshop.

Research shows the importance of defining Sales Process as the means for organizations to qualify and track opportunities, forecast accurately, and drive revenue.  The Flannery Sales Systems (FSS) core services provide Sales Process Definition, Sales Team Training, and Management Coaching and Reinforcement, but our expertise goes far beyond process and training.  Our experience has proven that increased revenue does not occur with “sales training”…results come after the training, only with the implementation of the sales process.  The implementation requires a change in behavior, and change of behavior requires a change of mind, specifically, a high performance mind-set.  We see the “How to Boost Sales with a High Performance Mindset” session as an opportunity to understand what the results of extensive research in positive psychology, leadership, and cognitive-behavioral and brain science reveal, as to the architecture of a high performing mindset and how it can be strengthened.

Benefits of a High Performance Mindset

  • Create a culture of high performance through the enhanced attitudes and behaviors of sales managers and sales teams
  • Increase the capacity of sales managers to excel in performing high-impact leadership and management behavior
  • Strengthen commitments to success, others, and self, and behavioral strengths needed to excel in challenging work situations
  • Create the ability to identify and overcome internal work performance blockers
  • Expand self-awareness, positivity, self-belief, perseverance, resilience, and effectiveness.

Gains Sales Managers will realize:

  • A commitment to excellence by sales leaders, managers and team members
  • A noticeable, significant behavioral change of the entire sales team
  • An ability for sales teams and individuals to routinely outperform their competition
  • A sales team that is relentless in the pursuit of breakthrough results

An Invitation:

Join us on January 29th in Los Angeles to participate in the workshop that John will be co-facilitating. The first person (who is a current customer of FSS) to respond to this article will be given a 50% discount on the admission fee. Respond to john@drive-revenue.com.

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On The Road Again: Krakow, Poland

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This month John was in Krakow, Poland speaking at the European Language Industry Association (ELIA) Conference. ELIA attendees also arrived before the conference began to participate in our “How To Win Business from New and Existing Customers” Workshop.  Seven different nationalities participated in this program, and shared great insight into how to establish value with customers around the globe. Hear what John has to say about our upcoming newsletter and take a look at the beautiful Wawel Royal Castle in the background.

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Referral Prospecting

 

referral_3Referrals are the best way to increase your sales.  When you begin to build your business through referrals you will lessen your dependence on having to make cold calls and other less productive (and frustrating) prospecting activities.  Yet getting qualified referrals is not automatic, by any stretch of the imagination.

The most important concept to understand about referrals is that you must provide outstanding service, superior products and be professional in every way in order for anyone to consider providing you with referrals.

Why Don’t Salespeople Get Referrals?

  • They don’t know how to ask for referrals
  • They don’t tell the referring source what they’re looking for

When to Ask 

  • Set the stage early in the relationship.  (“At some point when you’re totally satisfied with us as a supplier, I’d like to ask you for referrals.  How do you feel about that?”)
  • After you’ve just completed delivery of your solution and your customer is satisfied.  (“Who do you know…?”)

Dos and Don’ts

  • Ask them about their willingness to give you referrals.  Don’t assume they will.
  • Don’t ask to be recommended – it puts too much pressure on the prospect and is presumptive.
  • Focus your question on the end result to the client – a benefit or problem you can solve.

How to Ask for a Referral 

  • “How do you feel about referring to me?”
  • “How do you feel about helping people you know with similar problems?”

Your Ideal Client Profile

Salespeople will experience more success if they can be specific when asking people for referrals. Take a moment to develop your ideal client profile.

  • Description: (ex. an owner of a small to medium sized business who has a sales force; VP of Sales larger company)
  • Typical Pains:  (ex. who is frustrated with excessive turnover, not making his/her sales goals, etc.)
  • Mindset:  (ex. open minded about training; deadly serious about growing the business.)

“Upgrade” Your Referrals 

  • Probe for pain:  “What problems do they have that you think I could help them with?”
  • Solicit their help:  “Would you feel comfortable calling him to see if he wants to speak with me?”
  • Try for an introduction:  “What would you think about the three of us having lunch one day.  I’ll buy.”

Finally, Give More to Get More 

  • Try to provide them with referrals in return.  Make a point of asking your clients whom they would like to be introduced to and see if you can help them.
  • You can make them look good if product/service benefits referral.
  • You might provide a reward such as lunch or small token of appreciation.

Key Points

  • If you don’t ask for referrals, you usually don’t get them.
  • The more referrals you give, the more you will receive.
  • Don’t let them guess about whom you’d like to do business with.
  • The only way you’ll get referred is if you are exceeding their expectations.
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