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Common Questions and Answers
It is so important that you’re able to distinguish between when to give advice and when not.
Imagine for a moment that one of your team come to you because they’re not sure how to do something. How do you handle the situation?
I’ve worked with so many sales managers and business owners that fall into the trap of thinking that telling someone how to do something is the same as teaching them how to do it. If you’ve noticed specific people making the same mistake time and time again, my guess is that you could be continually telling them what to do and they’re just not doing it.
Whenever you tell your people the best way to do stuff (and I know you’re doing this with the best positive intention) you train them not to think for themselves. You create an environment where they feel the need to run stuff by you to confirm it’s right.
The very best way to develop your team is to ask them what they think they should do. This develops their mind to come up with their own solutions. My approach is “I have some thoughts but what do you think?” Most of the time they come up with a perfectly good solution and I can reinforce their thinking by congratulating them and supporting them to get started.
If their solution gets the job done (even if mine is simpler, faster, easier) I let them get on with it. This is the only way they have complete ownership. They will learn from the process. Let them scuff their knees…it’s a great way to learn.
If their solution is way off track, ask lots of questions that give them their own realisation of the potential consequences of their solution. “What would happen if….” Help them develop a new solution for themselves.
This not only develops your team to think for themselves, it empowers them, grows confidence, increases contribution and self worth and creates new pathways in their thinking.
You have enough to do without having to think for them too! Remember…you train your team how to treat you. What are you training them to do if you keep giving them the answers?
Sales Success? It’s all about the psychology.
Until next time.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking