Stephanie Bickel’s Post

Leave corporate America behind: How brain science-powered sales strategies can launch your coaching career Imagine you're a coach but: → You're hanging on for dear life and don’t want to go back to Corporate America So, you make 1 key change: 1) Attend a two-day event that… 2) Teaches you the buyer’s brain 3) Uses Psychology and Brain Science The event instantly does these 4: — Clarifies the entire sales process — Explains psychological sales triggers — Provides brain science-backed techniques — Brings it all into one actionable strategy You immediately start to receive 4 benefits: — A clear and effective sales roadmap — Sales conversations that resonate — Techniques that convert leads reliably — Confidence in your sales approach You see your business transforming before your eyes: — Your sales process is smooth + predictable — Your engagement creates trust with prospects — Your discovery calls convert consistently — Your personal brand attracts more clients But your big win for the year might read like this: “I avoided returning to Corporate America, closed more deals, and grew my business.” How I position you for this success: — Empower you with Psychology-based sales strategies — Train you with brain science-backed selling techniques — Equip you with a robust sales approach — Guide you step-by-step through every stage You need a sales strategy that clears the path. DM me LIMITLESS if you’re ready to close more clients.

Mastering the Art of Self-Management: A Key to Sales Success. The best salespeople I've met are experts in themselves, as much as they are experts in their product. There's a critical element in Sales Performance that's frequently overlooked: self-management. Do you know how you learn best? Audio, visual, hands-on? Are you aware of your peak performance hours? Can you predict your reactions to different client personalities? Do you understand your true strengths and weaknesses in your sales process? And are you working on them? Self-management is a deep self-awareness and the ability to leverage your unique traits to drive results. I've seen salespeople with average products outperform those with superior offerings, simply because they understood themselves and managed themselves better. They knew when to push, when to back off, and how to align their natural strengths with their sales approach. They had a great handle on their doubts, habits, blind spots - these can be bigger obstacles than any external factor. And they have a coach to help them.  Who's watching your calls, helping you with pre-call planning / post call debriefing? As Peter Drucker said, "Success in the knowledge economy comes to those who know themselves - their strengths, their values, and how they best perform." Here's one of our Rules to consider: "You can't manage anything you can't control." And the only thing you have complete control over is yourself. So, before you dive into your next sales strategy meeting or client call, take a moment for self-reflection. If you want to understand yourself better, or your team... ask me about our coaching and assessment solutions (our Performance Gap Analysis). Comment "Hold up the mirror for me" and I'll jump on a call with you. What's your experience with self-management in sales? I'd love to hear your thoughts. #SalesSuccess  #SelfManagement  #ProfessionalDevelopment #InnerSalesGame

🌟 Valuable Sales Lessons & Recommended Reads 🌟 Throughout my sales journey, I’ve gathered key insights that have shaped my approach. Here are some essential lessons and books that can help anyone looking to excel in sales: Key Sales Lessons: 1. The Art of Listening: Actively listen to understand your client’s needs. Tailoring your solutions leads to better results. 2. Embrace Rejection: Each “no” is an opportunity for growth. Analyze feedback and refine your approach for the next pitch. 3. The Power of Follow-Up: A timely follow-up demonstrates commitment and can turn missed opportunities into wins. 4. Build Genuine Relationships: Focus on trust and rapport. Strong relationships lead to repeat business and valuable referrals. 5. Adaptability is Key: The sales landscape is always changing. Be open to new strategies and techniques to stay ahead. 6. Data-Driven Decisions: Leverage data to understand market trends and customer behavior, refining your sales tactics accordingly. 7. Commit to Continuous Learning: Invest in your development through books, courses, and networking opportunities. Recommended Books for Sales Excellence: 1. “The Challenger Sale” by Matthew Dixon & Brent Adamson Discover how to challenge your clients’ thinking and take control of the sales conversation. 2. “Spin Selling” by Neil Rackham Learn effective techniques for navigating complex sales situations. 3. “To Sell Is Human” by Daniel H. Pink Gain insights into the human side of selling and the art of persuasion. 4. “New Sales. Simplified.” by Mike Weinberg Get practical strategies for building a robust sales pipeline. 5. “You Can’t Teach a Kid to Ride a Bike at a Seminar” by David H. Sandler Focus on the importance of coaching and real-world practice in sales training. What valuable lessons have you learned in your sales career? Are there any books that have influenced your approach? Let’s share insights and grow together! 💬👇 #Sales #SalesLessons #BookRecommendations #ProfessionalDevelopment #ContinuousLearning

Use Role-Playing to Engage Your Sales Teams... Sales skills can be taught, and role-playing is a great way to improve them. Incorporating role-plays can be challenging for some leaders. Below are few tips... Since a company’s ability to secure a customer or client often depends on a salesperson’s skills, it is vital to build a highly skilled sales team and positive sales culture. To achieve this, you’ll want to teach and reinforce the critical sales skills that will help your company meet its performance goals. Role-playing is a particularly helpful training technique that engages your sales team in real-world selling scenarios and enhances their knowledge, attitude and skills. Sales leaders should implement this training method to instill confidence in their reps before they go out into the field or make calls. 1. Start with customer research. You need certain benchmark data to develop meaningful sales training and role-playing scenarios. Consider the following questions: Why do your customers choose to do business with you? What are their drivers? For your prospects who went elsewhere, what factors influenced their buying decision? Why didn’t you get the business? 2. Create a safe environment. 3. Provide message training. Role-playing can be especially powerful when participants rehearse cold calls, elevator pitches, key sales messages, corporate presentations and price negotiations. Message training also helps ensure your sales reps speak about your brand in a consistent and compelling manner. 4. Share successes. 5. Demonstrate specific scenarios. Present common objections and scenarios your sales team members will likely encounter, such as dealing with competitors or challenges introducing a new product. Based on the different circumstances, have your team act out creative solutions to close the sale. The customer research you did in advance can help simulate the specific situations your reps are likely to face. 6. Identify key takeaways. 7. Make role-play training an ongoing event. Just like Broadway actors, good sales performers need to practice their lines before they go live. Businesses that incorporate role-playing into their sales training can reap the following benefits, all of which can translate into increased sales. Good luck and good selling! #APLIconsulting #leadershipdevelopment #makemomentsmatter

Imagine this: your sales team, currently achieving 70% of their quota, suddenly starts hitting over 90%. Sounds like magic, right? Well, it's not magic—it's the power of targeted training. Recent insights from the Objective Management Group reveal that after undergoing training, salespeople can improve their Sales Percentile by a staggering 30%. This improvement is the difference between an average performance and outstanding success. But what exactly is driving this transformation? Observations have shown significant improvement in five critical tactical areas: 1. Qualifying: Sales reps become adept at identifying the most promising leads. 2. Selling Value: The focus shifts from price to the value, making offers more compelling. 3. Consultative Selling: The approach becomes more client-centric, fostering trust and long-term relationships. 4. Reaching Decision Makers: Enhanced skills in navigating businesses to engage with key decision-makers. 5. Closing: A noticeable uptick in the ability to seal deals effectively. So, what does this mean for your business? Investing in targeted training/coaching programs can transform your sales team's performance, shifting them from meeting quotas to exceeding them. By focusing on both tactical and inherent competencies, you can build a team that not only sells more but sells smarter and more effectively. In a nutshell, if you want your sales team to go from good to great, a strategic training/coaching approach is your secret weapon. Equip them with the right tools, and watch them soar! #SalesSuccess #SalesCompetencies #ConsultativeSelling #ClientCentric #SalesPerformance #SalesImprovement https://lnkd.in/enEqBn5Y

### It’s Not Your Fault It’s not your fault if you’re not in the top 20% of your industry when it comes to sales performance. 20% of the sales force generates 80% of the business in YOUR industry. Often, companies lack a structured sales induction process that teaches crucial skills like making qualified appointments and engaging decision-makers effectively. A comprehensive introduction process, a compelling presentation that highlights the unique benefits of your products or services, and a strong closing strategy that addresses common objections are essential for success. Sales professionals need to take initiative and develop their own strategies and processes, learning from various sources. There are proven methods for securing appointments and navigating past gatekeepers. A solid introduction, a structured presentation sequence, and an effective closing strategy are key components. Additionally, having a plan to address common objections—such as "I need to think about it," "It's not in the budget," or "I'm happy with my current supplier"—is crucial. While companies should ideally provide the necessary training and systems, most do not and are ‘unconsciously incompetent’. Engaging with a sales coach, taking courses, studying relevant books, or using audio programs can significantly enhance your skills. Implementing what you learn is the best path to becoming part of the top 20%—or even the top 4%. Successful salespeople utilize scripts and dialogues, while also incorporating visual aids for greater impact. If you’re looking to improve your sales skills, feel free to reach out to me. David Ferrier Multiple International Award-Winning Professional Speaker

Your sales presentation is about stakes, not pain One poor metaphor... Pain points, a lot of salespeople and sales training programs use this metaphor. The metaphor assumes your potential customer is in pain, has some urgent problem that needs solving. And that you are the doctor who can help them. The problem with this metaphor is that it’s a myth, it doesn’t apply. It’s rare that a potential customer is in an urgent situation, is in any kind of genuine distress. I once worked on an emergency equipment replacement project that took a year to conclude. They were not in pain, but they realized they were going to face some big problems in the future if they didn’t replace the equipment soon. There was a lot at stake, a lot at risk. It was an emergency because they hadn’t budgeted for it. And the funding and acquisition process took some time. According to business consultant Andy Raskin, there is a better way to look at potential customers. You look at them from a What’s at stake? perspective. What’s at stake if they do, or do not, purchase the new technology or service? What’s at stake for them if they wait until next year’s budget? As Andy Raskin advises, your presentations should be focused on two future outcomes “one that your audience wants, and one that your audience fears”. What’s at stake for your audience? My presentation planning always began with two questions: What’s my message and who’s my audience? I added a third question to my planning process: what’s at stake for this audience? So, as a presenter, I wonder what’s at stake for you if your audience doesn’t remember your message? What’s the risk of presenting the same stuff the same way? Joe Pops R2BB #sales, #presentationskills, #communicationskills, and #presentationtraining

