sales coaching Archives - Kona - Sales and Management Training

You’re Losing Sales Because You’re Not Asking These Questions

Posted on April 23, 2025 | by Sienna

You’re doing the work—prospecting, pitching, following up. You’ve got a solid product or service, you know your stuff, and yet… the deals keep stalling. Or worse, disappearing completely.

It’s not your hustle. It’s not your product.

It’s the questions you’re not asking.

Most salespeople spend way too much time talking and not nearly enough time digging into what actually matters to the buyer. And that’s where deals go to die—in the shallow end of the sales conversation.

At the KONA Group, we believe in flipping that.

Here are a few killer questions that we’ve seen top performers ask—and why they work.

💡 1. “What’s really driving this decision for you right now?”

This question gets straight to the point. You’re not just asking about features or budgets—you’re getting into motivation. Is it urgency? Cost pressure? Fear of falling behind the competition?

Why it works: People buy emotionally and justify logically. This gets right to the emotion.

🔍 2. “If nothing changes, what happens?”

AKA: What’s the cost of doing nothing?

Why it works: It forces the buyer to consider risk—and lets you position your offer as the solution before they even ask for it.

🎯 3. “What does success really look like to you?”

Here’s the truth: Their definition of success might be wildly different from yours.

Why it works: It gives you a custom blueprint to tailor your pitch. Now you’re not selling a product—you’re delivering an outcome they actually care about.

🚫 4. “What’s stopped you from solving this before?”

This one’s a gem. It uncovers roadblocks, hesitations, or internal politics that have killed past attempts.

Why it works: You’re not just selling—you’re strategizing with them. And that builds trust.

🤐 5. “Who else needs to be in this conversation?”

You can have the best sales convo of your life, but if the decision-maker isn’t in the room, you’re wasting time.

Why it works: It surfaces influencers and gatekeepers early—before they become deal-breakers.

So… How Many of These Are You Using?

If your sales conversations aren’t revealing the real story behind a buyer’s decision, you’re flying blind.

And that’s where we come in.

At KONA Group, we don’t do cookie-cutter training.

We tailor sales training to your team, your market, and your goals. Whether you’re chasing bigger deals, shorter sales cycles, or better close rates, we’ll show you how to ask the right questions—and turn conversations into conversions.

Ready to stop guessing and start closing?

Contact KONA today for tailored sales training that actually moves the needle.

Call us on 1300 611 288 or email info@kona.com.au

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What the Best Sales Managers Do in the First 30 Minutes of Their Day

Posted on April 17, 2025 | by Sienna

How you start your day as a sales manager sets the tone for everything that follows. The best sales leaders don’t just roll into the office and wing it. They know those first 30 minutes? Gold. And they use them to their advantage.

So what separates top-performing sales managers from the rest of the pack before most people have even finished their first coffee?

1. They Review Their KPIs—Quickly and With Purpose

Great sales managers don’t just look at numbers—they read them like a story.

First thing in the morning, they check key metrics. Pipeline movement. Individual and team performance. Forecast vs. actuals. But they don’t obsess—they look for what’s changed and what needs action. This gives them a pulse check without falling into the spreadsheet rabbit hole.

Tip: They focus on the leading indicators, not just the lagging ones. Activity drives results, so they zero in on what’s driving momentum.

2. They Touch Base With Their Team—Even Briefly

Whether it’s a quick Teams message, a 5-minute huddle, or a one-on-one walk around the office, top sales managers make sure their team feels their presence early.

This isn’t micromanaging. It’s leadership.

They check in. They motivate. They remove roadblocks. And most importantly—they listen. When a salesperson feels heard at 9:00am, they sell better by 10:00am.

3. They Prioritise Properly

The best sales managers don’t start the day buried in their inbox.

They identify the top 1-2 needle-moving priorities for the day—before the chaos kicks in. This often includes prepping for high-stakes meetings, strategizing on a key deal, or planning a coaching session.

They don’t react to their day. They own it.

Prioritise - later, tomorrow, today or now

4. They Coach—Even in Small Doses

Great managers know coaching isn’t a “set and forget” activity. It’s ongoing, and sometimes just a quick comment, a shared article, or a 10-minute review of a call recording in the morning can make a big difference.

