Author: Sienna Anderson

4 Selling Techniques For Social Media And Beyond

Posted on | by Sienna Anderson

Salespeople have been presented with a new landscape in the rapidly changing digital-age

The right way to approach social sales is one of the most valuable things today’s salespeople can learn.

Here you will find 4 effective selling techniques for social media and beyond.

 

 

1. Have A Marketing Approach

To be successful in sales, some of your practices should be marketing techniques.

Although there is a distinction between a marketer and a salesperson, it’s important for salespeople to incorporate marketing into their sales process.

 

2. Technology Has Shifted Sales Conversations

Sales conversations aren’t what they used to be. Nowadays prospects can:

  • Research your company
  • Research you
  • Know everything you have to offer

Now, the techniques formerly used to approach customers and start sales conversations have changed. And you need to know how to navigate this situation.

 

3. Connect Online And In Person With Your Customer


The ‘social’ aspect of selling is more about building relationships than selling a product or service.

You have to make a real connection with prospects, and not just make a transaction.

This approach is more time consuming, but is packed with benefits. It results in having trusting and loyal relationships with customers.

 

38 Social Selling Statistics You Need to Know for 2023

 

4. Face-To-Face Interaction Is Still Important


Making connections in a social media sense is important, but doesn’t outweigh the importance of having face-to-face meeting with your customer.

 Nowadays many salespeople make the mistake of thinking social media is all they need.

A face-to-face meeting will always create a more personal and trusting connection than an online connection.

Contact KONA today to discuss how you can make your sales process more personal & effective!
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5 Qualities of Highly Successful Salespeople

Posted on | by Sienna Anderson
Certain qualities make a Successful salesperson.

As well as a myriad of excuses including “the competition is cheaper”; “our product doesn’t do what the customer wants”; “they won’t make a decision” the typical cry of many underperforming salespeople is “sales is hard on my area!”

So what is it that differentiates the outstandingly successful salespeople from the underperformers? What makes them tick?

Having worked with hundreds of organisations for over 16 years, as a leading team of Australian sales training and coaching specialists KONA have found that the answer to that question is not as complicated as you may think.

Successful salespeople are, first and foremost, doing what comes naturally to them and therefore they enjoy being a professional salesperson.

The results of 1,000s of Personality Profiling tests done with salespeople from across many different industries show that:

  • Only 6% of salespeople are true Sales Performers
  • 20% are doing well but could do better.
  • 74% are failing
  • Of which 27% (of the overall total) are not willing to change or learn and should be in a different profession, and 49% can improve with the right type of Australian sales training and coaching.

While personalities are not entirely indicative of sales success, a number of personality assessments have been able to help managers identify how well a salesperson will fit into their particular role and work preference.

It is a valid argument that “there’s no such thing as a sales personality.” However, findings have shown recurring key personality traits that mark the selling style of highly successful salespeople, and following, are 5 key personality attributes of top salespeople:

1. They are persistent

Successful salespeople are persistent people. A Cahner research study has shown it takes an average of 5 meetings to make a sale yet 48% of salespeople give up after the first call. 90 percent have quit by the fourth conversation (and then BLAME THE CUSTOMER!).Only 10 percent make it to the 5th call.

The key to converting your sales pipeline into actual sales is the capacity to hang in there when others have given up and more importantly keep thinking about how you can add value at each meeting (rather than “I was in your area and thought we could catch up!”).

Successful salespeople are able to handle disappointments, bounce back and mentally prepare themselves for the next step of the customer’s buying cycle.

2. They are in the right sales role

Sales is NOT a one dimensional role and there are many different steps along the way from Identifying and Winning a prospect through to Retaining and Growing a client.Therefore, many KONA clients use sales personality profiling tools to find out the personality profiles of their interviewees, new recruits and existing sales people to uncover those who are more suited to Sales and Business Development roles and those who are more suited to Account Management roles.

A good example of this is the DiSC profiling tool which identifies the ‘Hunters’ (Drivers    and Influencers) and ‘Farmers’ (Conscientious and Steady).

