People do not usually worry about their work performance until appraisals are around the corner. This is why we see so much stress and negativity among employees when discussing work life. The important question is, is this really necessary for employees to go through this rigorous phase every time? It is understandable that sometimes it is better to wait for someone else to take the lead and tell you what to do and when to do it. This is a safe approach for most of us as it removes the uncertainty and responsibility from us. However, this is also one of the main reasons why people are worried about their appraisals. Most of us are not trying to become successful at work, instead, we are satisfied that we are following what is needed of us. This will have negative consequences on your performance. Sales training in India is focused on delivering tips on how to accomplish something. But what is needed is to understand that improvement is a daily priority, that needs constant focus. Instead, when you take a proactive approach to your work and performance, you become more productive. This translates into greater respect and monetary benefits in the long run. You would want to work with colleagues who are professional and efficient. When your peers realize that you take your professional commitments seriously, you will advance in your career. If you are already working on your performance, you can still learn to improve it. How successful you are in your career is largely determined by your attitude and approach to spending your time. However good you are at your job, you can still focus on continually improving your skill set. This brings confidence in you and helps you become the best version of yourself. In this article, we will show you how. 1. Know Your Role Your organization has hired you for a specific role. Sometimes, employees are so busy doing tasks that they think are important, and may spend months in a job before they get around to figuring out what their priority tasks are. This is a lot of wasted time for themselves and their organization. Always make sure that you are clear on why you were hired. It is your responsibility to talk to your boss or supervisor and clearly understand what is expected of you in the workplace. In most cases, you will be expected to work on more than one responsibility. It would help to identify the three main responsibilities for you to focus on so you can them on your job. This is an important skill that is often overlooked by sales training programs in India. But when you learn to handle important tasks on time, you can also work on supporting tasks as well. 2. Work Towards Goals Setting goals is crucial to achieving personal and professional goals. A common mistake we make when setting goals is that we tend to overestimate our capabilities. This is not wrong in itself, and we do have to be ambitious in our goals. But the problem is big goals require a lot of additional resources or dependencies on other people. This can seem overwhelming when it is time for you to sit down to work. One indispensable piece of advice that sales trainers share in this situation is to break down the task into smaller, manageable sections that you will find easier to handle. This can also help you analyze your progress, and be enthusiastic about every step you take forward. Web Blog : Focus on 9 Outcomes of Best Sales Training – Measure it easily 3. Stay Focused During Work Distraction is one of the major obstacles to productivity. There are so many things happening in an that all of us can easily get distracted. We can get carried away with irrelevant tasks or minor priorities. But it is important that you do not lose focus on the goals you have set out to achieve. Just remembering what you are aiming for, and how to achieve it can motivate you to bring back focus. There has to be a continuous improvement on your work performance that can be sustainable. This is only possible by staying focused on your goals. This skill cannot be learned in a couple of sales training sessions. Rather, it is the employees’ responsibility to learn how to be focused on their role. 4. Start Positively Each morning, start with a positive mental attitude. This sets the tone for your entire workday so you can be positively influenced to make the right decisions. Employees who are positive are actually more liked by their colleagues and can motivate others as well. This will also help you handle negative events with the right priorities guiding your actions. When things do not go as planned, being in a positive frame of mind helps you work around the solution and improve your performance. Train yourself to be positive when you are working. 5. Planning for Better Performance Every minute we spend in planning saves us ten minutes during execution. Planning is not an idle endeavor but a rather crucial priority if you are looking to improve your work performance skills. When planned properly, you can save a lot of time that you would have wasted on unimportant or irrelevant tasks. Always plan the next day before you sleep at night, with a focus on your job priorities. If possible, you should extend your plan for the entire week rather than just a day. This helps you cover a lot of responsibilities during the week, which can be lost if you are only planning day-by-day
6. Multitask is Not a Task People are so proud when claiming to be multitaskers that everyone feels pressured into being one. Some sales trainers also share how you can be efficient at multitasking. However, the latest research on this is very clear: if you are multitasking, you are directly affecting the quality of your work. It might appear to be very efficient and make you appear extremely capable, but it is definitely not. If you find yourself working on more than one task at a time, you should take a step back. Identify your priorities and focus completely on it. There is no advantage in trying to accomplish multiple things simultaneously. 7. Keep Working on Improving Yourself If you want to be really good at your job, you have to be in a state of constant improvement. You have to take up the personal responsibility to always be learning, growing and improving yourself. The truth is, we are never stagnant. We will either be moving forwards or backward constantly. If you relax too much, you run the risk of losing your progress and may have to start over again. People underestimate how important learning is. If there is anything in your job description that you are not completely comfortable with, you should focus on learning it and improving it. Or, if you are aiming to join leadership or management, you should focus on learning about it. Books, online resources, courses are all excellent avenues to explore so you can always be moving forward. Source : https://www.yatharthmarketing.com/increase-your-performance-skills-with-these-5-simple-tricks/
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An average buyer knows that there is not going to be a great difference between products and services you are selling, as opposed to your competitor. Why then would they go with you? The answer is the experience. They are concerned not just about your product or service, but about their experience with you. This means that salespeople are free to choose how successful they are going to be. There are always going to be issues such as product issues, average leads, etc., but the right salesman can make any situation work to his advantage. One of the important attributes of a real salesperson is that he can sell anything to anyone. He should be able to create opportunities for himself and his organisation at all points. Some sales training courses go to great lengths to identify natural sales leaders, but in our researched opinion, that is not true at all. Sure, not all sales people are equal, but that is not because of genes or opportunities. Successful salesmen have the right personal skills and some degree of experience, but it takes more than that to consistently convert leads, close deals, and lead the organisation in making sales. There is no secret as such, but successful salesmen do follow a set of tips and techniques that underlie all their activities and interactions. Whichever industry you are in, or no matter what type of customers you cater to, here are some fundamental basics for you to better your sales game. It’s always about the customer Your customer is there to buy a product/ service, not necessarily your product/ service. An amatuer salesperson would perceive some obligation on the part of the prospect. But the truth is, they are free to choose your competition over you. If they are going to go with you instead of anybody else, it is up to you to deliver them an experience that is better than your rivals. The first step in this is therefore to understand your customer. It is not enough to know their website address and their product catalogue, you must put yourselves in their shoes to understand what they are looking for in the market. Put them at the center of the picture, and see how your offering can help them reach the solution they are looking for. This simple exercise is a crucial step in becoming a better salesperson in any field. Research is a crucial skill Gathering information is an important task for any salesperson. In today’s times, there is so much information available that it is both a burden and a boon. Some avenues you just cannot ignore are a prospect’s LinkedIn and Twitter profiles, their company website and press releases, recent blogs, and Google news. If possible, you should also speak to their on the ground staff like salespeople, vendors, etc to understand their concerns and motivations. Do your diligent research and you will be able to speak to your prospects in their language. You don’t have to spend hours on researching for every touchpoint, but there is simply no excuse for not being up to date on a prospects performance in the market. Learn How to Sell Yourself Some sales training courses suggest that you focus on the product/ service you are selling. If what you are saying is persuasive enough, you are close to a successful deal. While this is somewhat true, it does not mean that you are not a part of the equation. Any buyer will evaluate the salesperson as well as the product, and if he/ she is not convinced about the salesperson they will most probably not be parting with their money. You don’t have to be a complete extrovert or awe the entire floor with charisma. No, that is not necessary, but you do have to be sincere and interested in your customer’s requirements. Have a few anecdotes and stories ready beforehand that you can deliver for a laugh or a smile. When they empathise with you as a person, they are more willing to listen to you as a salesperson. So instead of trying to keep your sales person aside for work, make it a part of your personality. Web Blog : Top 5 Benefits of Pharmaceutical Sales Training Program to become Pharmaceutical Sales Representative Develop the art of questioning Nobody likes to be questioned, least of all prospects who are making an important decision. But one of the important skills of a salesperson is the art of asking the right questions that reveals the prospects’ motivations and concerns. Ensure that you are listening to everything they are saying, what their body language indicates, and what they mean when they say something vague. This is not a perfect science, but rather about empathising with them. Most people enjoy talking about themselves, so once they get going, they will tell you everything you need to know to make the sale. When they are sure that you are genuinely interested, they will enjoy your conversation better, and will be more inclined to listen to you when you pitch your product. Define the Buyer This might seem like a contradictory suggestion, but those who can sell anything to anyone will never try to actually sell anything to anybody. They first identify the context of the buyer, their industry, economic conditions, geography, and others like these indicators to understand the buyer. So a successful salesperson would define the characteristics of his ‘ideal’ buyer – the prospect who would immediately buy the product. So you can easily prioritise your leads against this matrix, and focus more of the highest chances of sale. The closer the fit to the ideal buyer profile, the more time you should allocate to engaging them. Selling Comes Later You might have identified the right prospect, and you know for sure that your product/ service can help them with their problems. But you cannot expect to barge in to their offices and hope they will hear you out. And you will probably come off as condescending which is not a good start. Spend some time in building a rapport with the buyer. Ask them about what they think of the problem, and let them articulate the issue in their own words. This will give you the focus points where you should concentrate to make the deal. Let them tell you where you can help them, and deliver on that requirement. You should think of yourself as more than a salesperson. You are the advisor who is helping them find out a solution that will help their business. Internalise the process of selling as a natural extension of being an advisor or a consultant to help your prospects achieve results. Leverage Psychological Hacks to Persuade The act of purchase is never a purely rational decision. Most buyers are driven by emotional impulses rather than logical reasoning. A good sales person should be able to identify the natural patterns in psychology that drive human behaviour on a daily basis. This helps you counter their influence in your pitch. Some of the basic things to be aware of:
Offer Options Your prospects are about to make a decision, and they are concerned about making the right decision. Their brain perceives this decision as a risk, and there will be some resistance to making the buy. They are more likely to purchase if they feel confident about their decision to buy. One of the most effective ways to minimise their subconscious perception of risk is to present them with options. When they choose one of the options, they will rationalise internally as choosing the lowest risk option, but will be happy to make the buy. Believe In Yourself One of the most important things that sales training can teach you is to believe in yourself. It is natural for us to doubt our abilities and our confidence. But the best salespeople are the ones whose confidence shines through. Research shows that people are more receptive to confident salespeople. This confidence may be infectious and the prospects feel confident in making the sale. Even if you are not feeling confident, you should be able to fake it until you can be really confident. You can reflect on how you have been successful in the past, and even say out loud your achievements. When you use body language that is confident, you will start feeling confident. Be warm and approachable by smiling more often. These are some of the fundamental steps you can incorporate in your building your sales skills. Always be open to learning from your peers, customers, and even competitors so you can become a better salesperson. Source : https://www.yatharthmarketing.com/how-to-sell-anything-to-anyone-sales-training-tips-techniques/ |
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December 2021
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