Early coaching moments show the team that development isn’t something we do when things are bad—it’s part of the culture.

5. They Get Their Mind Right

Here’s a secret: mindset isn’t just for the reps.

Top sales leaders take a moment to centre themselves. Whether it’s a quick journal entry, a deep breath, or reviewing their goals for the quarter, they set their own tone first—so they can lead with clarity and purpose.

Because if you’re scattered, stressed, and reactive, guess what? Your team will be too.

Want Your Sales Managers Operating at Their Best?

At the KONA Group, we train sales managers to lead with purpose, coach with confidence, and deliver results. If you want your managers to start every day like high-performance leaders—not just task jugglers—let’s talk.

To learn why KONA’s Sales Training Processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

💬 Contact KONA today for tailored Sales Management Training that turns good managers into great leaders.

KONA Group Sales & Management Training – Real-World Strategies. Measurable Results.

Call 1300 611 288 or email info@kona.com.au

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10 Secrets to Building a Sales Team That Closes Deals Like Clockwork

Posted on April 8, 2025 | by Sienna

🚀 Want to close more sales deals? Stop winging it and start doing this:

1️ Listen > Pitch – Prospects don’t want a script. They want solutions.
2️ Qualify hard – Right prospect = easy close. Wrong one = endless follow-ups.
3️ Follow up like a pro – 80% of deals close after the 5th touch. Don’t ghost.
4️ Handle objections early – If you wait till the end, it’s too late.
5️ Ask for the close – Seriously. Don’t dance around it. Be direct, be confident.

Sales isn’t about pressure. It’s about precision. 🎯
Sharpen your team’s skills and watch your win rate climb.

🔥 Your sales team isn’t closing deals after you have implemented the above? Don’t blame them — train them.

If they’re struggling, it’s not a flaw. It’s a signal.

A signal that they need tools, coaching, and support — not finger-pointing.

👎 Blame creates pressure.
👍 Training creates performance.

Invest in your people, and the pipeline will follow.
Because a well-trained rep is a high-closing rep.

Building a sales team that consistently crushes quotas and closes deals with ease doesn’t happen by accident. As a sales leader or manager, it’s your job to ensure that your team is not only equipped with the right tools but also motivated, well-coached, and supported. But where do you start?

We’re going to dive into 10 proven secrets that we at KONA know will help you build a sales team that operates like a well-oiled machine—closing deals faster and improving productivity. Ready to get started?

1. Recruit the Right People, Not Just the Right Skills

It might sound obvious, but one of the most overlooked secrets to building a top-notch sales team is hiring the right people. While skills and experience are important, attitude and adaptability often make a bigger impact. Look for candidates who are motivated, eager to learn, and aligned with your company’s values.

A great team member won’t just fit into your business—they’ll elevate it.

2. Set Clear Expectations

At KONA, when we see high-performing teams, they know exactly what’s expected of them and how their success will be measured. Be crystal clear about sales goals, KPIs, and what success looks like. Whether it’s revenue targets, lead conversion rates, or customer satisfaction scores, having clear metrics ensures that everyone is working toward the same objectives.

3. Provide Ongoing Training and Development

Sales is not a “set it and forget it” profession. Equip your team with the tools, techniques, and training they need to succeed. From product knowledge to negotiation tactics, continuous learning keeps your team sharp and prepared for anything that comes their way. Engaging with KONA for workshops, one-on-one coaching and access to online learning materials will help your team keep their skills up to date.

4. Encourage Collaboration, Not Competition

While healthy competition can drive motivation, building a collaborative environment is often the key to long-term success. Encourage knowledge sharing, teamwork, and mentorship. When salespeople support each other, it creates a positive work atmosphere and helps everyone perform at their best.

5. Use Technology to it’s full Potential

Sales technology—like CRM systems, automation tools, and analytics platforms—are game changers. By restructuring and simplifying processes, you free up your team to focus on what matters most: building relationships and closing deals. Choose the right tools that integrate with your sales process and make your team’s job easier.

6. Lead by Example

The best sales managers don’t dictate—they lead. Your behaviour as a leader sets the tone for the entire team. If you want your team to be motivated, adaptable, and persistent, you need to model those qualities yourself. Lead with integrity, transparency, and a strong work ethic, and your team will follow suit.

