Today is day one of the national Sales Conference 2017. The first session was called 7 steps to maximise your sales effectiveness. This was led by Andy Hanselman
Andy outlined several factors in the sales process, and mostly based his presentation on the following 7 steps.:
Step 1 – choose ’em or lose ’em
step 2 – Make sure you are getting enough
Step 3 – Be prepared
Step 4 – Build trust, rapport and credibility
Step 5 – Finding needs, solving problems and selling solutions
Step 6 – Doing the deal
Step 7 – Forget CRM, Think MCR – Maximise your Customer Relationships
Throughout the session, Andy was clear that many in the room would know these steps. That these are not new, but often experienced sales professionals forget the basics or skipped steps.
He spoke of the learning ladder of competence. He challenged us by asking how many of us were in Unconscious Competence mode when it came to selling? How many of us may have fallen back to Unconscious Competence?
His session was full of breakouts and discussions on what professionals in the room thought worked and did not work when it came to professional sales.