Maldives and Maitland Sales Training Lessons for You and the Team
The Sales Training lessons I’m talking about here include:
- Achieving goals
- Conversion rates
- Retention rates
- Learning and embedding critical key Business Development skills
Here are some of the lessons that might be valuable for you..
#1: WHERE DOES THE LEARNING HAPPEN?
As uncomfortable as it is, the learning occurs outside the comfort zone.
Surfing in the Maldives I had to go for waves way bigger than anything I’d gone for in Perth over the past few years. But the only way to get them was to go for them.
(PS: This picture doesn’t do it justice.. This one is not one that had my heart racing but the ride was fantastic..)
I had to get myself into the right position to even be in the race. And it was a race.
There were 10 others also wanting the same wave.
Just like in business, being in the right position before take off is a critical step.
Being in the right position in your own mind, and being in the right position in the customers mind, are two critical elements.
Make sure the prospect sees you have credibility, authority and track record.
Don’t leave it to chance.
Build it into your Sales and Marketing system.
Then make sure in your own mind, you too believe, know and can convey you have that credibility, authority and track record.
#2: WHEN DO I GO FOR IT?
If I don’t think I can get it, I won’t go for it..
So why did the guy next to me get it and I didn’t?
Answer: He went for it.
But he didn’t just go for it.
He went for it with 100% conviction that it was his.
That he deserved it, that he wanted it, and he had every right and intention to get it.
You can’t get a wave you don’t go for.
You can’t get a customer you don’t go for. You can’t get a sale you don’t go for.
To not go for it, or to only go for it with half conviction, is a sure fire recipe for not getting it, or even worse, getting injured because you were only half hearted.
I’m sitting here right now with an annoying rash on my chest.
It was caused from my chest constantly rubbing on the board in the first few days and getting ‘board rash’ (Even though I had a new rash shirt than was supposed to prevent that… Maybe it’s my soft, whimpy, aging skin..)
Either way….It’s so annoying.
It’s a constant reminder from the Universe or wherever to make sure I learn from the experience.
Some of my more experienced mates had special rash shirts made or other protection.
I didn’t think of that. I went in underprepared. And I paid the price.
I got the lesson.
#3: HOW DO I PREPARE?
Proper preparation prevents Poor Performance.
Maybe I should have tapped into their experience (they’d been over there before).
Using OPE (Other Peoples Experience) can save you a lot of pain and sub standard results.
What are you about to attempt you haven’t attempted before?
Whose experience can you tap into to minimise your risk and maximise your chances of success?
#4: MAGNIFICENT LESSONS FROM MAITLAND
I was on the phone today talking to a top performer in Maitland.
This person has a 99.9% conversion rate
When a new person comes and tries out their service, 99.9% of them sign on.
Any of us would kill for that level of conversion
So what does she do?
She has a system.
She has a fantastic system.
She has enthusiasm for her product and service.
She develops great rapport
She treats every prospect as a VIP
She has a BDA – a Before – During – After checklist that she has developed and refined.
She trains her staff in how to follow that system
She measures, incentivises and rewards her staff for following the system
She has a fantastic retention rate of clients. Way and above her industry retention rate.
She has a fantastic system to retain clients.
She only works 2 half days a week yet is one of her organisation’s top performers
Because she has developed a team that is passionate about following her system.
- How good is your BDA system?
- What is your conversion rate?
- What do you consider an acceptable conversion rate?
- What do you consider an acceptable retention of clients rate?
I always get a kick out of talking to high performers in any field.
I love getting inside their heads to see how they think, what makes them tick.
Usually they are doing things that are so obvious, so basic, that their competition are either too lazy, too pompous or too ‘know it all’ to do.
#5: HOW WE LEARN DETERMINES HOW WE TRAIN
And finally… Neuro plasticity… Sales Success Conditioning
I came across this 3 minutes 22 second video on Youtube on the Science of Brain Based Learning and Conditioning.
It shows the power and importance of systems, repetition, embedding the correct fundamentals in the learning of any skill. How our brains are shaped based on our experiences.
I am most interested in the CF – Correct Fundamentals in the field of Business Development.
Building Correct Knowledge for High Performance Outcomes.
Whatever we practice becomes permanent.
So make sure you’re practicing the correct fundamentals of Business Development Success in your Industry.
That therefore means that the Correct Fundamentals of one industry e.g Media Advertising Sales, might not be the same as the Correct Fundamentals in Real Estate or Finance Broking or Mining Equipment Sales or Recruiting.
Make sure you have captured and documented the Correct Fundamentals for your industry.
That’s one of the key strategies that make up my Best Business Sales Coaching Strategies.
Our clients have made a fortune (more than their competition) just by implementing this one strategy.
In fact two of my clients in the past month have told me they have had record months by implementing this strategy following one of my Sales Breakthrough Project Months.
(The Sales Breakthrough Project is a customised 30 day programme that delivers super powerful results. It’s not for everyone – only those who seriously want a boost to results. It’s the reverse of the Biggest Loser – more Biggest Winner…)
TWO FINAL QUESTIONS
- How well structured and clear are you on the Correct Fundamentals for Business Development in your business?
- What are you doing to build repetition of the Correct Fundamentals into your business?
How do you think this video applies to your business?
Specifically, your Sales, Service and Business Development Systems and Culture??
Let me know what value you get from this..
THIS IS WHAT SOME PEOPLE SAID ON THEIR FEEDBACK FORMS FROM THE LAST BEST BUSINESS SALES BREAKTHROUGH MASTERCLASS
‘See issues you have with your sales team from another perspective’
Daniel Marcolina. Director. Atrium Homes
‘Leigh’s one day seminar is so rich in ideas that will generate financial results for any company in the next 5 days..’
David Osborne. Managing Director. Profitable People.
‘Leigh Farnell introduces clear, logical science to selling. Role Play makes the lessons Real.’
Peter Symons. Director. Positive Workplace Foundation.
‘We don’t know what we don’t know until you meet Leigh! Very informative and certainly some work to do!
Alison Evans. Director. EMS Insurance Solutions.
‘No matter what your problem area is, it will be covered. You can identify nearly everything said with a person or problem specific to your company.’
Amanda Cassidy. PR Manager. The Modern Group.
‘Great info. Short and Sharp and delivered in a way that I was on the edge of my seat not sleeping..’
Trisha. Sales Manager. Thermomix
‘Very useful insight into the requirements of Sales Management.’
Matthew Bailey. Owner. NewHomes.com.au
‘Well worth the experience to learn different techniques and views from others..’
Dean and Leah Buchanan. Owner and Manager. Spa World.
Hope this helps you take one more step to be your best..
As Henry Ford said ‘My best friend is the friend who brings out the best in me..’