7. Recognise and Reward Achievements

Recognition goes a long way in keeping your sales team motivated. Celebrate milestones, whether they’re closing a huge deal, hitting a sales target, or simply going above and beyond. Whether it’s a public shout-out during a meeting or a special incentive, rewarding your team keeps morale high and performance consistent.

8. Provide Constructive Feedback (and Do It Often)

Great salespeople crave feedback—it’s how they improve. Whether it’s a quick check-in after a sales call or a formal performance review, feedback should be specific, actionable, and frequent. Be sure to provide both praise for what they’re doing right and advice on how they can improve.

9. Keep Your Sales Process Simple and Scalable

A complex sales process is a sales team’s worst nightmare. Simplify your sales strategy and remove unnecessary steps that slow down the process. Focus on what works and make sure your team can easily follow the sales steps without confusion. This not only saves time but ensures consistency across your team.

10. Build a Resilient Mindset

Sales can be tough—rejection is inevitable. A great sales team knows how to bounce back from setbacks and keep pushing forward. Instill a resilient mindset by encouraging your team to learn from their losses, stay motivated, and keep striving for success. Developing resilience will undoubtably help your team stay focused on the bigger picture.

Ready to Build Your Dream Sales Team?

If you’re ready to take your sales team to the next level and implement these sales secrets, KONA is here to help. Whether you need assistance with sales training, team development or leadership coaching, we’ve got you covered.

Contact KONA today and let’s discuss how we can help you build a sales team that exceeds expectations. We’ll work with you every step of the way to ensure your team’s success.

By applying these 10 secrets, you’ll be on your way to creating a high-performing sales team that consistently closes deals and drives business growth. Ready to put these strategies into action? Let us help!

Call 1300 611 288 or email info@kona.com.au to get started.

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“No, you idiot. It tells you someone stole our tent.”

Posted on February 17, 2025 | by Sienna

How to Stay Motivated When Sales Are Slow

Whether it’s due to seasonal fluctuations, economic downturns, or unforeseen challenges, sales slumps can be frustrating. The key to success in the long-term is staying motivated and pushing through these tough times. Here’s how you can keep your momentum even when sales are slow.

1. Focus on What You Can Control

When sales are down, it’s easy to feel like everything is out of your hands. Instead of dwelling on external factors, shift your focus to actions you can control. For instance:

Making more prospecting calls
Refining your sales pitch
Strengthening relationships with existing clients
Improving your product knowledge

This will help you feel a greater sense of control and keep your motivation high.

2. Set Small, Achievable Goals

Big sales targets can seem daunting, especially during slow periods. Break them down into smaller, achievable goals like:

Booking a certain number of meetings per week
Reaching out to a set number of new prospects daily
Following up with past clients

Achieving these smaller goals will give you a sense of accomplishment and keep you motivated.

3. Sharpen Your Skills

Use the slower period as an opportunity to improve your skills. Attend sales training sessions, read sales books, or listen to podcasts. Enhancing your knowledge and techniques will help you come back stronger when business picks up.

4. Stay Positive and Resilient

Mindset plays a crucial role in staying motivated. Avoid negative self-talk and remind yourself that slow periods are temporary. Surround yourself with positive influences—talk to mentors, listen to motivational content, or engage with successful peers who can offer support and advice.

5. Reconnect with Your Why

Why did you choose sales in the first place? Whether it’s financial independence, personal growth, or helping customers solve problems, reconnecting with your purpose will undoubtably reignite your passion and drive.

6. Leverage Existing Relationships

Slow periods are always an excellent time to reconnect with past clients and strengthen existing relationships. Check in, offer valuable insights, or provide assistance without expecting an immediate sale. These efforts can lead to future opportunities.

7. Try New Strategies

Experiment with different sales techniques, outreach methods, or marketing tactics. If traditional approaches aren’t working, you could try social selling or researching new sales technology.

8. Take Care of Yourself

Sales slumps can be stressful. Prioritise self-care by getting enough rest, exercising, and maintaining a healthy work-life balance. A refreshed mind will always help with focus and motivation.

Slow sales periods are inevitable, but they don’t have to derail your goals. By staying proactive, maintaining a positive mindset, and continuously improving your skills, you’ll be ready to seize opportunities when the momentum shifts. Keep pushing forward, after all, the next big sale could be just around the corner.

To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

Contact KONA today to discuss our tailored Sales Training Programs and how they can help to keep your Sales Team motivated!

Call 1300 611 288 or email info@kona.com.au

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Sales Myths That Are Costing You Money And How to Fix Them

Posted on February 13, 2025 | by Sienna

Sales is an ever-evolving and changing profession, yet at KONA, we come across many salespeople and sales managers who still hold onto outdated beliefs that are actually hurting their bottom line. These sales myths not only prevent growth but also lead to lost deals, frustrated customers, and even declining revenue. We will debunk some of the most damaging sales myths and discuss how to fix them.

Myth #1: “The More Calls You Make, the More Sales You Close”

The Truth: While quantity matters, quality matters more. A high volume of calls with no strategy leads to wasted effort and burnout.

The Fix: Instead of blindly dialling numbers, focus on targeted outreach.

Research your prospects
Personalise your approach
Prioritize high-value leads

Quality conversations ultimately drive conversions.

Myth #2: “A Great Salesperson Can Sell Anything to Anyone”

The Truth: The best salespeople understand that not every prospect is a good fit. Trying to sell to everyone leads to high churn rates and dissatisfied customers.

The Fix: Qualify your leads carefully. Focus on prospects who genuinely need your product or service, and tailor your pitch to their specific pain points.

Myth #3: “People Buy on Price Alone”

The Truth: While price is typically a major factor, most buying decisions are based on perceived value, trust, and emotional connection. Competing solely on price is a race to the bottom.

The Fix: Emphasize the unique value and benefits of your offering. Build strong relationships, provide solutions, and position yourself not as a price-driven vendor, but as a trusted advisor.

Myth #4: “The Harder You Push, the More Likely You Are to Close”

The Truth: High-pressure tactics can backfire, creating resistance instead of trust. Buyers today are more informed and value transparency over aggression.

The Fix: Shift from a pushy approach to a consultative one. Ask questions, listen to your prospect’s needs, and offer solutions that align with their goals.

Myth #5: “Follow-Ups Are Annoying”

The Truth: Many salespeople fear follow-ups, assuming they will irritate prospects. In reality, most deals are lost simply because follow-ups don’t happen.

The Fix: Follow up consistently and add value each time. Use a mix of calls, emails, and social media to stay top of mind.

Provide additional insights
Answer questions
Offer helpful resources to keep the conversation going

Myth #6: “If a Prospect Says No, It’s Over”

The Truth: A ‘no’ often means ‘not right now.’ Timing plays a huge role in sales, and persistence pays off.

The Fix: Keep the relationship alive. Stay in touch through regular check-ins, industry updates, and valuable content. This way, when the time is right, they’ll remember you.

Myth #7: “Sales Is About Talking, Not Listening”

The Truth: Sales isn’t about pitching nonstop—it’s about understanding the prospect’s needs and offering the right solution.

The Fix: Practice active listening. Ask open-ended questions and take the time to understand your prospect’s challenges. The more you listen, the better you can position your solution.

At KONA, we know that sales success is built on adaptability, strategy, and a deep understanding of customer needs. By letting go of these common myths and focusing on smarter, customer-centric approaches, you can close more deals, increase revenue, and build stronger, long-term relationships. Which of these sales myths have you encountered in your career?

To find out why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here. Or, to read more about mistakes you could be making in Sales, click here.

Contact KONA today to discuss a tailored Sales Training Program for your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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What is the difference between Sales Training and Sales Coaching?

Posted on November 5, 2024 | by Sienna

Training and coaching are often used interchangeably. However, they serve different purposes in developing a high-performing sales team. While both contribute to building a more skilled and resilient team, they differ in their goals, methods, and outcomes. Understanding these differences is key to building a balanced approach that empowers salespeople to achieve their full potential.

Purpose: Teaching Skills vs. Developing Individuals

The primary difference between KONA sales training and sales coaching lies in their purpose. Sales training is designed to teach salespeople the skills and techniques they need to succeed. It’s about imparting knowledge and establishing a baseline of competency, often through structured programs that cover essential topics like:
• Prospecting
• Objection handling
• Closing strategies

KONA’s Training provides a foundation and ensures everyone on the team is equipped with the tools they need to perform well.

KONA’s Sales coaching, on the other hand, is focused on personal development and continuous improvement. It involves working with individual salespeople to refine their strengths, address weaknesses, and set personal goals. Coaching is often ongoing and personalised, aiming to unlock each salesperson’s unique potential and to help them apply skills in a way that feels authentic and sustainable.

Approach: Structured Programs vs. Personalised Guidance

Sales training typically follows a structured, one-size-fits-all approach. It may consist of workshops, online modules, or classroom sessions, where everyone receives the same instruction. Training sessions are often led by external experts or experienced trainers who provide best practices, case studies, and sales techniques applicable across various scenarios. It’s typically more formal and can happen in a short timeframe—usually as part of onboarding or during annual training sessions.

Sales coaching, by contrast, is a more flexible and individualised process. A coach or sales manager works one-on-one with a salesperson to identify specific areas for improvement, discuss real-time challenges, and set personalised goals. Coaching sessions are tailored to the individual and may address unique selling styles, customer engagement strategies, or areas like confidence and mindset. It’s typically ongoing and happens more informally, often during regular check-ins or team meetings.

Content: General Skills vs. Personalised Development

KONA’s Sales training covers a broad range of topics that apply to most sales roles and situations, focusing on the “what” and the “how” of selling. Common topics include:
• Product knowledge
• Industry insights
• Lead generation techniques
• Communication skills
• Closing techniques

KONA’s Sales Coaching, however, delves into the personal aspects of selling, addressing the “why” and the “who” behind a salesperson’s actions. A coach may focus on:
• Building confidence and resilience
• Improving emotional intelligence
• Handling specific client objections
• Finding a unique selling style
• Setting and achieving personal sales goals

This personalised approach helps salespeople adapt general training principles to their unique selling circumstances, allowing them to work through specific challenges in a way that aligns with their own strengths.

Timeframe: Event-Based vs. Continuous

Sales training is generally conducted at specific times: during onboarding, at the start of a new quarter, or as a company-wide initiative. Training has a defined beginning and end, with content delivered over a set period, such as a two-day workshop or a week of online sessions.

Sales coaching, however, is a continuous process without a fixed end date. It’s more about cultivating a mindset of growth and improvement over time, allowing salespeople to gradually build on what they’ve learned. Ongoing coaching ensures that new challenges and changes in the market are met with updated strategies and support. This continuous nature of coaching is essential for adapting and honing skills as sales roles and customer expectations evolve.

Outcome: Knowledge Acquisition vs. Performance Optimisation

The ultimate goal of sales training is knowledge acquisition—ensuring that all team members understand core sales concepts and methodologies. After completing a training session, salespeople should have a solid understanding of best practices and tools, even if they still need practice to master them. Training sets the baseline knowledge that salespeople need to be effective.

Sales coaching, by contrast, focuses on performance optimisation. It aims to help each salesperson apply what they’ve learned, refine their approach, and develop skills that lead to consistent performance improvement. The goal is not just to impart knowledge, but to increase effectiveness, confidence, and results over time.

Success ahead with training and coaching

Combining Training and Coaching for Sales Success

Both sales training and coaching are needed for developing a top-performing sales team. Training provides the foundational skills necessary for success, while coaching tailors those skills to each individual’s strengths and needs. By investing in both, organisations can ensure that their sales teams not only know what to do but also feel confident and supported in doing it. A balanced approach empowers salespeople to adapt, improve, and achieve their goals, creating a team that is well-prepared for success in the long-run.

• Sales Training teaches foundational skills in a structured, time-limited way. To find out more about Sales Training, click here.

• Sales Coaching is an ongoing, personalised process focused on individual growth and continuous improvement. To read more about the benefits of Sales Coaching, click here.

Together, training and coaching can transform sales teams, driving both skill mastery and personal development that leads to consistent, high-performance results.