Sales skills are often misunderstood and misconstrued as a collection of techniques and trickery. True sales excellence is fundamentally about mastering good communication skills. I define Sales as effective communication towards action and commitment. By definition, that means that we're selling all day every day. Want to go for lunch with your partner? You're selling them on making the commitment to take the action to go to lunch with you where you'd like to go. Key Communication Skills for Sales Success Listening: Truly understand your clients by listening more than you speak. Listening is defined as your willingness and interest to give thoughtful and patient attention to what someone else is saying Empathy: Seek to understand what your client is experiencing and what they want or are concerned about Clear Articulation: Communicate and then ensure that they understand. Be willing to ask questions to ensure that you have duplication in understanding. Authenticity: Be yourself. Authentic interactions build trust and credibility. Results-Oriented Communication By prioritizing communication, you can uncover client wants and needs, provide tailored solutions, and build lasting relationships that drive long-term business growth. Ready to elevate your sales approach? Start focusing on communication skills today and watch your business relationships—and success—thrive. Want a free video mini course on sales skills? Message me and I'll gladly share it. I'd love to hear your thoughts on this in the comments. Let’s connect and discuss how you can transform your sales strategy. #SalesSkills #Communication #BusinessGrowth #ClientSuccess

Empowering Sales Teams: A Holistic Approach to Business Success 🌟 In the vibrant world of business, salespeople are often seen as the driving force behind revenue growth. When targets aren’t met, they frequently find themselves under scrutiny. But is this fair? Let’s explore a more constructive perspective. Imagine stepping into a new company, brimming with enthusiasm and ready to elevate your career. You’re equipped with skills, passion, and a determination to succeed. Yet, despite your best efforts, the sales figures fall short. Does this mean you’re not giving it your all or lack competence? Certainly not. Here’s why a more supportive approach is essential: 1. Market Dynamics: External factors such as economic conditions, industry trends, and competition significantly impact sales. Even the most talented salesperson can be affected by a shift in demand or an industry-wide downturn. 2. Product and Pricing: When a product doesn’t align with market needs or is priced inappropriately, it becomes challenging for salespeople. Selling what the market doesn’t want or can’t afford is a tough task, regardless of one’s skills. 3. Support and Training: Continuous training, robust marketing support, and access to the right tools are crucial for sales success. Without these resources, even the best efforts can fall short. 4. Internal Processes: Streamlined decision-making, efficient processes, and strong customer support are vital. Overcoming bureaucratic obstacles and providing seamless support can greatly enhance sales performance. 5. Leadership and Strategy: Effective leadership and a clear, strategic vision are indispensable. With strong direction and purpose, sales teams can excel and drive business success. As leaders, embracing a holistic view of sales performance is key. Focusing solely on individual shortcomings without acknowledging the broader context can demotivate and overlook opportunities for meaningful growth and improvement. Instead of assigning blame, let’s prioritize collaboration and support. Here’s how we can foster a thriving sales environment: - Assess both external and internal factors influencing sales outcomes. - Encourage open dialogue between sales, marketing, and product teams. - Invest in ongoing training and development for sales professionals. - Ensure leadership provides clear guidance and constructive feedback. -Cultivate a nurturing environment where salespeople feel valued and empowered. Remember, every salesperson joins a company with the goal of excelling and advancing their career. Let’s empower them to succeed by creating a supportive and collaborative atmosphere. Together, we can turn challenges into opportunities for collective success. 🚀 #Sales #Leadership #BusinessGrowth #Teamwork #SalesStrategy

Sales managers, don’t forget, how you run sales meetings with your team is how you inadvertently train your salespeople to run meetings with prospects! If you rely on talking at people and coercing them into actions they're not really on-board with, your salespeople will do the same with prospects. If you talk *with* people in your team, and help them actively discover they want to do X, Y or Z, your salespeople will do the same with prospects. Here are four key points you must explain and discuss before and during a good sales meeting: ✅ Purpose - What's the purpose of the meeting? Is it to: 🤔 Motivate the team? 🤔 Communicate new goals/targets? 🤔 Analyse, discuss and resolve a team sales issue? 🤔 Make a group decision about a topic affecting the team? 🤔 Recognise progress and achievements? Whatever it is, if you're not clear, don't expect anyone else to be! ✅ Agenda - What do you and your team specifically want to do and discuss during the meeting? What will people need to do before to be prepared? Or do during to get the most out of it? ✅ Time – How long is it scheduled for? ✅ Outcomes – What are you planning to decide by the end? If you want people to commit to a course of action, what are the possible acceptable options under consideration? A sales meeting is a chance to discuss, decide and commit to mutually-beneficial actions. In other words, it's the same as a closing meeting in sales! Don't do anything to your salespeople, you don't want your people to do to their prospects. Good selling! 👊🏼 😎 #SalesLeadership #SalesManagement #SalesTraining