Top 4 EOFY Budget Spending Ideas

budget 2021 and 2022 building block aqua colour kona group training

Don’t let your EOFY Budget Go to Waste!

Despite the urge to act now to avoid the “use it or lose it” budget spending, it’s vital to think strategically about your organisation’s future objectives before moving forward. Be wise when considering your End Of Financial Year (EOFY) spending, but don’t be complacent.

Notably, your actions right now could positively impact other areas of your business. That is, investing in professional development now could result in bolstering employee morale as well as helping you get ahead on your KPIs for the upcoming quarter.

Ultimately, with the right investment you will have more than a budget increase to look forward to next year.

“Plan for what is difficult while it is easy. Do what is great while it is small.”  - Sun Tzu

INVEST IN VALUE

So use your budget now and we will hold delivery dates for when you are ready to use them in the next 12 months. Consider being part of the KONA Credit Benefits (KCB) Program.

KCB Customised Training with Benefits CARD and Logo

With this in mind, here is how to get the most value for your organisation by spending your budget before the end of the financial year. Put simply, there has never been a better time to upskill your team.

To Get Your KONA CREDIT BENEFITS > Before the End of the Financial Year > to Use over 12 Months

Top 4 EOFY Budget Spending Ideas

1. Learning tools to Streamline Processes

Investing in sharpening the tools of your team while you are able to is a wise business move. Basically, it ensures your employees are well equipped to start bolstering the budget for the remainder of the year.

The end of the financial year is a great time to take inventory of your team’s current skill level. Also, it’s a wise time to identify any gaps in your learning processes that cause pain for productivity.

Even though educational needs vary from person to person and department to department, consider the value of uniform learning. That is, embedding a uniform teaching methodology across your entire business. By doing so, you are creating ONE language everyone can both speak and understand.

Create a UNIFORM OPERATING MANUAL for your Business

For example, the valuable profiling tool of DISC teaches all employees across all levels how to understand human behaviour. By instilling the language of DISC in your workplace you ensure everyone is operating form the same manual. Ultimately, it guarantees solidarity and strength in the eyes of your customers.

kona disc sample participant workbook the styles

2. Recognise Employees

Everyone enjoys feeling appreciated. If your company enjoyed a successful year or your team has gone above and beyond, why not use the budget money to reward your employees?

Recognition takes many different forms, which can fit almost any budget imaginable. Moreover, employee recognition is best when there is a measurable result that comes from it. Consequently, it is worth considering investing in team-building activities. Ultimately, it strengthens trust, encourages communication, resolves conflict, and increases collaboration between employees. Additionally, effective team-building activities produce more engaged employees. And as a result, contributes to a healthy work culture while at the same time boosting your ROI.

Happy Workers are Hard Workers, Right? Right.

Treat your employees to fun and dynamic team building sessions! The best team-building activities don’t feel like the typical day at the office. Or in recent times, another virtual meeting! Try one of KONA’s energy high knowledge rich Virtual and F2F Team Building Workshops! SO many belly laughs and so much employee satisfaction.

3. Invest in EduTainment

Budget surpluses also provides ways to invest in education opportunities that can keep employees up to date with industry standards. Workforce statistics reveal that companies with engaged employees make 2.5 times the revenue. Additionally, those highly engaged employees are also 87% less likely to leave their jobs.

There are some interesting ways to impart dynamic as well as educational information on to your employees. And these do not necessarily involve state-of-the-art technologies. Ultimately, by being engaging you ensure what they are learning will stick. We call it EDUTAINMENT! That is an investment that keeps on giving!

team building coloured ropes activity in car park for kona group team building budget activities
KONA Group DISC & Sales Workshop

Edutainment makes sure you get your money’s worth, by adding a level of entertainment and education to your team’s learnings. In fact you are embedding the learning in a way they can retrieve the information on a daily basis. Consequently, this ensures they don’t return to their old habits. And the bonus? You have up skilled your employees, entertained them and skyrocketed mojo to produce more work!

4. Assign Resources to Professional Development efforts

There never seems to be enough time or resources to complete every goal, project, or assignment that comes our way. Especially when it comes to professional development.

Train people well enough so they can leave. Treat them well enough so they don't want to. -Richard Branson

Admittedly, the reasons are often simple enough. That is because in most situations we are limited to budget constraints. But, when we are able to assign End of Financial Year funds to professional development, we are effectively making an investment in the year ahead.

Importantly, you should provide your people with core learning areas and ask them what they need upskilling in the most. Remember – we don’t know what we don’t know!

Workshops Can all be Delivered onsite or virtually, and Include Core Learning Areas in:

  • Effective Communication
  • Team Building
  • Crucial Conversations
  • Objection Handling
  • Conflict Resolution
  • Resilience and Accountability
  • Navigating Processes and People
  • Changing the Mindset: Activity Drives Results
  • Key Strategies for Growth
  • Differentiating your Presence in the Marketplace
  • How to Increase the Level of Commitment of Your Team
  • Techniques to Manage Individual and Team Goals
  • Maintaining Motivation while Working from Home
  • Managing while Working From Home
  • Building Rapport and the Long-Term Relationship
  • Getting Past the Gate Keeper

Each of the above core learning areas can be added to your Team’s Tailored Virtual and/or F2F Workshops in:

Put Simply

Don’t forget, June 30 is just around the corner. These are just four of the ways that you can spend what remains of your budget with the intention to boosting your ROI.

Use your budget now and we will hold delivery dates for when you are ready to use them in the next 12 months. Consider being part of the KONA Credit Benefits (KCB) Program.

KCB Customised Training with Benefits CARD and Logo

Why?

  • Cost-effective, simple and efficient – the perfect way to spend your leftover budget.
  • Purchasing Professional Development KCB Points in advance is hassle-free.
  • With the KCB Points there is no need to conduct formal tenders on a project-by-project basis. This will save you time and money!
  • There is no spend limit – no matter how detailed the customised content is for your training or how many people you want to upskill, there will be no additional paperwork or costs.
  • We make the transaction simple, with one set of agreed terms and conditions.
  • You can be confident that all your people’s Professional Development obligations are met.
  • You are guaranteed transparency and clarity throughout your entire KONA Credit Benefits Program
  • As an Australian-owned and operated organisation, nobody understands the requirements of Australian business and employee training like the KONA Group.
  • The more KCB Points you build the wider access to our range of holistic business services.
  • KCB Points are only offered to the first 50 applicants before June 30, 2021.