3. They are positive

Successful salespeople have a positive outlook on life. They see opportunity in every situation and are not stuck in B.E.D.No that doesn’t mean they get up early every morning – it means they do not Blame others; don’t make Excuses; and don’t live in Denial.

Practice, Instruction, Training and Learning contribute to success in sales.

4. They listen

Successful salespeople sell solutions to problems and they do so by asking interesting and intelligent questions, then listening to the customer. They listen to gain a customer insight, and focus on understanding a customer’s overall Business Situation rather than just where they might be able to make a sale for their own product.

5. They are flexible and commit to ongoing learning

Given the constantly evolving nature of ‘the market’; technological advancements; and changing consumer behaviour, what worked last year may not work again this year.

Successful salespeople are consistently committed to updating and improving their knowledge and skills to evolve with the market dynamics.

It is an old cliché however, of the 1,000s of people KONA has trained over the years far too many proudly say they have “over 10 years’ experience” while sadly their 10 years is in fact 1 year repeated 10 times!!

The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, and more.

So if you are looking to increase the effectiveness and results of your sales team, contact KONA today on 1300 611 288 or email: info@kona.com.au to discuss how we can help you to improve your organisation’s results.

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4 Reasons Why Sales Persistence Pays Off

Posted on | by Sienna Anderson

When it comes to selling, the right amount of persistence is critical.

Statistics tell us – calling until you make the sale – works.

However! 90% of salespeople give up after just four calls.

This graph shows that 8% of the sales people are making 80% of the sales:

Here are 4 reasons why it is beneficial to be persistent as a salesperson.

1. It Makes You Stand Out From The Crowd

Most salespeople are not persistent.

Studies have found that almost 50% of salespeople give up after the first call.

Typically salespeople get caught up in active business, instead of following up prospective customers. Follow up your prospects with more calls than your competition, and you’re already ahead!

2. Increases Customer’s Confidence In You

Persistence will –

  • Increase the customer’s confidence in you.
  • Keep you at the top of their list when they are ready to buy.
  • Give your prospect an insight into your dedication and work ethic. However, you also need to be able to gauge when it is time to call it quits.

3. Demonstrates Dedication & Purpose

The right amount of persistence will show your prospects that you are dedicated, and truly passionate about the product or service you are offering.

Persistance assists with –

  • Building relationships, as prospective customers will see that you have purpose.
  • You can prevail through challenges.
  • It will give you a better understanding of what the customer needs.

4. Motivates You To Try Harder & Shows You The Value Of Success

Persistence helps you to discover that each failure is another learning experience. When you have a successful sale after being persistent, you quickly realise that the hard work does pay off.

The most difficult clients are the hardest to lose. Why? It takes discipline and persistence to gain their business. And 90% of salespeople don’t have it.

Sales persistence is not merely calling until you make a sale, it is knowing how to properly navigate the sales process from the beginning.

Persistence does not always come naturally, it’s a learned trait when mastered can be incredibly valuable.

Are your sales team persistent?

Contact KONA for customised Value Sales Training for your team and stay ahead of you competitors!

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8 Tips To Improve Your Sales Performance

Posted on | by Sienna Anderson
Regardless of the business you’re in, sales tactics that have previously worked well may not work so well today.

Sales is an industry that moves quickly. From new competitors arising to new products similar to yours being introduced; you need to be innovative to stay relevant.

  Here you will find 8 tips to enhance your sales performance.  

1. Know Your Objective

Understand your business’ role. Think about what you do best, and what type of people need your services. Consider your product or service; what are people willing to pay for it?    

2. Break Down Your Objective Into Smaller Goals

Note down your activity targets within your control. These can be things like, calls per day or proposals per month. To then measure your progress, set results targets. For example, appointments set per call or sales made per month. Increase your activity and measure the results. Setting goals or targets allows you to focus your attention.    

3. Sell To Your Client’s Needs

Work under the assumption that your prospective buyers will purchase only what they need. It is your job to convince them of that need. Put an emphasis on the features of your product or service that will benefit the customer. Be creative in your marketing.    

4. Build And Retain Positive Attention

Efficient advertising, referrals, tactical questions, and sales skills are key to generating positive attention. Thorough follow-through partnered with great customer service are the keys to retaining it.    

5. Sell On Purpose

Think about what you do and why you do it. Who is your target customer and what questions will you ask them? Consider what your proposal will look like and why. If you feel unsure of yourself at any point during the sales process, it could be time to get some coaching or advice.    

6. Ask, Listen, Act

When asking questions during the sale process, ensure they are prepared, direct and relevant. You need to have effective listening skills and show the customer you listened to them by responding and taking action.    

7. Take Responsibility, Not Credit

You want to build a strong support team that is willing to go out of their way to help you when you need it. To do this, give your team credit when things go right, and take the blame when things go wrong.    

8. Don’t Compromise On Your Integrity

When it comes to sales and marketing, operating ethically is of the utmost importance. Due to negative stereotypes presented in the media, most people assume that all salespeople are the same. This can be a challenge for many companies. Operating with integrity and ethics will show your customer that you are trustworthy and will strengthen your reputation.    
Does your sales team need a modern approach to enhance their performance?
 

Contact KONA by emailing info@kona.com.au or call 1300 611 288

4 Reasons Why Sales Training Should Be A Component Of Your Recruitment Strategy

Posted on | by Sienna Anderson
When recruiting new team members for your business, there are many considerable factors to ensure your offer is most appealing to your target recruit. Generally, companies will hire established salespeople with the assumption that they won’t need further training. In doing so, you could be missing out on the opportunity to grow and develop the next top salesperson.

Here are 4 reasons why you should implement an offer of sales training into your recruitment process:

1. You Are More Likely To Retain Staff When You Offer Ongoing Training


Offering ongoing training to employees will make them feel valued. It attracts the right type of person to the role, someone who is eager to enhance their skills and wants career progression. Going into a new job knowing you will have opportunities to learn and develop new skills naturally boosts enthusiasm. Not to mention your business’ recruitment costs will reduce when you have a high staff retention rate.

2. Be Proactive, Not Reactive


It is common for businesses to only consider training their sales team when there are problems emerging. A more effective strategy is to offer staff training regularly. This will prevent problems before they occur and ensures any issues are stamped out early on. Incorporating Sales Training into your recruitment process will ensure any new staff that come on board are trained in the same way as your current salespeople.

3. Attract A Quality Candidate To The Position


Proposing a training program in your employment offer is attractive to prospective employees as it eases tension related to taking on a new job. It opens the doors to people who may not have a lot of experience in the field, but they are eager to learn and with the right training, could be the next best salesperson on your team.

4. Promotes An Encouraging And Supportive Work Environment

Sales Training has a positive influence on staff enthusiasm, engagement, and fulfilment. Offering training opportunities at the recruitment stage promotes your business as being supportive. It shows you have intent for employee growth within the company. Offering sales training from the beginning of a salesperson’s career demonstrates that your company is willing to invest in their team.

You can achieve these benefits and more by offering effective training as part of your recruitment process.

Find out how you can incorporate Sales Training into your recruitment strategy by contacting KONA!

Phone 1300 611 288 or email info@kona.com.au

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7 Benefits of an Environmental Management Plan for your Business

Posted on | by Sienna Anderson

By  Mark Hamon,  Risk Management Consultant. 

An Environmental Management Plan (EMP) needs to be taken seriously for any company in today’s business climate.

The benefits of an Environmental Management Plan (EMP) include:

1. Legal requirements and duty of care

A business owner who breaks the law will face prosecution, severe fines and a possible prison sentence. How would this impact on your business, customers, reputation, finances?

2. Reduce your business costs and save money

Consider a process which helps you reduce energy bills, reduce waste generation and handling costs (waste processing), reduced water cost and usage, minimise environmental costs linked to resource procurement and transport. Money saved increases your profits.

3. Consultation and communication

A tool to support consultation and communication with employees on environmental risks impacting the business.

4. Deal with non-conformance issues

Can save your business in time and money on costly non-conformance issues linked to environmental risk.

5. Promotes marketing, sales and brand perception

A high level of commitment, and corporate excellence for environmental stewardship with your customers. Your green branding credentials can put you ahead of your competitors.

6. Supports other areas of your business

Can be linked into other management systems e.g. Quality or Safety Management.

7. Recognition to a global standard of excellence

Consider the advantages of having an Environmental Management Plan bench marked against ISO 14001 – The widely known global standard of environmental excellence.

Will this benefit my business and my customers?

In a 2013 survey “Green Trend Tracker”[i] referenced by sustainable brands website, environmental reputation played a big part in consumer decision making e.g:

  • 90% of people believe it is their responsibility to use and dispose of products responsibly
  • 47% of consumers consider the environment when they shop
  • 65% of consumers seek out a business’s environmental information
  • 85% would like companies to educate them on how to use or dispose their products more responsibly

By consulting Risk Management Specialists from KONA Group, an evaluation of your business operations can be the first step in the evaluation of your company’s environmental reputation and performance.

KONA Group is also available for environmental auditing and training with programs customised to suit your needs.

If you have any questions, then get on the phone (obligation free) and contact KONA Group at info@KONA.com.au or call 1300 611 288.

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[i] Green Trend Tracker – less-100-how-percentages-show-true-understanding-green-trends

9 Important Tips For Setting Appointments

Posted on | by Sienna Anderson

How to start a sales call the right way - CrankWheel

Business owners and salespeople often use phone calls to book appointments with clients and prospective customers.

To do this successfully you need confidence in the relationship-building aspect of telemarketing.

You have the responsibility of displaying your product or service in an honest and professional way and you are aware of the value of what it means to exceed the expectations of your customer.

What steps can you take to guarantee your best chance of securing an appointment?

1. Have A Plan

Preparation is vital. When you go into a conversation prepared with what you want to say, you can be confident that you are covering all important matters. You will be able to keep control of the conversation and bring it back if it drifts off-topic.

2. Make Your Offer Early

It is important to spark interest early on and to combat objections promptly with an offer that is full of benefits. You need to be quick to ensure negativity does not affect the customer’s decision.

3. Conversation Is Key

Ask short, open questions to gage as much information as possible from the customer. Your questions should be relevant to ensure you keep their attention and you should repeat their answers back to them when suitable. Talking for too long and confusing the client with your questions can lead to them tuning out of the conversation.

4. Handle Objections

Show the customer that you understand their situation by recognising their objections. Use phrases like ‘I understand how you feel.’ Let them know that you have had other customers that had similar objections when they first came onboard. This will demonstrate that you are experienced. Clarify that the purpose of the appointment is to understand their position and then suggest an appointment time.

Competitive Objection Handling 101: Your Guide to Knocking Competitors out of Deals and Earning the Trust of Your Buyers - Klue

5. Don’t Give In The First Time

Objections are inevitable and when they happen, it is important not to repeat the objection back to the customer or go too much into it. Don’t take any objections personally and ask the right questions to better understand their answer. It is common for it to take a number of conversations with the prospective customer before they accept your offer of an appointment, so don’t get disheartened if they do not accept the first time around.

6. Don’t Be Afraid Of Uncertainty

Admitting when you don’t know the answer to something or needing to check with someone else is not a bad thing. Building a foundation of trust with your customer is so important and if you bluff your way around their questions, it is likely they will find out and that relationship will be damaged. If you have uncertainty around an objection or question, tell them that, and get back to them with the right information.

7. Research Before You Call

The more you know before picking up the phone, the better. If you have just a name and a phone number, you can still make an effective sales appointment. If all else fails, you can always turn to Google. Or, if you’d rather, you can reach out to your connections on LinkedIn. You can even check with your network contacts to see if you know anyone who knows the prospect. You may be able to get a referral from a mutual contact.

