Increase Sales While Avoiding Dysfunctional Selling

I thoroughly enjoy working with Sales Professionals and helping them increase sales through our Sales Mastery Program. This is a powerful process where we meet together every month for 12 months. It doesn't take long for most of our clients to see sales increase as they identify and engage in more fruitful behaviors. In our process we work on issues such as:
  • The Sales Process,
  • The Sales Conversation,
  • Uncovering the Needs of the Prospect,
  • Lead Generation,
  • Time Management,
  • Goal Setting
  • Metrics, and more!
Foundational to everything we teach is our core philosophy about sales. You need to know that our core philosophy is very different than what you will hear in most sales training experiences. It's certainly different than the "old school" sales training. Here are 3 foundational beliefs that govern our sales coaching.
  1. We believe that successful selling must be mutually beneficial and mutually satisfying. In other words, the seller and the buyer need to enjoy the experience and receive the desired value in the exchange. There should be no need for "pressure" or manipulation. Our process teaches sales professionals how to achieve this objective.
  2. We believe that the best sales professionals are fully present but emotionally detached. What we mean by this is that the sales person is totally tuned in to the prospective customer. They are asking good, thoughtful questions and listening very carefully to understand the needs and the goals of the prospect. By practicing our R.E.A.D. model of selling our clients learn how to have meaningful selling conversations that make the buying experience personal and meaningful to the prospect. However, this is not possible unless the sales professional is emotionally detached. By that I mean the prospect feels no emotional need or "pull" from the sales professional, only genuine presence, concern, and desire to help.
  3. We believe that most selling is "dysfunctional" selling, and that needs to change! Dysfunctional selling is product-centered not customer-centered. Dysfunctional selling minimizes the importance of the human connection between buyer and seller. Dysfunctional selling creates anxiety while good selling causes people to relax.
So much more can be said but I hope this gives you a new perspective on Sales! As a business coach I enjoy serving sales professionals in Sugar Land, Katy, and the Houston area. We start new groups twice a year for sales people who want to increase their sales through a fresh approach. The good news is our Sales Mastery process works. Read what others have said in our reviews.

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5 Responses to “Increase Sales While Avoiding Dysfunctional Selling”

  1. Mike McCroskey says:

    Glenn, I believe the article hits part of a good sales process with the first 2 items; but I also believe that establishing a commonality with the client increases the close ratio. Getting totally away from the sales conversation at random moments to comment on a picture, a trophy, or something the customer has said, that you can relate to with them. i.e. maybe you’re both an Astro fan, do volunteer church work, fish, have kids the same age, etc. All help to heighten the trust level.

    In depth product knowledge is the second thing I think is omitted. The more you know and can randomly spout out while discussing needs, increases a potential customer’s confidence in your ability to handle their need. I believe Sandler calls this becoming the trusted advisor. Having a good business record such as an A+ BBB rating and a list of referrals from former customers helps reinforce this, too.

    But back to your article, listening to your customers needs and wants; then offering solutions towards satisfying them, is definitely the number one key to successful selling.

    • Glenn says:

      Mike, you make some very good points. These are some of the issues we address as we discuss sales process and selling conversation. Product knowledge is particularly important. In fact, we teach that the three foundational components in sales are 1. Product Knowledge, 2. Having a Process, and 3. Attitude (Mental Preparedness). Thank you very much for your comments. They are very helpful!

  2. Glenn says:

    Thank you Mike & Rand for your comments. My vision is to not only help business owners grow their businesses, but do it in a way that creates a better life for themselves, their employees, and their customers. You’re feedback is much appreciated.

  3. Mike Baer says:

    Glenn, you are spot on. The ideal sales conversation should bring such a sense of value to our prospect that they should practically want to pay us for it.

  4. Rand Wall says:

    Glenn, I agree wholeheartedly with this article, and love this approach to business management. I have been through your two year program, and at least one year of your monthly coaching. I am extremely pleased with my sales increases, and my pipeline is full of prospects, thanks to the systems you have helped me build. Moreover, my quality of life has greatly improved as I have learned to work ON my business, not just IN my business.