KCB Points can be used across ALL our holistic business services! Restriction Free.

KONA Group Lists of Our Services for Business Coaching and Customised Training

We’re committed to providing the highest quality training solutions to your team, especially through the latest round of pandemic restrictions. Additionally, we ensure your business and people will be guided through an engaging and enriching learning experience.

For more information about how you can secure your KONA Credit Benefits, contact us to invest in your KCB Points, on 1300 611 288 for a confidential conversation, or email info@kona.com.au anytime.

LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

5 Sales Jargons to Avoid with Prospects

sales jargon coming out of sketched picture mans megaphone into a man with laptop sketch black and white

Salespeople have their own secret language known as Sales jargon. Experienced Salespeople know success comes from communicating clearly. That is, in language their prospects can understand. However, there are numerous slang terms that Salespeople reserve for internal meetings and happy hours. Here are some Sales jargon words and phrases most Salespeople have in their arsenal. Importantly, we also outline reasons why you shouldn’t use insider speak around clients and customers.
ABC
ABC is an acronym that stands for “always be closing”. This is a Sales strategy that is rooted in the idea that every action a Salesperson takes throughout their Sales process is in pursuit of closing a deal.
BANT FRAMEWORK
BANT is used when Sales representatives are qualifying leads. Budget: determines if the business has the budget to purchase the solution Authority: identifies key decision-makers in the business Need: verifies that the business has a real need for the solution Time: checks if the business is likely to make a timely purchase click here to contact the KONA Group red button or call 1300 611 288

To Refine Your Sales Team’s Communication Skills

BUYING SIGNALS
Cues from a prospect that they’re ready to buy. Buying signals can be Verbal, that is, asking about price; or Non-Verbal, that is, nodding and holding eye contact.
CHURN RATE
Churn rate is the percentage of customers that stop doing business with a company over a certain period of time. The churn rate is calculated by dividing the number of customers you lost by the number you had at the beginning of the chosen time frame.
THE DM
The Decision Maker is the person who ultimately approves a sale or purchase. This is not necessarily the person who appears to be calling the shots.

15 Questions to Help You Identify the Decision Maker

EMOTIONAL SALE
A selling method that attempts to appeal to a buyer’s emotions. That is, either by generating desire and excitement around the product’s benefits, or evoking negative emotions. This includes feelings like fear and frustration. These are uncovering pain points that your product or service can alleviate. (See: Intellectual Sale)
FORECASTING
Forecasting is the act of estimating future Sales. This is so companies can make better business decisions and predict performance. Additionally, forecasts can be based on past Sales data, industry comparisons, or economic trends.
GATEKEEPER
A gatekeeper is someone who controls access to the Decision Maker. For instance, a gatekeeper may be a personal assistant who relays information back to their boss. Put simply, gatekeepers are responsible for filtering out unimportant distractions. Ultimately, this means you have to prove your value to them first before you can progress any further. What is a Gatekeeper in marketing: Definition and tips | Snov.io
INTELLECTUAL SALE
As opposed to an Emotional Sale, an Intellectual Sale attempts to appeal to a prospect’s logic. That is, it targets a customer’s need for a quick, affordable solution to a problem. An Intellectual Sale is more “business” than “personal.”
LAND AND EXPAND
“Landing” a Sale refers to the initial close, when you bring on a new customer for the first time. And “Expanding” means generating even more revenue from the account. That is by upselling or broadening the scope of the service you’re providing. Crucially, Salespeople need to land and expand in order to generate the most revenue from a given prospect.
MIRRORING
Building rapport with a prospect by adopting their body language and speech patterns. Subtlety is key, here. That is, if you overdo it, you will come off as ingenuine, or even creepy. click here to contact the KONA Group red button or call 1300 611 288

To Refine Your Sales Team’s Communication Skills

NSAs
Non Sales-related Activities. That is, actions and tasks that Salespeople spend time on that do not directly lead to Sales. This can include administrative activities and paperwork or making personal calls and surfing online. Basically, whenever you are not prospecting, qualifying, setting up presentations and appointments, or closing, you are probably engaged in an NSA.
PUPPY DOG CLOSE
Allowing customers to try out a product with no obligation while they make their decision. The idea is, an uncommitted buyer will fall in love with the product and will not want to let it go. This is likened to a person wanting to buy a puppy, they wouldn’t be able to say “no” after taking one home for a few days.

 
SOCIAL SELLING
Social Selling is the act of using social media to interact with prospects. Oftentimes, this includes providing answers to simple questions that will help the prospect better understand their pain points and potential solutions.
SALES WHALE
A prospect that has the potential to bring tremendous ongoing Sales revenue to an organisation. Like whales, they are big, elusive, and rare. And, Sales teams pull out all the stops to land one. 5 Steps to Bounce Back After You Lose a Key Sales Account | LSA Global
SANDBAGGING
Holding off on closing active deals once you have already hit your quota/commission for the month. Some Salespeople do this so that they can more easily hit numbers the following month.
SMILE AND DIAL
Cold-calling with a cheerful, positive tone of voice – and yes, a smile! Smiling communicates warmth and trustworthiness over the phone. Ultimately, it makes the prospect less likely to hang up on you. Even if people cannot see your smile, they can hear it!
TIRE-KICKER
A prospect who has no intention or ability to buy. It isn’t long before the red flags appear! That is, they don’t have a budget, the purchase is not within their authority, or their timeline is far into the future. Put simply, tire-kickers are time-wasters. The vicious cycle of endless tire kicking – Traction Real Estate Mentors

WARNING!

Even though prospects might seem to understand what you’re talking about, you should avoid using Sales jargon during interactions. Sure, your clients might know what you mean, but the danger is you will either lose them completely or they will think you don’t care about them enough to communicate clearly.  

