Make SHFT Happen
Better sales figures begin with better salespeople
Having trouble converting leads into sales? Or wish your employees were better able to leverage your capabilities, cross-sell or simply sell more? Customers and clients are increasingly looking for partners not vendors. People who can collaborate, join the dots and build solutions. And this calls for a new set of skills. Wellcome to the Make SHFT Happen Sales Game!
We transform salespeople from Vendors into Partners
The Make SHFT Happen Sales Game delivers the ultimate sales learning experience.
The Sales Game is aimed at anyone in sales, business development and other customer facing role where demonstrating value to a prospect or customer is an important part of what you do – or should be doing.
What you'll learn
We take the guesswork out of which skills each person needs to focus on during the program by evaluating each participant using a scientifically-validated assessment at the beginning, and at the end of the program.
Psychometric assessments primarily typify people, but when it comes to changing behaviors, knowing your personality type or color is not enough. An instrument that measures behaviors is required. At SHFT Happens, we use Baron’s EQ-i 2.0 because it is the first scientifically and medically validated tool, grounded in over 20 years of research. It is also the only instrument currently used in forensics.
As Henry Thompson, Ph.D., CEO of High Performing Systems, points out, “Emotional Intelligence is situationally specific. By this I mean that overall EI is a good general predictor of success, but the more powerful predictor is the specific combination of EI
components for a specific type of job. This is what determines success.”
Success profiles let us know which development areas to focus on in training and development. One benefit of using the EQ-i 2.0 in sales is that return on investment (ROI) can be measured and tested against the success profile. As a result, sales ROI can help determine the effectiveness of our training.
From Empathy to Active Listening, this round focusses on developing Self-, and Other- Awareness. We use unconventional, experiential learning methods to help you get the best results. In this case, we'll be boxing to develop empathy.
The best sellers are buyer-centric. They might be proud of their products but they’re more concerned with helping customers solve problems. These sellers have well-developed empathy that enables them to understand where clients are coming from and determine their pain points.
Traditional methods of selling revolved around talking. Today listening is the most sought after skill. Even if they are tuned in, sales reps often just listen for a specific trigger that tips them off as to whether the prospect needs their product. They listen to react. We teach them to listen to reflect.
The more accurately an associate reads the customer, the better able he or she should be to adjust tone and words to customer needs. In addition, associates who are aware of their own emotions—whether they are nervous or confident, how they project themselves—have a better chance of being able to adapt to the situation. An associate who lacks assertiveness might be nice but may feel uncomfortable closing the deal.
Building relationships creates results. Trusted relationships lead to positive outcomes. 77% will lead to referrals and 81% of customers will buy from you again.
Relationship-building leads to relationship selling. In this round we focus on the “relationship” with our buyers, deeply understanding their needs, and providing customer value.
Assertiveness is an important skill in sales. On the other hand, someone who is too assertive might fail to establish customer relations, an important component in building a customer base that produces repeat sales. In this round, we will focus on developing the right balance of skills for the best rapport building capabilities.
A sales rep is essentially a DJ, only instead of mixing tracks to captivate the crowd, the salesperson mixes storytelling techniques to captivate a prospect. Storytelling is considered an art, and — like art — it requires creativity, vision, skill, and practice.
A lack of baseline communication skills is a glaring red flag for anyone in the world of sales. In this round you will learn self-expression and a number of storytelling techniques to help you become a sales star.
05 Critical Thinking
Data is king. But having an ocean of data is hardly enough to get you anywhere. You still need critical thinking skills to process information, analyze disparate data, and sift through the heap for relevant bits of information that will help you formulate solutions for problems your prospects or your team are experiencing.
Someone with critical thinking and high decision making skills can help customers make informed decisions. In this round we will learn to:
Make better decisions through critical thinking and creative problem solving
Develop your personal creativity
Select the best decision given the specific situation
Apply processes to assess work issues and problems
Translate insights into practical business solutions
06 Stress Management
Commissions. Quotas. Competition. There are plenty of stress triggers in the daily life of a salesperson. By nature, salespeople are put in situations that create a high-stress environment. Stress can have a negative impact on the productivity of your sales team. In this round we teach salespeople to manage stress.
High optimism helps salespeople to remain positive without growing discouraged even when they hear the word “no”.
Tackling stress, confronting emotions and managing them in a high pressure situation is never a comfortable experience. But the better they can deal with stress, the more successful they’re going to be in overcoming those situations.
Why Make SHFT Happen Sales Game?
We provide an opportunity for genuine skill development as a platform for making a permanent behavior change that will positively affect sales performance.
“Customers just don’t see why we’re worth a price premium”
“We’re treated like a commodity instead of a high value partner”
“We’re just not good at dealing with professional buyers”
“Many of our sellers come from a technical background, so they talk about technical features instead of exploring the client’s business issues”
“We need to be sure our sellers build value for our unique differentiators”
“Our people know what they’re doing, but we need to refine their skills and make them consistent – personally, across teams, and across the whole company”
“We need skills that give us a common language and success measures throughout the business”
“We need an approach that goes beyond training – we want to improve the quality of our customer experience.”
To bridge theory and practical application in a real life environment whilst creating an optimal fit with your learning objectives.
Learning Sales tactics through experience is 10 times more powerful than a classical training.
Build strong teams and fortify relationships with your customer and partners.
Build strong teams and fortify relationships with your customer and partners.
You can chose from a wide range and combination of modules and delivery methods from onsite, to webinars and e-learning and receive training which is in line with your specific time and/or geographical constraints.
The 4 pillars of the game
We don’t just teach theories. We enable participants to coach each other.
Emotional Intelligence is not just the bedrock of great sales skills, it is a sure-way to improve wellbeing and stress resilience too.
Plug and play any module as you find most suitable for your team, or ask us to design a bespoke program.
“A little less conversation, a little more action please.” This is the motto of our training methods.
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