E27: 8 Trade Sales Habits and Leadership Practices Behind High-Performing Teams
Sales Growth Made Simple: For Trade, Construction & Industry Leaders · Ben Wright
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Show Notes
Following on from Episode 26, where Ben shared the results of a large piece of market research, 'Sales Leaders' Challenges in 2023 and Beyond', Ben dives deeper into the number 1 challenge that was identified - talent management.
Ben identifies eight key traits of successful salespeople and provides examples and advice on how Sales Leaders can foster these traits within their teams. The traits include expanding reach, understanding the customer's problem, objection handling, reaching decision makers, contributing to team success, having a continued appetite for learning, using a small number of metrics, and focusing on the customer.
Key Takeaways:
- Successful salespeople expand their reach by networking, creating content, building internal relationships, and seeking referrals.
- They spend time understanding the Customer's problem and/or opportunity before talking about their own brand or business.
- Effective salespeople handle objections by asking questions and using a structured approach like the 'Feel Felt Found' model.
- They proactively reach decision makers before the final decision is made.
- Successful salespeople contribute to team success by engaging with colleagues and offering assistance.
- They have an insatiable appetite for learning and continuously seek new knowledge and skills.
- Effective salespeople focus on a small number of metrics to drive their behaviors and track their performance.
- The Customer is the main focus for successful salespeople, and they stay on top of the customer's journey and needs.
Time Stamps:
0:00 Intro
1:11 Recap
2:01 Talent Management
2:26 Behaviors of a High Performing Salespeople
3:17 Behaviors of a High Performing Salespeople: Expanding Reach
5:28 Behaviors of a High Performing Salespeople: Understanding the Customer Problem / Opportunity
7:32 Behaviors of a High Performing Salespeople: Handling Objections
11:08 Behaviors of a High Performing Salespeople: Reaching to the Decision Maker
13:47 Behaviors of a High Performing Salespeople: Contributing to Team Success
15:25 Behaviors of a High Performing Salespeople: Learning New Things
18:20 Behaviors of a High Performing Salespeople: Using Metrics
19:59 Behaviors of a High Performing Salespeople: Customer is the Focus
21:52 Recommendations
23:51 Health and Wellbeing Tip
26:04 Outro
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