THE QUALITY OF YOUR COMMUNICATION CAN ONLY BE MEASURED BY THE RESPONSE THAT YOU RECEIVE

 
SALES JARGON TO AVOID WITH PROSPECTS
The overuse of jargon can come across as confusing and will often put the buyer off. Apart from the abbreviated type of jargon, the repetitive and cheesier one liners are often over-used.
AVOID:
  1. “Lets touch base”
  2. “We are on a journey”
  3. “Its a no brainer”
  4. “Its a game changer”
  5. “Lets line our ducks up in a row”
INSTEAD USE:
Simple language that sounds more natural. Here are some alternatives to the above.
  • “Hi, I just wanted to catch up and see how things are going”
  • “We are with you every step of the way”
  • “I believe our product/service will be a great addition to your business” … then explain how.
  • “I believe our product/service will work well with your business”… then explain how.
  • “Let me explain how we work and then see if we can get a date in the diary”
So remember – while amongst colleagues, Sales speak is a sign of efficiency and understanding, to the prospect your Sales jargon can create a communication barrier! So make sure you train your Salespeople how and when to use it effectively. Refine Your Sales Team’s Communication Skills with KONA’s Tailored Effective Communication Workshops. Contact us for your team’s bespoke training, on 1300 611 288 for a confidential conversation, or email info@kona.com.au anytime.   LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

Improving Your Negotiation Skills

What is your  Sales Negotiation Handling IQ?

negotiation

When you think about your team, do they tend to: Confuse negotiation with confrontation? Do they become emotional (take things personally, get angry, hostile or frustrated)? Do they play the blame game if they don’t achieve their desired outcome?

If your answer is ‘yes’ or ‘maybe’, then their sales negotiation handling IQ probably needs more work.

Negotiation is a process used to reach a compromise or an agreement, without heated arguments or disputes.

We negotiate for our salaries, for promotions, with customers, and even in sales. Some occupations may be more ‘negotiation-focused’ than others, but negotiation is a key characteristic in any business or career.

Sales Negotiation Training

Sales negotiation is a very important skill to have as you’ll be required to persuade your prospects to accept your terms of offer. 

There is a whole body of literature out there about negotiation handling. Here are two negotiation techniques that are proven to work as inspired by best seller on psychology, Adam Grant and social psychologist, Adam Galinsky.

Implore the Technique of Anchoring – Make the First Offer

Contrary to traditional wisdom, best writer on work and psychology, Adam Grant recommends making the first offer. Based on his research, “people who make the first offer often get terms that are closer to their target offer.” for instance, when the initial amount is set high, the final negotiated amount will usually be higher and vice versa. This agrees with the principle of ‘anchoring’- the psychological premise that describes the common human tendency to be influenced by the first piece of information offered. The anchoring effect plays out in not just negotiations but in predicting emotions, persuasion and so on.

Make Your Prospects Feel They’ve Made A Good Deal

Every prospect wants to feel that they’ve got a good deal or a good bargain. According to Adam Galinsky, you should never succumb to the first offer even if it’s close to your offer. This creates a value proposition and your client will come away feeling as though they’re getting a great deal.

Qualities Successful Negotiators Have

In any negotiation, three qualities are crucial and very likely to influence the negotiation outcome:

  • Attitudes
  • Knowledge
  • Interpersonal skills

Good negotiators are:

  • Not emotional or confrontational
  • They adopt a conscious, assertive approach
  • They are calm, professional and patient

Good negotiators are flexible, aware of themselves and others, honest, win-win oriented and most importantly – good communicators.

KONA Group’s world-class Negotiation Skills Training & Coaching program is customised to your business and your negotiation requirements, and has been proven to demonstrably improve results.

Contact KONA today to see how we can help your team.

3 Big Questions for Sales Leaders in Difficult Times

the thinker statue posing, also wearing a surgical pandemic mask for covid safety It has been just over 12 months since the powers that be declared COVID-19 as a global pandemic. And even a year on, despite Australia’s pandemic position compared to the rest of the world, we are still feeling the shock waves. Whether your company is large or small, whether you have experienced serious disruptions in your business or managed to avoid them, if you are a company leader, it is likely that the last year has taken a lot out of you. And, it is okay to acknowledge that. It is also okay to congratulate your team – and yourself – for still being in the game. Once you have acknowledged reality and issued those congratulations, take the time to address three powerful questions. These three questions are inspiring, motivating, and transforming. We know this because they are the same questions we have asked a multitude of teams we work with delivering tailored Sales training across APAC. Consequently, it is these three questions that have resulted in a mindset shift in Sales teams, and in turn smashing their KPIs. The answers you give to the three questions will help you maintain momentum as you emerge from these challenging times. Doers Vs Thinkers and how that affects Efficiency

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

Stay Ahead of Your Competition with Tailored Sales Training

 
Question 1: How Healthy are Your Pipelines, and What Can You Do to Make Them Healthier?
Because of the pandemic, many Sales teams are still finding online lead-generation efforts difficult. As a result, teams are struggling to strengthen their prospecting muscle. Consequently, the skill of maintaining customer rapport has diminished. Never has it been so important to teach your Salespeople how to develop stronger relationship-creation behaviours. This performance gap may have emerged after a long period of time when the prospecting process was minimal or even dormant. Alternatively, they may have gone unnoticed while the pipeline was still plentiful. However, the longer the problem remains unaddressed, the more serious the consequences for your team’s KPI – and yours!

Image of a clipart man and woman standing above a sales pipeline funnel with coins and arrows flowing in

 
Question 2: Has Your Organisation Turned the Corner on Remote Selling?
Is your Sales team still struggling to maintain mojo? Are they struggling to sell on a virtual platform still? Or worse yet, are they falling victim to work from home distractions? 5 Questions to Assess Sales Pipeline Health Virtual and digital selling are here to stay. However, many Salespeople are not equipped to succeed in this new environment. Without the right training, reinforcement, and tools, they are finding that access and engagement with buyers is more and more challenging. If there are skill gaps in this area you are in trouble. Moreover, if the resources and strategies you are sharing with your Sales team are basically the same as the ones you had at the start of 2019, then you are officially at a competitive disadvantage. A lot of Sales has moved to online platforms, is your team up-to-date?  

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

Stay Ahead of Your Competition with Tailored Sales Training

 
Question 3: What are you, Personally, Doing to Help Protect Key Customer Relationships?
Pay close attention. Your key customers are seeing more of your competitors these days! And your competitors, in the current environment, are pulling out all the stops to secure their business. Contact with key relationships needs to be nurtured and secured. And ultimately, a C-level to C-level contact is one of the best ways to secure them. You personally need to be close to your most precious accounts. It should be a top priority to work with your Sales team’s pipeline. Also, consider taking part in regular business-review meetings with key relationships. 6 Techniques To Improve How You Sell To C-Level Executives | C-Level

Put simply, keep working on that emotional connection with your client – you know your competition is!

  To Stay Ahead of Your Competition and Update Your Team’s Selling Behaviour contact KONA for Tailored Sales Training on 1300 611 288 for a confidential conversation, or email info@kona.com.au anytime.   LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

Does Religion in Leadership Work?

Leadership and religion – Where do you stand? Whether we individually believe in a religion or not, people all around us do. Put simply, religion is a social fact. Indeed, it influences how people live, work, and lead. Consequently, understanding and respecting religion is important for Leaders. Notably because it has such a big influence on the lives of many. If we want to fully understand Leadership and Religion today, we need to understand there are two sides to this debate. Most importantly, to understand its impact is of interest to us all. In fact, it may help us become better Leaders in a complex world.  
LEADERSHIP AND RELIGION | WHY IT WORKS
For some Leaders that are of a particular faith, their beliefs translate into a certain level of calmness and centeredness. Subsequently, this personal harmony can have a contagious effect on the people around them. In fact, it is known that Leaders who show emotional composure outperform those who react with anxiety and defensiveness. As a result, in times of turmoil, constant change, swift decisions, and increasing complexity, these qualities become invaluable. Deeper meaning religion can be a source of, and resource for, deeper meaning for some Leaders. Additionally, Leaders that prescribe to a belief system are offered the possibility to redefine and re-evaluate personal beliefs. That is, about the world as well as organisational aims within a wider purpose. Through it, Leaders may strive for a more reflective mindset and holistic approach. All of which are crucial to finding strength and stability in complex and ambiguous times.
While external factors push Leaders increasingly to focus on short term goals, religious beliefs can help them keep long-term objectives in mind. Leaders that believe in a religion will attest, both Faith and Leadership are not simply about a state of being, but rather a constant struggle of becoming.  
LEADERSHIP AND RELIGION | WHY IT DOES NOT WORK
There are of course two sides to this debate. Consequently, it is argued there is no room for religion when Leading. That means there are those that believe Faith can be used as a destructive force when Leading. Also, there are those that fear religion is a double-edged sword. That is, one with pitfalls as well as opportunities. Leaders may believe that their faith and their actions are sanctioned by a divine mandate. Hence, such a view may result in Leaders interacting with their surroundings in a de facto autocratic way. This can manifest, for instance, in the belief that there is only one correct understanding of scripture and a divine right to Lead. However, this challenge can be overcome. That is, through a fundamental conceptual transformation that shifts the Leader’s thinking from divine right to divine responsibility.  
DIVINE RESPONSIBILITY
Crucially, such a divine responsibility should not impose nor coerce. But rather it should induce a desire to serve, support, and help. Leaders can then channel the belief of a divine right into an inclusive principle of compassion and care. That is a principle that has the potential to reach the masses. Fundamentally, religion is all around us. And notably, its powers are widespread. Consider German political philosopher Karl Marx’s famous quote “religion is the opiate of the masses”. Here, Marx is arguing that religion was constructed by people to calm uncertainty in society. Clearly, there is nothing evil in wanting to calm uncertainty. But is that the only role of our current day Leaders? And if so, is it the way the “masses” want to be treated? That is, do the masses want to only calm uncertainty without actually addressing it?  
WHAT NEXT?
Fundamentally, religion and Leadership must be viewed on a spectrum of understanding human behaviour. And, no matter how we value or evaluate it, religion and its impact on Leaders is a social fact. Hence it also becomes a key element in modern Leadership. Crucially, Leadership should not be governed by religion. Equally however, religion should not be ignored from a Leader’s values. And there it is, what it all boils down to. Values. Religious or not, Leaders need to Lead with value. That is, by paying close attention to people as agents of impact.  Religious Leaders can have an enormous influence on their followers, and are well placed to help bring about a change in mindsets. So too are non religious Leaders. Religious Leaders and those of no religion, both – must have a common faith in humanity! That is, they both must Lead by spreading messages of respect, compassion and love. Ultimately, they both must Lead by fostering greater tolerance and understanding of human behaviour in a very complicated world. Start your journey to Understanding Human Behaviour, contact KONA on 1300 611 288 for a confidential conversation, or email info@kona.com.au anytime.

LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

Does Your Sales Team Need an Update? Top 8 Sales Competencies.

UPDATING YOUR SALES TEAM IMAGE WITH UPDATE SPINNING WHEEL ICON FOR KONA GROUP SALES COMPTENTCIES

Had an update lately? Apple updates its operating systems on a regular basis. As does Samsung, Office 365 and so on and so on. Why? Basically, to fix something that is dated, to add new information, or to simply make for a superior product. Most of these updates occur automatically and without fanfare. But, when an update advances to the next level – from 14.0 to 15.0 – it is a big deal. Moreover, it also means significant advances in features, stability, security, and usability. This leaves you – the customer – excited, satisfied, and wanting more!

Excited, satisfied and wanting more? And all it took was an update?!

Well then, does it not stand to reason, if we updated our Sales Competencies our customers too will be excited, satisfied, and wanting more?

EXCITED, SATISFIED AND WANTING MORE
Excellent Salespeople will have a specific set of core Sales Competencies. And it is their Leader’s job to ensure these Sales Competencies are refined and renewed. How? By regularly updating their skills, performance methods and top of the list Sales Competencies. These competencies are both inherent traits to their behaviours as well as skills that can be trained, practiced, and once again, updated. Understanding what these select proficiencies are, how they contribute to a Salesperson’s success, and how to recognise them in your team will make a significant difference. Namely, pumping up their pipeline and boosting overall ROI.
BUT EVERYONE IS DIFFERENT
Whether they are converting inbound sales calls, fighting it out in the field or managing from behind the front-lines, Sales professionals need a particular set of foundational skills. Below is a list of the Top 8 Sales Competencies your Sales Team should be receiving regular updates in.

