Proven Ideas to Boost Your Sales By 50%

1.       Master the Human Element

When sales managers look at salespeople, they pay close attention to two areas: The person’s selling skills and their drive and motivation to go out and get the job done. That makes perfect sense until you consider the following scenario.

John is a salesperson with a high level of drive and really good selling skills. The sales manager is happy to have John on the team because he gets good results. The sales manager is certain that if John “applied” himself he could do much better. Another one of his salespeople, Janet, is less driven and has no formal sales training. Somehow, she gets phenomenal results and the sales manager considers Janet to be his best salesperson.

So how is this possible?

If Janet consistently delivers better results than John, something other than drive and sales skills is at play. Our research reveals the hidden factor is the “human element.” This human element is the “goings on” inside the heart and mind of a salesperson. Not surprisingly, the human element has a huge impact on the results we achieve. The human element can amplify or reduce the impact of a salesperson’s performance. In this example, if John could change his mindset and overcome his limiting thoughts and beliefs, he would deliver truly spectacular results. The human element is a primary driver in life, sports, and business.

2. Our Beliefs Determine Our Behavior

Our beliefs determine our behavior which, in turn, determines our results. As salespeople, we know exactly what our results are. At the end of the month, we get a sales report outlining how much we sold. So, if we want to do better, we need to change our behaviors. Now the question becomes how do we change our behavior?

Here’s an example. I was working with Denise. She knows what she has to offer her company is truly valuable and worth every penny she charges. Denise works for a very small company which goes up against giants like Motorola and Intel. Although the company has had past success going up against giants such as these, in her heart of hearts Denise wasn’t quite sure her company could deliver the goods. In her unconscious mind was a belief that “we cannot deliver on our promise.”

This unconscious belief ensured Denise would deliver average results. Denise did great presentations which piqued her client’s interest…that is, until the subject of price came up. At first Denise would defend the price, but very quickly would cave in. The old belief was sabotaging her performance. Using techniques derived from the latest discoveries in neuroscience, we changed that belief Denise had long held from “we cannot deliver what we promise” to “we deliver high value.” Once we changed that belief, Denise’s behavior changed immediately. When people started pushing back on price, she pushed back on value, and that allowed her to increase her deal size by 150%. Our beliefs determine our behavior.

3. Inner conflict stops us from taking action.

I was doing a presentation about how to build highly effective sales organizations. Amy approached me afterward and said, “You know what? I go to networking events and meet a lot of people. When I call them to get an appointment, I always know exactly what to say after I’ve hung up the phone. I’m just not getting appointments.” She continued excitedly, “And the same thing happens when I am go door-to-door cold-calling. I meet business owners, but things don’t work out well. Afterward, when I’m back in the car, I say to myself, ‘I should have said this’ or

‘I could have done that.’ I never know what to say when I’m actually in the situation! Being like this is killing me financially.”

In a one-on-one session with Amy, we used the latest insights and techniques from neuroscience to help her with the issue. We discovered she had an inner conflict: One part of her knows that she could be a great salesperson and has everything she needs to be highly successful; but she also had another part of her that said, “Hey, who are you to be doing this? You weren’t really trained properly in sales, you don’t have the right education, and you certainly have no mastery over the topic.” Amy had two conflicting parts in her mind: One said, “You can be a great salesperson;” the other one said, “You don’t have what it takes.” This inner conflict was literally sabotaging her results.

The traditional method for helping her would have been a sales training. And yet sales trainings would have never realized the source of Amy’s behavior—her inner conflict. What sales trainings typically offer is something like this:

“So, you’re not getting the results you want when you go into situation x, y or z; okay, this is what you say and this is how you say it.”

However, sales coaching are not designed to determine or resolve an inner conflict. But by using powerful neuroscience methodologies, Amy was able to resolve her inner-conflict and make a lot of sales.

A few weeks later, I received a phone call from Amy where she reported, “Wow, Umar, you won’t believe what’s happening. I started calling prospects Monday morning; I don’t know what happened really—but the right words just fell out of my mouth! I got one appointment and then I got another and another. That week I got 17 appointments. I’ve never had this kind of success before.”

Once Amy resolved her inner conflict her results improved immediately. I didn’t teach her a thing about what to say in these situations. Neuroscience helps us focus on the driving issue that is causing the inner-conflict and how to resolve it. Resolving Amy’s inner conflict allowed her to deliver phenomenal results. Therefore, the third proven idea relies on the understanding that inner conflict stops us from taking action. Once we resolve an inner-conflict we see an immediate improvement in results.

Resource: https://nolimitsselling.com