Part 1. The 7 key sales behaviours that drive high performance
Since February 2012, 100's of high performance B2B sales people have completed a Diamond Assessment. Over this period, we have established that there are 7 key behaviours that drive these high performers. Whilst the behaviours vary across difference industry sectors, these 7 behaviours always seem to rise to the top.
Over the next few weeks, we will reveal these 7 behaviours to provide our audience with an opportunity to crack the code on how to achieve high performance sales results. As these behaviours are revealed, have a think about how consistently you undertake each behaviour in your role, and when you undertake the behaviour, how effective you are.
Then, select one or two behaviours to focus on over the next two months. Make sure that you review the behaviours and plan on how you will apply them each week. At the end of the week reflect on how these behaviours impacted on your performance. You will find that as your sales performance improves, the better your sales results will be.
Sometimes improving performance is a simple as focusing on and applying specific behaviours. It is not uncommon for us to see improvement in sales results of 15% to 20% quite quickly.
Here is the first sales behaviour, it is an INSIGHT behaviour:
"Proactively leading customer conversations to develop a deep understanding of their business and situation."
This behaviour drives a much broader and deeper understanding of your customer's business and involves planning and steering appropriate, two-way communications with the customer, across multiple stakeholders.
The high performers do this by asking insightful, probing questions and they don't let questions go unanswered if the replies are not what they need. They frame-up and lead the conversations and they are always trying to discover what is important to the customer and how key issues are impacting them and their business.
High performers work on being good at listening and comprehending what the customer is saying, this allows them to appropriately challenge the customer in the interest of discovering what is important and ultimately what is needed.
Finally, they actively seek positive and negative feedback from the customer to measure the value they are delivering.
Look out for the second sales behaviour in a couple of weeks.