SALES COMPETENCIES WHEEL LISTING TOP 8

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

TO UPDATE YOUR TEAM’S SALES COMPETENCIES

 

Top 8 Sales Competencies

1. Prospecting
Finding a customer’s pain points and needs in the marketplace keeps the pipeline full of potential customers for new business. It’s essential to update your Prospecting Style. This can be from how you research your customers, how to uncover their desires, as well as new was to define the ideal customer profile.

customer pain points clipart mosaic

 
2. Upselling
Strong Salespeople are able to identify opportunities for expansion revenue. For Sales Managers, this means observing their Sales team under a microscope. That is, updating their account management processes, active listening skills, quality questioning techniques and customer rapport strategies. trolley with bar graph and arrow going up in it for sales competencies  
3. Time Management
Self-management is a significant factor influencing success in Sales. This has never been more so than in this current work from home environment. Do your Salespeople know how to maintain their mojo and time management skills while working from home? It is crucial for both the Salesperson and their Manager to have a Sales Process in place, keep to task and stay on a schedule. Equally as important, is ensuring these attributes are regularly measured and – updated!

man with head in his hands at computer with two post it notes with eye sketch drawings overing his eyes

 
4. Proper Planning
An update for planning skills is essential. This is because it shows how your Sales team intends to accomplish their goals. Effective Planners know the end goal and plan around achieving those goals. But even plans need updating. Does your Sales team know how to:
  • Breakdown their time?
  • Reverse Plan?
  • Record progress and results?
  • Calculate Time Spent on Quality Conversations?

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

TO UPDATE YOUR TEAM’S SALES COMPETENCIES

 
5. Accountability
When it comes to Sales Competency, the tools to use to measure your Salespeople’s actions and results is a huge predictor of success. Salespeople who make it second nature to “own it”, that is take responsibility for their actions, grow both their skills as well as the organisation’s value and productivity. honesty is an expensive gift don't expect it from cheap people warren buffet quote  
6. Build the Emotional Contract
Updating how your Salespeople and Managers emotionally engage with their customers is vital. Do your Salespeople know how to:
  • Help their customers through the buying process?
  • Understand how to ease their customer into a comfortable conversation?
  • Communicate effectively, and efficiently?
  • Establish trust and gain a commitment?
  • Know when to speak and when to stay quiet?
clipart customer service man with headset at desk and laptop with a heart shape in his hand  
7. Drive Decisions
Sales is about getting people to buy, so knowing how to encourage people to make a purchase is crucial. But first, your Salespeople need to know why people buy. And this “why” changes overtime. How will your Sales team know why their customers buy, without regular updates into their customer’s needs? Does your Sales Team need to update its Why Statement? kona group why statement model  
8. Emotional Intelligence
A vital Sales Competency of successful Salespeople is possessing a high Emotional Intelligence. That is, knowing how to manage their feelings as well as the feelings of other people. Controlling emotions requires clear self-awareness as well as self-confidence. But it also requires the skill of knowing how to “read” their customer’s behaviour. Updating your Salespeople’s understanding of others teaches them how to look for crucial cues. Ultimately, it provides them with a tool kit to “read” the behaviour of their customer throughout the entire sales relationship. EMOTIONAL INTELLIGENCE A CORE SALES COMPTENTECIES   To UPDATE YOUR TEAM’S SALES COMPETENCIES Call KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.   hope is not a business strategy hbb group kona sales training

10 Ways to Handle Difficult Customers

How to handle difficult customers – not a question we should be asking ourselves, yet one we are unfortunately facing more and more often since the onset of COVID.

Customers are more likely to make repeat purchases with companies that offer excellent customer service. Since difficult customers are inevitable and more prevalent in this COVID environment, it is important that you and your team know how to effectively resolve customer conflicts.

Learn how to handle difficult customers

To enhance your team’s conflict resolution capabilities and increase their skills in knowing how to handle difficult customers, contact KONA for information on online workshops and practice role-playing with customer service and call centre workshops.

Some people believe “the customer is always right,” but I do not. However, I do believe that the customer is “always the customer”, they may not always be easy to deal with but you must still politely deal with them.

What to do

Learning how to handle difficult customers is vital ingredient for any business, especially those who have call centres. Even businesses with the best products and services are bound to have occasional run-ins with angry customers.

Consumers expect businesses to provide good customer service, now more than ever and with the increase in stress created by the global pandemic, many of our customers are experiencing an increase in “unreasonable” customers.

To build a positive reputation with consumers and to help manage internal stress, it is important to have professionally trained staff who can handle difficult people and resolve customer complaints.

How to do it

Many people’s natural response when faced with how to handle difficult customers, is to get defensive and get into a negative mindset with a disgruntled client. Once you flip the switch and start with ‘thank you,’ the response is out of the ordinary for them.

This works in every business, and once the strategy is taught to the customer service teams, sales divisions, and leadership, the impact is amazing.

However, handling an angry customer doesn’t stop there. Here are several other techniques and strategies that your team can learn to enhance their quality of customer service when dealing with complaints.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

10 Ways on How to Handle Difficult Customers

  1. First and foremost, listen. Do not try to talk over the customer or argue with them. Let the customer have their say, even if you know what they are going to say next, that they don’t have all the information or that they are mistaken. As you listen, take the opportunity to build rapport with the customer.
  2. Build rapport through empathy. Put yourself in the customer’s shoes. Echo the source of their frustration and show that you understand their position and situation. If you can empathise with a customer’s problem, it will help calm them down. If you verbally “nod” during the call, the customer will feel better understood.
  3. Lower your voice. If the customer gets louder, speak slowly, in a low tone. Your calm demeanour can carry over to them and help them to settle down. As you approach the situation with a calm, clear mind, unaffected by the customer’s tone or volume, their anger will generally dissipate.
  4. Respond as if all your customers are watching. Pretend you are not talking only to the customer but to an audience that is watching the interaction. This shift in perspective can provide an emotional buffer if the customer is being verbally abusive and will allow you to think more clearly when responding. Since an unruly customer can be a negative referral, assume they’ll repeat the conversation to other potential customers; this mindset can help you do your best to address their concerns in a calming way.
  5. Know when to give in. If it is apparent that satisfying a rude customer is going to take two hours and still result in negative referrals, it may be better to take the high road and compromise. This will give you more time to nurture other, more productive customer relationships. Keep in mind that the interaction is atypical of customers and you’re dealing with an exception.
  6. Stay calm. If the customer is swearing or being verbally abusive, take a deep breath and continue as if you didn’t hear them. Responding in kind will not solve anything, and it will usually escalate the situation. Instead, remind the customer that you are there to help them and are their best immediate chance of resolving the situation. This simple statement often helps defuse the situation.
  7. Don’t take it personally. Always speak to the issue at hand and do not get personal, even if the customer does. Remember that the customer doesn’t know you and is just venting frustration at you as a representative of your company. Gently guide the conversation back to the issue and how you intend to resolve it.
  8. Remember that you’re interacting with a human. Everyone has an occasional bad day. Maybe your rude customer had a fight with their spouse, got a traffic ticket that morning or had a recent run of bad luck. We’ve all been there, to some degree. Try to empathise and make their day better by being a pleasant, calming voice – it’ll make you feel good too.
  9. If you promise a call-back, call back! Even if you promised an update that you don’t have yet, call the customer at the scheduled time anyway. The customer will be reassured that you are not trying to dodge them and will appreciate the follow-up.
  10. Summarise the next steps. At the end of the call, let the customer know exactly what to expect, and then be sure to follow through on your promises. Document the call to ensure you’re well prepared for the next interaction.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