The 18 Best Places for Sales Reps to Research Prospects [Expert Tips]

8. Create A Good Opener

Once you get the prospect on the phone, you have about 10-20 seconds before they’re ready to hang up on you. Most people automatically reject you as soon as you start trying to sell them. If you want to get past a potential customer’s rejection filter, you’ll need an opener that surprises or intrigues them. Something that will make them sit up and take notice. Once you have their attention, you can set up an appointment or at least get them to listen to what you have to say.

9. Pick A Benefit That Most Interests Your Prospect

When you have done your research and know more about your prospect, you can better customise your pitch to fit their needs or pain points. This way, you are more likely to get their business. Pick a benefit of your product or service that you think will most appeal to your prospective customer. Explain how that product or service provides this benefit to them. Our billing system helps give you peace of mind.

7 Essential Tips to Set Sales Appointments Geared for Success • Bookafy

Timeless Advice Is The Best Advice. Sell the benefits and value, not features. Come prepared, find out what the customer’s concerns are and present them with solutions. When you offer them the chance to find out more about something that they may have a hard time saying no to, offer an appointment.

Is your team following these appointment setting tips?

Contact KONA today for customised training for your business!

click here to contact the KONA Group red button or call 1300 611 288

6 Signs Your Sales Manager Is Failing As A Sales Coach

Posted on | by Sienna Anderson

Sales Coaching versus Sales Training - Adroit Insights

When you notice your sales team are struggling, it can be hard to pinpoint the source of the problem. Could it be that your sales manager is failing as a sales coach? If this is the case, it can lead to many problems in the business. How will you know if it is the sales manager or another factor affecting performance?

Here, we will tell you 6 signs that your sales manager could be failing as a sales coach.

6. They Are Not Motivational
Salespeople need inspiration and motivation to deliver exceptional results. There are countless ways a sales manager can motivate their team, they can offer incentives, create competitions or even verbal encouragement. If a sales manager is not motivating the team and getting them excited to sell, the team will quickly lose their drive and may even feel frustrated. 5. They Are Not Teaching Their Team About New Products A good sales manager will ensure they are setting aside time to teach their team about new products and services. If the team are not educated about a product, how will they sell it? Salespeople need to know not only what the product is, but also the benefits and features, in order to be able to sell it.
4. They Are Focusing On The Wrong Salespeople
Typically, sales managers will focus their attention on their highest and lowest performing team members, when in fact it is those in between that need the most time. Your best salespeople are already doing well and if your underperforming salespeople are consistently underperforming, this may not be the role for them. The salespeople in the middle of the spectrum can go either way. If the middle salespeople are not given the right tools and training, they will drop to the bottom. With the right coaching however, they will likely rise to the top.
3. They Are Results-Focused, Not People-Focused
If your sales manager’s only concern is successful sales and not helping the sales team, this is a problem. Sales coaching encompasses observations, uncovering strengths and weaknesses within the team and helping the team through them. A successful sales coach will focus on improving each salesperson’s performance, rather than just their mistakes.
2. They Are Not Coaching Regularly
Studies show that 65% of employees say the training and learning opportunities provided to them positively impacts their engagement in the workplace. When team members are engaged, they are more likely to take on more and ultimately become better at what they do. In order to improve skills and learn new techniques sales coaching needs to be used consistently, not just when a new salesperson joins the team.
1. Your Salespeople Do The Following:
  • Miss their KPI’s often
  • Business only comes from existing “friendly” customers or clients
  • Don’t prospect or generate enough fresh leads
  • They don’t do enough Quality Sales Activity
  • Are uncomfortable speaking with decision makers in Leadership or Senior Management positions
  • Are only comfortable talking about problems, price, and product specs
  • Miss opportunities in their Pipeline due to not chasing or revisiting leads consistently
  • Have a low Lead to Sale Conversion Ratio
  • Don’t generate enough repeat business from clients
  • Blame the market, products or services, customers, accounts, their managers, or the price of petrol when they miss target, as “It’s not my fault.”

Can you recognise any of these traits in your sales manager? If so, it may be time to consider investing in a sales coaching for your team to help them reach their full potential.

  click here to contact the KONA Group red button or call 1300 611 288  

What is Holding You Back from Getting or Giving Referrals?

Posted on | by Sienna Anderson

When was the last time you were asked for (or gave) a referral? 

Come on, think about this!

How about: “Read any good books lately?” or “What did you think of that new restaurant?” or “Where did you learn about how to fix that?” 

What was that experience like? It’s just part of our everyday conversation.  So why is it so hard to apply to a business situation?

Experience tells me that there are 2 things that often hold business people back from taking full advantage of referral marketing:

  1. The lack of a system – Or not having a system that minimises workload and maximises your time, and
  2. The presence of fear – When I say fear, I mean like the fear of being rejected, fear that you will appear to be begging for business, or fear that your existing clients don’t really care about helping you build your business.

If your perception is that your clients will be put off by your desire to involve them in helping you grow your business, those perceptions are wrong.

Based on the experience where you gave or received a referral, do you think your experience is any different to your clients? 

The key message here is your clients are just like you. They refer for exactly the same reasons and they also don’t refer for the reasons you don’t refer.

One thing to remember:

The higher the likely or perceived cost or risk, the more emphasis is placed on personal referral.

So why are you afraid?

People love to give Referrals:

  • Who recently got a new doctor or a builder?  How did you choose them? Very few people feel comfortable going to a new doctor or hiring a builder based on a doctor’s or builder’s ad in the Yellow Pages.  When looking for a lawyer, doctor, accountant or any kind of professional … or any kind of business for that matter, most people ask someone they trust for a referral.  Don’t you?
  • People like to help – it feels good and makes them feel valued!
  • People also like to demonstrate how smart they are. When clients find a business that provides a solution, makes their life better, or just plain saves them money, they like to talk about it.  They like to tell anyone who will listen how smart they were that they got such a good deal.
  • Some people even like to tell others what to do!

So don’t hold back …

Get over it…

Remember, if you provide a service that helps people solve problems and meets their needs, then you are doing a disservice to your clients if you don’t actively seek referrals.

And as people love to help, show how smart they are or tell others what to do then why would you not help your client achieve this?

Contact Us

 

Sales Training in Sydney, Melbourne and Australia

Posted on | by Sienna Anderson

The KONA Group is the leading Sales Training Organisation in Sydney, Melbourne and across Australia.

Sales Training in Sydney, Melbourne and Australia

For over 16 years, we have been helping sales people, managers and leaders to improve their performance. With a proven track record of delivering result oriented training programs, we are one of the most effective Sales Training company in Sydney and Melbourne.

KONA Sales Management Training Programs include

Sales Training in Sydney, Melbourne and Australia

Our coaches and practitioners have rich experience in delivering result oriented training programs.

With a combined experience of over 100 years, we can deliver outstanding results for your organisation. Our coaches are recognised specialists in their respective niches. Together, we are recognised as THE Sales Training company in Melbourne and Sydney – That Gets Results!

Training Companies Sydney – Our Approach

We do not believe in offering run of the mill training programs.

Each program is customised to suit your requirements. Whether you are looking to improve your sales, customer service or top level leadership, our coaches will work with you to create a customised training program for your organisation.

Training Companies Sydney and Melbourne – Our Results

We’ve helped our clients achieve some outstanding results. Here are some of our recent achievements.

  • Increased customer retention for a big credit card company by more than 12%
  • Trained a sales team to make more than 430 telephone appointments in 1 Power Hour
  • Coached another sales team to make over $1,200,000 in sales in 1 POWER HOUR
  • Improved annual revenue of a finance services company by more than 20%

So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

The KONA Group is Australia’s Leading Sales Training and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & Coaching, Sales Pipeline Training, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more.