First of a series of 4

Statements that Influence the High C (as in Cautious) buyer:

Aka: the fearful, cautious, careful, analytical buyer who does not want to make a purchasing ‘error’.

• “A program such as this should have standards which permit a careful evaluation of the quality. It will stand upto your high standards of operation.”
• “With something this important, let’s set up several sessions where we can clarify all the possible alternatives.”
• “There’s always the excitement of putting something like this to work. You are going to be around here a

long time, but I’ll be surprised if this system is not here when you’re retired and enjoying your leisure.”

• “Other people are doing it, and it works for them. You’ll probably end up doing it better than they are.”
• “You’re in a position to examine the facts, interpret them and draw the conclusions.”
• “I am sure you’ll take a very close look at the findings.”
• “Remember, we are discussing a planned change. You will be able to work with it over a period of time to see

how the system works.”

• “There has been a great amount of input into this idea, which ensures a quality program.”
• “You would be interested in knowing how thoroughly we have researched the entire operation. It’s been

written up in the literature, and we can carefully go over this together.”

 Tips for your Sales Presentation.

1. Client needs lots of proof, background information and proven results before making a purchase.

Needs to take time, absorb details and digest facts before going to the next step.

2. Highly suspicious of new and unproven products. Use testimonials or plenty of research information to back up your presentation.
3. Don’t rush, but don’t waste time with small talk. Get right to the point with plenty of facts and figures. Be sure that all the customer’s questions are answered.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Have you ever hired someone (sales person) who didn’t meet your expectations?

Are you short on resources, money and time to spend identifying qualified candidates?

Would it positively affect your bottom line your recruitment process consistently delivered qualified candidates that have been strategically matched to the job?

If you answered “yes” to these questions, you will benefit from a job matching approach that benchmarks a specific job, not the person, in an interactive process. A recent case study revealed that by using Business Pilots patented job benchmarking process, two different sales teams were positively transformed:

Company A

Company A’s sales manager was having a major problem with his sales force -- 74% turnover. That high rate of turnover came at a great cost to the company’s bottom line. In fact, it’s estimated that it can cost upwards of twice an employee’s salary to find and train a replacement, not to mention the damage to morale in remaining employees. To address Company A’s sales force issue, the JOB itself was benchmarked using Business Pilot’s ‘Work Environment’, job-related process. The sales manager was then able to compare all current and new salespeople against the benchmark. Each and every salesperson was put on a personalized development and management plan based on the job benchmark. The results? Company A’s sales team experienced 0% turnover for the next 24 months.

Company B

At Company B, a new sales manager inherited a sales team that ranked No. 22 out of 22, or dead last. The new manager immediately benchmarked the sales position using Business pilot’s Work Environment process process, and he compared his current salespeople to that benchmark. He quickly discovered that a massive 75% of his sales force did not match the sales position benchmark. By replacing that 75%

with superior salespeople who did, in fact, match the benchmark, his team skyrocketed to No. 3 out of the 22 sales teams.

For both Company A and Company B, job benchmarking revolutionized their sales teams, increasing the profitability of each company. When you have the right people in the right jobs, you will create more dynamic teams with higher engagement, retention and development.

To learn how JOB benchmarking can revolutionize your hiring practices, contact Chris Wilkinson, Business Pilot at  (905) 275-2907.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Are your salespeople making the same style of presentation to every buyer?

 People buy from people they like---BUT what do they like???

The following statements are True:

·         People tend to buy from sales people who have behavioural styles similar to their own.

·         Sales people tend to sell more to people with behavioural styles similar to their own.

·         Sales people who are aware of their behavioural style and learn to “blend’ with their customer’s style are able to increase their sales.

                

How many sales do your salesmen lose because of not ‘behaviourally” treating your customers in the buying style that the customer prefers?

PEOPLE BUY FROM PEOPLE THEY LIKE!

(ie: Birds of a feather, flock together)

Some buyers:

·         Like you to be direct                *   Like personal talk.

·         Like to have fun                       *   Like time to think.

·         Like new products.                  *   Like to negotiate.

·         Like proven products.              *   Like showy products.

·         Like a lot of data.                     *   Like traditional products.

·         Like to be touched.

                                           …and some DON’T!

                        

              There are 4  behavioural languages, ONLY 4, and every human being on Earth fits into one of them………..

·         Dominant.       )

·         Influencer.       ) 

·         Supporter.       )    Known as D-I-S-C.

·         Compliant.      )

                    If your salespeople do not understand these 4 styles of buying behaviour and how to adjust their selling style and sales closing strategy, ie. the DISC language, you are saying goodbye to valuable sales dollars. The single, best way for the company chief sales executive to increase sales dollars and customer satisfaction is to train the sales team in the DISC language and to apply the most effective techniques to close the sale successfully.

            Your salesman must know:

1.      His own behavioural style.

2.      Know his customer’s buying behavioural style.

3.      How to blend his selling style, with that of his customers, to eliminate friction in the sales process.

4.      To apply the type of sales close technique most successful for a specific buying style.

            A 3 hour seminar presentation to your sales force/customer service people at your next sales meeting.

            Interactive: each participant is supplied with a 20 page assessment of their personal selling style , a BENCHMARK ---- (10 minutes only to complete on the internet, 24/7, in advance of the meeting) plus 12 different closing strategies applicable to different buying styles.

          

           IDEA:  Invite your customer’s sales people to attend. An excellent opportunity to “bond” and show them that you care.

           Upon request, I will send you a 13 slide sampler of the presentation, plus an offer for a complimentary/no obligation selling style assessment, so that you can fully appreciate the powerful report and seminar content.

           I look forward to hearing from you with any comments/ questions that you may have.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net