TRAINING COURSES AND WORKSHOPS FOR MANAGING DEMANDING CUSTOMERS

It is important for businesses to give their teams the proper conflict management training and techniques to be successful and know handle difficult customers. You can train your customer service, sales and leadership by investing your team in customer service workshops with KONA.

There are several great training resources available, both online and offline. To help you find the right resources for building a supportive team, we spoke with experts to compile a brief list of great training workshops.

ACTIVITIES FOR HANDLING DIFFICULT CUSTOMER CONVERSATIONS

Honing your customer service and conflict management skills takes time and practice. After your team completes the KONA training courses, you can implement recurring in-house exercises to keep their skills sharp as we will develop the training customised and branded for each client.

In conjunction with our customers, the Customisation phase is to tailor the appropriate training workshops and methodologies that will reinforce all the current in-house training and development.

This will include:

  • Roll out and logistics.
  • Worksheets.
  • Exercises.
  • Case studies.
  • PowerPoint slides.
  • On-going coaching manuals.

Our customers have experience amazing results with the below process:

KONA’s A.C.T.C Proven Process

Step 1: Assessment

Before we make any recommendations, we gain an understanding of your team’s effectiveness in the following key areas:

  • Strategic Objectives and your customers.
  • Distribution Strategy.
  • Climate of Support Leadership.
  • Team Culture.
  • Customer service Team Management.
  • Customer Management.
  • Required Soft Skills and Service Methodology.
  • Individual Performance Management and Accountability.

Step 2: Customisation

Having identified key areas of your current team’s effectiveness we will then be in a position to give feedback and recommendations of service improvement and the immediate key areas to focus on to generate continued growth.

In addition, we customise the training and coaching so that it is relevant to your customers service delivery and strategy.

Step 3: Training Modules

The Assessment and Customisation steps will help us to tailor practical training and development programs, in alignment with our customers overall strategy. For ongoing learning and referencing, and “to keep the training alive” – learning materials will also be handed over to you after the workshops.

Step 4: Coaching

Ongoing coaching plays a key role in driving sustained results from any customer management Effectiveness Strategy. We recommend follow-up, on-the-job coaching that will embed the processes, behaviours and skills required to make an ongoing success in delivering training excellence. Also, by this approach, combined by our active learning and participant engagement workshops – your team won’t revert to their old, comfortable habits!

To GET YOUR TEAM TRAINED IN HANDLING DIFFICULT CUSTOMERS ESPECIALLY DURING COVD-19, contact KONA 1300 611 288 | info@kona.com.au for a confidential conversation today.

hope is not a business strategy hbb group kona sales training

What Is Your Selling Style?

what is your selling style?

Your Selling Style has a massive impact on your Sales outcomes. A Selling Style is how you connect with the customer. Basically, how your actions impact and influence the customer’s decision making.

It is important to know the type of Salesperson you are. The primary reason for this is, once you step outside your comfort zone you are no longer in control. In other words, when you divert away from your natural operating style you become uncomfortable and therefore less efficient in your sales.

Bearing in mind we all have our own Selling Style, the question is, should Salespeople use the same approach with all their customers?

No! In our experience, the best Salespeople vary their “Selling Style” depending on the other person and the situation. Yes, questioning and listening, asking for the order, and product knowledge are all important. But equally, is knowing when to use each of these skills and techniques. That is what is known as Selling Style Flexibility.

Which of the 4 Selling Styles are You?

1. Repair Person

The Repairperson is technical by nature. These people won’t sell but they will talk “technical”.

The repairperson loves to help people and may end up making a sale, but with one caveat. The people they are dealing with have to be technical in nature, just like them. This is because they tend to be at their best when talking with someone in their same discipline. That is customers who are often engineers, accountants, computer analysts, or other technical professionals. Speaking with someone like-minded gives them a chance to demonstrate their excellent technical abilities and “repair” the other person’s problem.

The Repairperson Sales Style is technical by nature. These people won’t sell but they will talk “technical”.

Do you know how to manage the different selling styles of your salespeople?

Find out your Salespeople’s Selling Style with a KONA Group Team Assessment!

2. Hunter

Hunters thrive on seeking out new opportunities, opening new doors, and looking for the next opportunity. Their eyes and minds are always on the horizon looking for the neat kill. They are the best type to have around when your sales funnel is empty because of their “go and get ‘em” mentality.

When times are tight and Sales opportunities are at a low, the Hunter will forge into new Sales territories and find new opportunities. In good times, Hunters need to learn how to harness their drive and energy, so they farm their accounts and opportunities rather than always seeking out new prey. Hunters are decisive, bold, and blunt in their efforts to close a Sale.

person with binoculars clipart for selling styles hunter

DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?

Find out your Salespeople’s Selling Style with a KONA Group Team Assessment. Contact Us Today.

3. Shopkeeper

The Shopkeeper has a pleasant personality and delights in helping people. These people like to be of service and helping others is their strong suit. The can often be found in retail, catalogue sales, or inbound tele-marketing. Shopkeepers feel they must be liked and respected by their prospects and may come across as being overly friendly. Shopkeepers are best suited for inside sales and putting them on the road is usually a mistake.

When it comes to sales techniques, the Shopkeeper does not like to be perceived as being pushy or aggressive and would prefer to make friends with customers than jeopardise the relationship by assertively moving the sale along to a conclusion. Shopkeepers don’t make a Sale – they wait for the customer to buy. Because of this, closing doesn’t come easy for the Shopkeeper.

