| We all love cash don't we but do you love | | | | customers tobuy rather than closing the sale. |
| KASH as well?! | | | | Using ultra modern business psychology and |
| At MTD Sales Training we use KASH to keep | | | | personalityawareness, MTD are experts at |
| uson our toes and fresh when it comes to selling! | | | | enlightening sales forcesacross the globe, enabling |
| Here's what it is. Go through the questions | | | | them to treat, consciously,their customers in the |
| yourselfor pose them to your sales teams. | | | | way that their customers want tobe treated, |
| Keep your team fresh, on the ball and ready to | | | | thus establishing rapport and hyper-rapport,and |
| sell! | | | | heavily influencing the purchase decision. |
| K Knowledge | | | | Ask yourself the following question, and answer |
| Is your product and company knowledge up to | | | | honestly (!): |
| speed? | | | | Ever come out of a sales meeting or sales |
| Is your knowledge of the Prospect and | | | | encounter,frustrated and without a sale, and |
| theirorganisation/industry enough to differentiate | | | | voiced the opinionalong the lines of 'It was like |
| youfrom your competition? | | | | getting blood out of astone with that guy' or |
| Is your knowledge of an effective sales process | | | | 'what a waste of time that washe/she will never |
| sufficient? | | | | buy in a month of Sundays'? |
| A Attitude | | | | Yes? We are sure of it! |
| How is your attitude? Is it right for the customer? | | | | Why though, is this a common occurrence? |
| Does yourbehaviour reflect positively and with | | | | Because lots of sales people treat their |
| relevance to the customerenvironment? | | | | customers as theywould want to be treated |
| Are you treating the customer in the way that | | | | themselves, not as the customerwould want to |
| they want tobe treated, not the way that you | | | | be treated! |
| want to be treated? | | | | We are talking here about the natural personality |
| Do you believe in yourself, your proposed solution | | | | andbehavioural conflicts that can and do occur |
| and thebusiness benefits you can offer? | | | | betweenpersonality and behavioural traits. |
| Do your thoughts impact your state of mind, and | | | | Ever heard of Introversion, Extraversion, Sensing, |
| does yourstate of mind reflect in your behaviour? | | | | Intuition, Thinking and Feeling preferences? |
| Yes, they do, soget your thoughts right! | | | | Ever heard of Perceiving and Judging preferences? |
| Do you have a well formed plan, complete with | | | | Know the differences? |
| outcome,for your meeting? | | | | Know how to identify them, what they mean, |
| S Skills | | | | and how theymanifest themselves in behaviour? |
| How competent a sales person are you? | | | | (Feel free to call usfor more information or to |
| Can you research effectively, build rapport | | | | book on our next course to find out!) |
| effectively,understand your Client and their | | | | More importantly, if you do not even know your |
| business effectively? | | | | ownpreferences and how they manifest |
| Can you identify needs and wants in your | | | | themselves in your ownbehaviour, how can you |
| customers mind? | | | | hope to adapt your behaviour to suiteach and |
| Can you create wants and needs in your | | | | every sales meeting you have? |
| customers mind? | | | | Understanding 'Self' leads to understanding others, |
| How well trained are you? | | | | andthen you can adapt your approach in order to |
| How are your presentations skills? Really? | | | | connect,really connect, with each and every |
| Still focusing on closing the sale rather than | | | | customer you face! Letthis new skill become a |
| influencingyour customer to buy? Know the | | | | good habit, consciously! |
| difference? | | | | Habitual behaviour is potentially dangerous in |
| H Habit | | | | anysales environment, and how habitual are you? |
| Have you ever considered the impact on your | | | | Clear your mind, and answer, without thinking, |
| customersthat your habits have? | | | | thefollowing questions: |
| We are not talking about chewing fingernails, | | | | What is 3 x 3? |
| nervousticks or nose picking, but ingrained | | | | What is 2 x 9? |
| psychological habits,or habitual behaviour. | | | | What is 18 + 6? |
| My closing thoughts: | | | | Think of a vegetable! |
| Highly skilled and successful sales professionals | | | | Scroll down for the answer. |
| thesedays are very focused on encouraging their | | | | The answer is CARROT! |