3 Steps to Skyrocket Sales: Grow Market Share and Leave the Competition Behind

To achieve sales excellence and grow market share, you don't need salespeople to be the Wolf of Wall Street or Tony Robbins; they just need to be better than your competition. Having salespeople focus on these three skill-based steps will increase your win rates, differentiate you from competitors and empower a culture of learned optimism.?

1. Identify the problem

I was walking my dog with a friend when this young woman, obviously lost, asked us for directions to the bus station. In the best-intentioned way possible, my friend pointed her in the right direction and said it was five blocks away. I interrupted and asked about her destination. She told me the address, and I told her it was about 100 meters behind her.

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She didn't need the bus; she needed to get to her appointment. Solutioning rarely goes well without knowing people’s needs or where they want to go. The insecure salesperson is waiting for the moment they can TELL the prospect, eureka, we have the solution. In contrast, confident professionals build trust, listen, and learn.?

Collaboratively learning about and assessing the buyer's current state is one of the most essential parts of any sale. It involves many sales skills, discipline, patience and structure.

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Without standardizing how this is done, you will be a slave to confusion and assumption. ??Providing a model of best practice is the difference maker in our competitive sales landscape, allowing us to scale the behaviours that bring the most success.

2.???? Benefits of solving the problem

Once the problem is understood, focus on benefits, not features. Now that the prospect can articulate their problem, what are the consequences if nothing changes? How badly do they want to solve it? ?We assume people want their problems solved; however, people are fickle, and we must assess who is kicking tires and who has urgency. In this stage, it is critical to have the prospect agree that they would feel more confident, safe, or secure if the problem were solved. Having your prospect imagine a world where they feel more safe and secure will separate you from your competitors as you build trust and establish a win/ win. Once the customer agrees that life improves if we solve this problem, you’re one step closer to becoming a trusted partner.?

3.???? Solving the problem together

Once we have defined the problem and agreed it must be solved, the next step is one that many junior salespeople take for granted. Does the prospect want to solve this problem with you? ?The prospect is probably working with other companies to fix the problem and is vetting options. They have zero commitment, and if you’re not careful, salespeople may unwittingly be helping a savvy competitor. Role-playing these scenarios is crucial; having an expert who can model these behaviours and coach the skills will determine who gets the business. This step solidifies the buying commitment and allows for highly tailored demo’s, setting the stage for a successful sale.?

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It's time to redefine sales excellence, and the fundamentals are a great place to start.

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Are you ready to skyrocket sales and build an even higher-performing sales team? Schedule a one-on-one consultation with me today, and let's unlock the full potential of your sales team together.? ?Book a meeting to learn more and blow your competitors out of the water.??

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