CLIPART MALE AND FEMALE SALES PEOPLE FOR SELLING STYLES

DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?

Find out your Salespeople’s Selling Style with a KONA Group Team Assessment.

4. Farmer

Farmers thrive on nurturing and maintaining accounts or opportunities. Once given a Sales lead, these people spring into action, make contacts, burrow their way into the account, and work it.

Farmers often go out of their way to help customers because they believe in the value of maintaining an ongoing relationship with the customer.

Unlike the Hunter, Farmers are not galvanised into action by a sales slump. Once someone opens the door and the Sale, the Farmer will take it over and run with it. Smart Farmers realise this and will seek out assistance when their sales fields go barren.

male and female farmers

DO YOU KNOW HOW TO MANAGE THE DIFFERENT SELLING STYLES OF YOUR SALESPEOPLE?

Find out your Salespeople’s Selling Style today with a KONA Group Team Assessment.

Call 1300 611 288 for a confidential conversation.

Alternatively, you can email info@kona.com.au anytime!

kona sales training laureatte heritage TRANSPARENT

5 Hidden Problems in Your Sales Team

back of salesman with fingers crossed and speech bubble saying "who am I trying to convince?"

The Importance of Sales Team Independent Reports

The challenge faced by many Sales Leaders and Managers today is how do you measure your Salespeople’s capabilities? Moreover, how do you get objective feedback about your Sales team’s performance? And ultimately, how do you create a learning program based upon this information?

A successful Sales team must be able to be independently measured. That is, facts that help provide information on your team’s strengths and weaknesses. This objective feedback is achieved through Sales Team Independent Reports.

Ultimately, detailed data from Independent Reports allows us to get direct feedback right away. That is, without collecting information from customers or having to conduct questionnaires.

thumbs up thumbs down icons for blog on Sales Team Independent Reports

 

Sales Team Independent Reports

Sales Team Independent Reports extract valuable information and insights from your Sales team. As well, it defines how they operate. Most importantly, the findings result in increased:

  • Productivity and ROI
  • KPIs and Hitting Target
  • Customer Loyalty and Retention
  • Business Value
  • Performance and Profit

Sales Team Independent Reports can uncover challenges within your team. Consequently, if these challenges are not addressed, they can result in decreased performance and profit. Listed below are 5 Hidden Problems in Your Sales Teams. Subsequently, these are just a few core issues we have discovered in recent Sales Team Independent Reports.

DO YOU KNOW WHO IS DOING WHAT IN YOUR COMPANY AT THE MOMENT?

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

FOR YOUR SALES TEAM INDEPENDENT REPORT

 

1. VAGUE ON VALUE

Many salespeople excel at highlighting product features and benefits. But many also often fail to communicate the value, which is equally, if not more, important.

Salespeople need to be taught how to put themselves in the position of their prospect.

Here is a start: can your Sales team answer these three crucial questions when interacting with their prospects:

  1. Why should this product or service matter?
  2. How will it help prospects do their jobs better?
  3. What Is In It For Them (the prospect)?
what's in it for them image with WIIFT and KONA Group logo

 

If your salespeople can not unpack complex and competitive product and solution information, into concise and articulate value propositions, they will not be effective.

 

2. USE OF NEGATIVE LANGUAGE

Effective Sales means having the ability to make minor changes in your conversational patterns. This can truly go a long way in creating happy customers.

Language is a crucial part of persuasion. And people (especially customers) create perceptions about you and your company based on the language that we use.

Negative and Positive Language to use table when selling for Sales Team Independent Reports

 

3. CLOSED OFF BODY LANGUAGE

Body language provides incredible information on what people are thinking. Ultimately, it accounts for more than 60% of our communication. Subsequently, your body is saying a lot about you during a Sale. Consequently, cues arise from seemingly minor things like. That is, even down to the micro facial expressions you make.

two clipart men talking with crossed arm with shadow with devil horns

Therefore, body language influences how customers feel about your interaction with them. Crucially, your posture and eye contact play an important role in your Sales success. Ultimately, it affects whether your customers’ have a positive or negative impression of the business. But body language can be used to your advantage. Simply, this can be achieved by applying key techniques consciously to your interaction with customers. Some of these include:

  • Strong Eye Contact
  • Learn to Use your Voice Effectively
  • Do Not Cross Your Arms
  • Keep and Open Stance
  • Fidget.
  • SMILE (even on the phone!)

DO YOU KNOW WHO IS DOING WHAT IN YOUR COMPANY AT THE MOMENT?

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

FOR YOUR SALES TEAM INDEPENDENT REPORT

 

 4. HEARING BUT NOT LISTENING

Sales is is based on listening to people and helping them with what they need. However, instead of listening, hearing has becoming increasingly prevalent.

Indeed, you might be wondering what difference there is between the two. Undoubtedly, we need to understand this to also realise the crucial importance of listening.

Importantly, listening is an active skill which involves the words spoken, but also the nuances beneath them. Furthermore, it is associated with emotions and tone. Basically, these traits are what a good listener observes, compared to just hearing the words.

quote saying do not listen with intent to reply but with the intent to understand

 

5. BRAND IGNORANCE

Brand knowledge is one of the core skills for Sales teams. It is the understanding of your company’s offerings that guarantees the success of the Sales. The more you know, the better you get at delivering Sales excellence. A lack of brand knowledge not only reflects on the employee’s ability, but also on the company overall. That means, the customer will assume that sufficient training hasn’t been provided.

salesperson in a suit with a question mark covering his face

Consequently, being able to spot the signs of when employees need to improve their brand knowledge is essential. Indicators include:

I) Poor Application of Knowledge

An obvious indicator is your Sales team not being able to apply their knowledge in real life situations. That is, there will be times when different types of customers are looking to buy the same product.  So, if a Salesperson is reeling off general features that the customer can’t relate to, they are unlikely to retain that customer.

II) Lack of Passion and Belief

Brand knowledge allows your Salespeople to become more confident and efficient. Additionally, it vastly improves communication skills. That is, customers are more likely to interact with Salespeople who are passionate about the brand. And as a result, customer approval will create a more trustworthy image of the company.

III) Lacking Confidence

Poor brand knowledge within your team could also lead to an increased number of customers seeking out “the competition”. If your Salespeople are not fully equipped with information about the brand, their customer will not feel confident in the purchase process. This lack of brand knowledge creates a bigger flow-on effect. The customer will “shop around” for better quality information and as a result this will not only see the customer leave your company, but also affect brand loyalty through the power of word-of-mouth. Basically, all of this could have been simply avoided with thorough brand knowledge and information.

