How To Supercharge
Your Sales Force

By Allyn Cutts, President, Cutts Group, llc

Let's face it; until someone in your organization "sells" something, nothing is happening to set the wheels of your business enterprise in motion. Without sales, your organization stalls.

A well-performing sales team means increased profitability, momentum and growth for your organization.

Are you getting the results you want? What factors contribute to heightened sales performance? If you don't already have a supercharged sales force, how can you build one? What are the secrets to super selling?

Performance PLUS Sales answers these questions and more. A rich, deeply detailed suite of related diagnostic tools and assessments, Performance PLUS Sales measures important characteristics, soft skills, behaviors, attitudes, values, and cognitive reasoning central to sales performance and success.

At the same time, this comprehensive program is customized to help you identify any specific training needs of your staff, including management training. Performance PLUS Sales evaluates seven different steps in the selling process; from prospecting to close - to let you see how well your teams are performing with an insight into their potential for "super selling."

The health and cash flow of your business is in the hands of your sales people. Are they soaring?

The Secret of "Supercharged" Selling

It's no secret, really. People tend to buy from people they trust. And it's a proven fact; individuals are more likely to trust someone who demonstrates an understanding of their needs, and whose behavioral style is similar to their own. That's just human nature. We are comfortable with what we know; we're drawn to the familiar.

Does your sales team understand this dynamic? Is your sales force tuned in to the diverse behavioral styles of your buyers? If the answer is "no," if they do not yet understand behavioral styles and the importance of blending with the buyer's individual style, you may be losing important dollars and critical market share.

How To Present Offers
The Buyer Can't Refuse

The single most effective way to increase sales performance is to train your sales force to identify, understand and utilize information about how the buyer "buys."

Every buyer has his or her own strategies, or behaviors, for the process of reaching the critical decision point to buy. Different people exhibit different styles for relating to the sales person, gathering and processing information, making a decision and making the commitment to buy.

It's easy to train your sales team so they excel at facilitating the buyer through each stage of the buying process using Performance PLUS Sales.

Our assessments clearly define the dominate styles, creating a roadmap for behaviors that guides you, helping you understand how to effectively build rapport with, and facilitate, each style.

Clearly understanding behavior styles makes it easier to develop corresponding tactics for "selling" to specific buyers by pacing and matching each "style." This simple change can dramatically increase the ratio of successful closings for your entire sales team.

For example, the buyer we call the "S" type tends to look for security and reassurance before making the decision to purchase. Your sales person can, among other tactics, slow down the presentation while carefully supplying all the facts needed to clearly demonstrate benefits and advantages.

Another type of buyer, one with a high degree of "D" tendencies, is direct and decisive. This buyer will want to get right to the bottom line, fast. In this case, your sales person may need to speed up the presentation, move quickly through the high points, be direct and make sure the buyer feels he is coming out way ahead in the transaction.

Once a sales person learns to interpret --and understand --the signals and clues of the specific behavioral styles, he or she can immediately establish rapport with the buyer in a way that facilitates the buyer. This opens the door to "masterful selling."

Masterful selling supercharged and super effective is nothing more than selling in the buying style of the buyer rather than attempting to sell in the selling style of the salesperson. Any questions?

The experts at the Cutts Group have studied, mapped and evaluated high performance for many years. Our experts have carefully quantified the key characteristics of top-producing sales professionals to define what works.

We used this information to develop a proven, successful method that will ensure your sales team approaches all sales situations the way the world's top performing sales people do.

Our methods build a more collaborative relationship between your sales force and your customers, enriching the experience for everyone while bolstering your bottom line. We make the cash register ring!

In Performance PLUS Sales, our experts have assembled the best programs, assessment tools and software needed to build masterful selling skills. Your concern is will they work for you! Absolutely! Hundreds of professionals in companies around the world, in almost every industry attest to the effectiveness of our programs.

Now, we want to help you supercharge your sales.

The most valuable knowledge any sales person can have is an understanding of the "how" and "why" of human behavior. With this knowledge, a sales person can then adapt their own natural behaviors for greater communication, enhanced relationships and "supercharged" sales results.

Once your sales force understands behavior, they'll be able to enter the mind of any type buyer to facilitate and sell in harmony with that buyer's style. The faster the sales person can accomplish this, the sooner your bottom line will grow.

What The Sales Person Must Know First

Many of the skills needed for effective selling involve important self-skills. Identifying, understanding and managing one's own style-one's unique selling strategy-is a prerequisite for successfully interacting with the buyer.

One key characteristic shared by all top performers in all fields is self-knowledge. Before we can begin to understand others, it's necessary to have a clear understanding of our own behaviors, values and attitudes.

Over the next few weeks, we'll show you and your sales staff, including your managers, how to excel at self-knowledge-and self-management. We'll provide you information on proven strategies for maximizing strengths, and redirecting weakness.

Our comprehensive evaluation and training programs have a proven track record for invigorating any sales force quickly. From the corporate perspective, we focus on strategies that pinpoint the best people for the job.

From the sales person's perspective, we evaluate and help perfect personal performance. Our methods deliver supercharged sales results, no matter the industry.

As the "new" economy becomes more complex and fast moving, will your sales force be moving your organization forward with the results you want? Or simply "spinning their own wheels."

Performance PLUS Sales is a comprehensive system that utilizes the most advanced, accurate and in-depth diagnostic, assessment and measurement procedures and tools available. For more information, contact the Cutts Group at (800) 482-7280, or (610) 437-4106 outside the U.S. and Canada or visit us on the web at http://www.cuttsgroup.com.

The Cutts Group partners with clients who are committed to continuous growth. We provide the organizational development, team building, employee selection, executive coaching, and sales training resources our clients demand for measurable results and return on investment. Satisfaction and investment are always guaranteed, always.