Contact KONA today to discuss our tailored Sales Training and Sales Coaching programs, and the benefits they can bring to your Sales Team and Sales Leaders.

Call 1300 611 288 or email info@kona.com.au

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5 Sales Strategies you need to know

Posted on September 11, 2024 | by Sienna

Every good Salesperson knows that sales is about connecting with people, understanding their needs, and offering solutions that improve their lives. Whatever industry you’re in, whether it’s retail, B2B, or the service industry, mastering key sales strategies can transform your results. Here are five sales strategies you need to know in order to elevate your sales game and grow your business.

1. Know Your Customer Inside Out

Ever heard of the saying “Know your audience”? It’s essential in sales. You need to understand your customer’s pain points, needs, and desires to tailor your pitch effectively. When you offer solutions that directly address their problems, you’re much more likely to close the deal.

Fun fact: According to a Gladly Customer Expectations Report (2019), 60% of consumers feel loyalty toward a brand based on the quality of the customer service they receive. It’s not just about selling; it’s about solving!

2. Build Relationships, Not Just Transactions

People buy from people they trust. So, think of sales as relationship-building, not just closing deals. Establishing trust is key. This means:
• Engaging with potential customers on a human level
• Offering personalised insights
• Following up even when there’s no immediate sale

A report from the IDC (International Data Corporation) shows that 84% of B2B decision-makers start the buying process with a referral, and strong relationships boost your chance of being referred.

3. Leverage Social Proof and Testimonials

Never underestimate the power of social proof. We’re wired to trust what others say about products more than what companies say. So, using reviews, case studies, or testimonials in your sales approach can make a big difference. A glowing testimonial or a relatable case study can be the nudge that makes a potential customer move from “I’m not sure” to “Where do I sign?”

Stat: According to a report by Global Trust in Advertising (2012), 92% of people trust recommendations from individuals (even if they don’t know them) over brand messages.

4. Master the Follow-Up

You’ve probably heard that “the fortune is in the follow-up”—and it’s true. Most sales don’t happen after the first interaction. In fact, 80% of sales require at least five follow-ups before closing a deal. Persistence (without being pushy) shows that you’re serious and committed. Make your follow-ups thoughtful and add value by addressing concerns or providing additional information.

5. Offer Solutions, Not Products

Instead of focusing on the features of your product, focus on the value it will bring to your customer – the solutions it provides. This shift in mindset is so important. People want to know how what you’re offering will improve their life, work, or business. This strategy ties back to knowing your customer. Once you understand their pain points, you can highlight how your product solves their specific problems.

Research by Demand Gen Report, specifically, their 2019 Content Preferences Survey Report states that 89% of B2B buyers report that the winning vendor “provided content that made it easier to show ROI.”

Sales isn’t just about pushing for a quick win—it’s about building trust, offering genuine solutions, and staying persistent. By implementing these effective strategies, you’re setting yourself up for success. Whether you’re new to sales or a seasoned pro, refining these tactics will help you navigate your sales with confidence.

Contact KONA today to discuss our tailored Sales Training Programs and how we can help your Sales Team grow!
Call 1300 611 288 or email info@kona.com.au

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5 Sales Mistakes You Might Be Making and How to Fix Them

Posted on August 7, 2024 | by Sienna

If you’re in sales, you know it’s a game of constant learning and adaptation. Even the best salespeople make mistakes, but recognising and correcting them is what sets you apart.

Here are five common sales mistakes you might be making and how to fix them.

1. Talking More Than Listening

The Mistake:

Ever find yourself doing all the talking in a sales pitch?

It’s a common pitfall. You’re excited about your product or service and want to share everything.

But here’s the thing: customers want to be heard.

The Fix:

Practice active listening. Ask open-ended questions and let your customer do most of the talking. This helps you understand their needs and tailor your pitch accordingly.

Remember, sales is about solving problems, not just pushing a product.

2. Focusing on Features and Benefits rather than Value

The Mistake:

Rattling off a list of features and benefits might seem impressive, but it often falls flat.

Customers care about how a product can solve their problems or improve their lives, not just what it can do.

The Fix:

Shift your focus to value. For each feature, explain how it can bring value to the customer. For example, instead of saying, “This phone has a 12MP camera,” say, “This phone’s 12MP camera means you’ll capture stunning photos even in low light.”

It’s all about showing value.

3. Not Following Up

The Mistake:

You had a great meeting or call, and then… nothing. You assume the customer will reach out if they’re interested, but they get busy or forget.

The Fix:

Make following up a standard part of your sales process.

Send a thank-you email after meetings
Provide additional information
Check in regularly

This shows you’re committed, and keeps you on their radar.

4. Neglecting to Build Relationships

The Mistake:

Treating sales as a one-time transaction rather than building a relationship can hurt long-term success.

Customers are more likely to buy from someone they trust and have a rapport with.

The Fix:

Invest time in building relationships. Remember personal details, celebrate their successes, and check in even when you’re not selling something.

A good relationship can lead to repeat business and referrals.

5. Not Handling Objections Well

The Mistake:

When a potential customer raises an objection, it can be easy to get defensive or brush it off. This often leads to lost sales opportunities.

The Fix:

Embrace objections as a part of the process. Listen carefully, acknowledge their concerns, and provide thoughtful responses.

Use objections as a chance to show your expertise and reassure the customer. For example, if they’re worried about cost, explain the value and long-term savings your product offers.

Remember, nobody’s perfect. Sales is a continuous learning journey.

By being aware of these common mistakes, and taking steps to fix them, you’ll be well on your way to closing more deals and building stronger customer relationships.

If you are interested in finding out more about common sales mistakes we find salespeople making and how to avoid them, click here!

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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Sales Scripts that Convert: Examples and Best Practices

Posted on July 17, 2024 | by Sienna

When you’re on a call with a potential client, within the first few minutes, you can either capture their interest or lose it entirely. This is where a well-crafted sales script comes into play. Creating sales scripts that convert involves understanding your audience, clearly communicating your value proposition, and handling objections effectively.

Are you ready to transform your sales approach? Here are some sales script examples and best practices:

Best Practices for Sales Scripts

Understand Your Audience:

Research: Know your potential customers’ needs, pain points, and preferences.
Personalise: Tailor your script to speak directly to the individual or business you’re contacting.

Clear Value Proposition:

Benefits and Value over Features: Focus on how your product or service benefits the customer, and the value your product or service will bring to the customer, rather than just listing the product’s features.
Unique Selling Proposition: Highlight what makes your offer unique and why it stands out from competitors.

Engage Early:

Hook: Start with an engaging opening that captures interest immediately.
Questions: Use open-ended questions to involve the prospect and understand their needs.

Address Objections:

Anticipate: Prepare for common objections and have responses ready.
Empathise: Show understanding and relate to the prospect’s concerns.

Call to Action (CTA):

Specific: Be clear about what you want the prospect to do next (e.g., schedule a meeting, sign up for a trial).
Easy: Make the next step easy and convenient for the prospect.

Sales Script Examples

Cold Call Script

Opening:
Hi [Prospect’s Name], this is [Your Name] from [Your Company]. How are you today?
Hook:
I’m reaching out because we’ve been helping companies like yours [solve a specific problem or achieve a specific result], and I thought you might be interested in learning how we can help you as well.

Engage:
Can you tell me a bit about your current process for [related to your product/service] and any challenges you’re facing?

Value Proposition:
Based on what you’ve shared, our solution can help you [specific benefit]. For example, [specific success story or result from a similar client].

Handle Objections:
I understand that [common objection]. Many of our clients felt the same way before trying our solution and found that [how your product/service addressed the objection].

CTA:
I’d love to show you exactly how we can help. Can we schedule a 15-minute call this week to discuss further?

Email Outreach Script

Subject Line:
[Prospect’s Company] + [Your Company]: Solving [Specific Problem]

Hi [Prospect’s Name],
I hope this email finds you well. My name is [Your Name], and I’m with [Your Company]. We specialise in helping companies like yours [brief description of what you do, focusing on the benefit].
I noticed that [specific observation about their company that relates to your solution]. We recently helped [similar company] achieve [specific result], and I believe we could help you see similar benefits.
Would you be open to a brief call next week to discuss how we can support your goals?
Looking forward to your response.
Best regards,
[Your Name]
[Your Contact Information]

Follow-Up Script

Opening:
Hi [Prospect’s Name], I hope you’re doing well.
Reminder:
I wanted to follow up on my previous email regarding [specific solution or benefit].

Value Reinforcement:
To reiterate, our [product/service] has helped companies like yours [specific benefit or success story]. I believe we can help you [specific benefit or goal].

CTA:
Can we schedule a brief call to explore this further? I’m available [suggest two or three times]. Looking forward to your thoughts.

Tips for Success

Practice: Regularly practice your script to sound natural and confident.

Listen: Actively listen to the prospect’s responses and adapt your approach accordingly.

Feedback: Seek feedback from colleagues or mentors often and use it to refine your script.

Metrics: Track the performance of your scripts and adjust based on what works best.

Could your Sales Team benefit from a Sales Training Program tailored to your business?
At KONA, all our sales trainers have run businesses, led teams, built pipelines and managed accounts. So, we get you. We know how it feels when leads and conversions are low, and without sales, there is no business.

Contact KONA today to discuss our customised Sales Training Programs.
Call 1300 611 288 or email info@kona.com.au

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Creating a Sense of Urgency in Sales – Why is it Important?

Posted on April 24, 2024 | by Sienna

In Sales, urgency is the secret element that leads to action.

It’s that sense of impending hurry that compels customers to make quick decisions, rather than procrastinating.

Whether you’re selling a product, service, or even an idea, confidently creating a sense of urgency can significantly increase your sales performance. Let’s talk about why it’s so important and how you can become confident at it.

The Importance of Creating Urgency

1. Prompt Decision-Making

In sales, time is of the essence. Without a sense of urgency, potential customers may delay their decision-making process indefinitely, leading to missed opportunities and lost sales. Creating urgency prompts them to act quickly, increasing the likelihood of conversion.

2. Less Procrastination

As many of us can relate, humans are wired to procrastinate, especially when it comes to making decisions involving spending money.

By introducing urgency into the equation, you provide a compelling reason for customers to overcome their disinclination and take action before it’s too late.

3. Enhanced Perceived Value

Scarcity breeds desire.

When customers perceive that a product or offer is only available for a limited time or in limited quantities, its value skyrockets in their eyes. By creating urgency, you can capitalise on this psychological principle to drive sales and command premium prices.

4. Accelerates Sales Cycle

In today’s extra competitive marketplace, speed is paramount. By infusing urgency into your sales process, you can expedite the sales cycle, closing deals more quickly and efficiently. This not only boosts revenue but also frees up resources to pursue additional opportunities.

Strategies for Creating Urgency

1. Use Limited-Time Offers

Harness the power of deadlines by offering things like time-sensitive:

Promotions
Discounts
Bonuses

Clearly communicate the duration of the offer to create a sense of urgency and motivate customers to act swiftly.

2. Scarcity Marketing

You can highlight the limited availability of your product or service to instil a fear of missing out (FOMO) in potential customers. Scarcity creates demand and accelerates purchase decisions, whether it’s:

Limited edition items
Exclusive access, or
Dwindling stock

3. Client Testimonials

Utilising social proof and customer testimonials can reinforce the urgency of your offer.

Showcase satisfied customers, rave reviews, or testimonials emphasising the benefits of acting quickly to amplify the sense of urgency and credibility.

Don’t forget to ask your satisfied customers to leave you reviews.

4. Personalised Recommendations

Tailor your sales pitch to each individual customer, putting emphasis on how your product or service addresses their specific needs and pain points. By highlighting the immediate benefits of taking action, you can create a personalised sense of urgency that resonates with your audience.

5. Clear Call-to-Action (CTA)

Ensure that your calls-to-action are clear, compelling, and time-bound. Whether it’s “Act Now,” “Limited Time Offer,” or “While Supplies Last,” a strong CTA reinforces the urgency of the offer and directs customers towards taking the desired action.

Creating a sense of urgency is an important sales strategy. By leveraging some useful tactics to create urgency, you can entice potential customers to act quickly and decisively.

Whether you’re closing a deal, launching a new product, or running a promotional campaign, creating urgency will no doubt elevate your sales performance.

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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