 

DO YOU KNOW WHO IS DOING WHAT IN YOUR COMPANY AT THE MOMENT?

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

FOR YOUR SALES TEAM INDEPENDENT REPORT

 

“We can not solve our problems with the same level of thinking that created them.”
– Albert Einstein

LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

 

Book in your Sales Team Independent Reports Appointment today with KONA Group.

Call 1300 611 288. Alternatively, you can email info@kona.com.au for a confidential conversation.

 

6 Good and Bad Assumptions Salespeople Make

Assume or not assume with arrows.

Too often people make the assumption that in Sales, assumptions are bad. That is a bad assumption. A poor Sales assumption at that.

Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. But indeed, for every action there is an equal and opposite reaction. That is, we must remember, there are two types of assumptions in Sales. Positive and False.

Identifying tracking and validating assumptions in sales.

An assumption is something we take for granted, and when this turns out to be false, we call it a false assumption. There are numerous false assumptions people in sales might make. For example, a salesperson might falsely assume that a client’s problems are easy to fix. Not to the client they are not!

So, with both positive and false Sales assumptions in mind, here we have gathered for you a list of 6 GOOD AND BAD ASSUMPTIONS SALESPEOPLE MAKE, and how to turn those assumptions into result driven activity with serious ROI!

What are you waiting for click here to get started leaders fear arrow.
Make sales happen workshop image KONA group training activity equals results.

Positive Assumptions in Sales

POSITIVE | MY BEST PRICE IS REALLY MY BEST PRICE

 When a client asks the question, “Is that your best price?” why do we reply, “Let me see if I can do better”? In KONA’s The Art of Correct Negotiation Training Workshops, we do an exercise where 80 percent of the participants caved when asked that question. You need to go to the negotiating table with the assumption that you are presenting your lowest price. But then again, why are you selling on price? Why aren’t you selling solutions? Make things happen!

Toy Story characters meme about best price and do it yourself kit for assumptions blog.

POSITIVE | THIS IS GOING TO BE A GREAT DAY

Eternal optimists are indeed wonderful to be around.

Everyday has something good in it! Why would you get out of bed if you did not believe this assumption?

“If I sell hard this month, it will grow my sales three months from now”. True. There is very little you can do to affect your sales this month. It is what it is. But what about the next few months?

You should be working on your sales three to six months in advance. String together three months’ worth of hard prospecting and combine it with the above “This is going to be a great day” assumption and you will have something to look forward to. That is, Sales! Make things happen!

THE PESSIMIST SAYS ½ Empty THE OPTIMIST SAYS ½ Full THE SALESPERSON SAYS “Let’s talk about the benefits of ice”

POSITIVE I DON’T KNOW EVERYTHING

The sooner you acknowledge that, the smarter you already are. You can always, always, learn something new and improve your sales efficiency. No matter how well you are handling your time management, there is always time to grow your knowledge. There is always fat on that bone. However, this assumption is a curse every bit as much as it is a blessing.

"I am always doing that which I cannot do in order that I may learn how to do it. Pablo Picasso #Learn #Quote.

Just because you could work harder does not mean you should. As much as it is important to “not just sit there, do something!” it is also important to “not just do something, sit there!”. Everyone gets the same number of hours in a week. If you are being outsold by a competitor or even by someone in your office, a part of the reason why comes from the fact that the other salesperson is more efficient with their Sales time or is trying something new that they learnt. Go and make new things happen!

False Assumptions in Sales

NEGATIVE | MY CUSTOMERS AREN’T HAPPY WITH THEIR BUSINESS

Wrong. If they were not, they would have already changed. Your job is to help them see why it is worth doing things differently. Focus only on what is relevant, actionable, and valuable to your prospect.

Help them envision how your solution will get them to their goals with greater ease. Leverage what you already know about your customers to ask better questions, deepen conversations, and establish credibility. Build that Effective Communication!

Through Effective Communication, that is Quality Questioning and Active Listening, you can demonstrate familiarity with your prospects’ business, processes, industry, issues and challenges to set yourself apart from the competition. Experiment with creative ways to get your customers saying, “Hmmm, that’s interesting. I’d like to learn more.” Make things happen!

What are you waiting for click here to get started leaders fear arrow.
Make sales happen workshop image KONA group training activity equals results.

NEGATIVE | THERE IS NO POINT LEAVING A VOICEMAIL MESSAGE

Here is an eye opener – voice mails actually hold a lot of value. For many, voice mail is considered a black hole of selling and a waste of time. But you in fact can gain a lot by leaving a professional message. Instead of thinking that your words are falling into the abyss, why not make the assumption that you are auditioning for the job? Every word, every inflection, every nuance is being scrutinised. Now, instead of leaving a bland voice mail message or worse, just hanging up, you see voice mail as a chance to demonstrate your selling skills as well as your persistency. Better preparation yields not only a better sales call, it also results in a better voice mail. Make things happen!

Voicemails lead to call back statistics.

NEGATIVE | I HOPE TO FILL MY PIPELINE THIS WEEK

HOPE IS NOT A SALES STRATEGY! Nor is it a business strategy. Or a success story strategy. It is not a strategy for anything that requires a result. There is only one strategy for Sales, business, success, results – and that is ACTIVITY. Activity drives results. That is it. It is that simple.

The cost of follow up calls graph.

The more active you are the bigger and stronger your pipeline. The FOUR specific activities you need to look at immediately for your pipeline growth:

  1. A clearly defined Sales Process
  2. Spending at least three hours per month on Pipeline Management
  3. Training Sales Managers on Pipeline Management
  4. Implementing Power Hourmake sales happen workshop image kona group training activity equals results

So, pick your correct assumption and make it work. The old adage says when you assume, you make an “ass” out of “u” and “me.” – that is crap. That only happens if you do not validate the assumption before you act on it. If you validate it, there are no asses, rather there is just two people (you and your customer) on the same page ready to make things happen.

Now go make things happen – start by getting your team ahead of the competition and put them on KONA’s MAKE SALES HAPPEN Workshop. Onsite or Online. Contact KONA today on 1300 611 288 for a confidential conversation or email info@kona.com.au.

LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK