sales coaching Archives - Kona - Sales and Management Training

“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.

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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Missed Sales Targets – A blessing and a curse

Posted on February 20, 2024 | by Sienna

Missing sales targets can indeed have both positive and negative aspects, like a double-edged sword.

How a company handles a salesperson missing their targets can significantly impact morale, performance, and the overall success of the sales team. It’s important to strike a balance between holding salespeople accountable for their results and providing them with the support and resources they need to succeed.

Here is one example of a situation and what we did to fix the issue QUICKLY!

CASE STUDY – Technology Product Focused Partner Solutions Team

Initial situation

Sales teams consistently missing target.
Team of ‘product floggers’ rather than ‘business builders’ or solution sales people.
Successful historically, yet needed to demonstrate to partners and suppliers the value that their proposition brought to their businesses.

What we did …

Refocused sales team on key activities and work preferences (Hunters or Farmers)
Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling
skills.
Implemented LSMFT Value Proposition.
Introduced Partner Business Development Programme to drive “sell through”, not just
“sell to”.

Coached the whole leadership team.

Outcomes …

12% increase in sales revenues.
Relationship with major distributor became a true ‘strategic partnership’.
Sales team worked closer with their Distribution Partners.
Wider range of products and solutions sold.

The above is, in our opinion, the best and quickest way to solve the problem. However, if you have time, some other common ways businesses can address missed sales targets can include:

Regular performance reviews

The salesperson’s performance can be reviewed to understand why the targets were not met. This may involve examining sales tactics, customer interactions, market conditions, and other relevant factors.

As a Sales Manager, it’s a good idea to schedule a time each month to meet with each member of your sales team individually to go over their performance, any roadblocks they may be experiencing and any goals they have set.

Training, coaching and support

Sales managers may consider engaging with a Sales Trainer to offer additional coaching and support to help the salesperson improve their skills and strategies. This could involve:

providing a tailored training program
guidance on prospecting techniques
assistance in overcoming specific challenges

Goal adjustment

In some cases, if the sales targets were unrealistic or circumstances beyond the salesperson’s control impacted their ability to meet them, the targets may be adjusted to be more attainable.

Accountability

While support and coaching are important, there is also a level of accountability for the salesperson to take ownership of their performance and actively work towards improvement. This may involve setting clear action plans and timelines for improvement.

Learning and improvement

Missing sales targets presents an opportunity for learning and improvement. A good Sales Trainer will encourage Salespeople to analyse what went wrong, identify areas for growth, and adjust their approach to increase their chances of success in the future.

Positives of missed targets

On one hand, it can be seen as a blessing because it presents an opportunity for learning and growth. When targets are missed, it prompts a reassessment of strategies and processes, encouraging businesses to identify weaknesses and areas for improvement. This can lead to valuable insights that help refine future sales approaches and ultimately contribute to long-term success.

Negatives of missed targets

On the other hand, missing sales targets can be viewed as a curse due to the immediate negative consequences it may bring, such as:

financial losses
damaged morale among sales teams
loss of confidence from stakeholders

Additionally, it may also signal broader issues within the organisation, such as ineffective marketing strategies, inadequate product offerings, or a lack of alignment between sales and other departments.

Ultimately, how a company responds to missed sales targets determines whether it becomes a blessing or a curse.

By adopting a proactive approach, acknowledging shortcomings, and implementing necessary changes, businesses can turn missed targets into opportunities for improvement and future success.

Contact KONA to discuss how we can strengthen and motivate your sales team.

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

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When should a Salesperson walk away from a sale?

Posted on February 13, 2024 | by Sienna

I have walked away from many deals in the past and I will continue to do so if it is not the right fit, or it feels wrong. While writing this I’m taken back to the very first time I walked away from a sale, actually, I actively discouraged the person to buy.

I moved back to Ireland from Guernsey in the Channel Islands in the 1990’s and it was the height of a recession. The only thing I was qualified to do was in hospitality and I could not find any employment. So, I took a job in sales, something I thought I would never do. However, this was not any sale job, this was selling life insurance, door to door, commission only. I thought, “welcome to sales”!!!

Back then we went into the office on a Monday, took out the yellow pages and hit the phones to make appointments, 100+ calls a day to get three, maybe four appointments. On one of these appointments my BIG boss came out with me.

So, we met at Michael Mc—– house (a modest terrace home south of Dublin) and the first thing I noticed was that the outside was very unkempt. When Michael greeted us, he was so lovely, and we were given tea and biscuits. On the icebreaking part of the meeting, it transpired that he knew my father and that was the reason he agreed to meet.

The sales pitch began, and we were on fire… I presented the pack brilliantly and it was going so well, and he was “putting pen to paper”, when his son came down the stairs and asked for (I think new school shoes, I can’t remember) and the response from Michael was something along the lines of “make do as we can’t afford to buy new shoes at the moment”.

At this point I took the contract from him and said something along the lines of “Michael, on second thoughts I am not sure that this is the right policy, based on what you told us I will need to go back and do a little more research.” and we left.

I knew that he was over committing and because of the relationship he once had with my father he felt obliged to continue.

When we were outside my boss “ripped into me” with nearly every expletive you can imagine. He said, “You will never make it in sales as you clearly don’t have what it takes, the killer instinct, you have just ripped up £2,000.” At this I told him to shove it and I went back to London.

As a salesperson, do you know when it’s time to walk away from a sale?

Walking away can be a tough decision, particularly when you’ve invested your time and energy into building a relationship with a prospect. Having said that, there are some situations where it can be the right choice.

Here are 6 common reasons to walk away from a sale as a salesperson:

1. Ethical Concerns

Ethics in sales refers to behaviours that ensure that every customer is treated with respect, fairness, honesty and integrity.

Some common examples of ethical issues in sales include:

Selling a product rather than a solution
Telling only part of the truth
Lacking accountability

If the product or service you’re selling doesn’t meet the needs of the customer or if it’s not the right fit for them, it’s best to walk away rather than push them to purchase something they don’t need.

2. Unrealistic Demands

If the customer is making demands that your company can’t fulfil or that would compromise your integrity, it’s better to walk away than to promise something you can’t deliver.

Some of the things salespeople should avoid when a customer has unrealistic expectations include: Arguing with the customer, losing your patience, not actively listening, not looking for other options for the customer.

3. Lack of Respect

Occasionally as a salesperson you may encounter a customer who is disrespectful, demanding or who comes across as rude. The old saying “The customer is always right” is not always the case.

If a customer or prospect is disrespectful or abusive toward you, it’s not worth sacrificing your dignity or well-being for a sale, and it’s time to walk away.

Remaining professional when dealing with difficult customers

4. Price Objections

If the customer is solely focused on price and unwilling to see the value in your product or service, it may not be worth your time to continue the sale.

Objections in sales are inevitable, and a tailored Sales Training Program can assist sales teams with effective objection handling techniques that they can utilise when customers raise objections. However, if your customer is only objecting on price, and you have done your best to overcome their objections, it could be in your best interest to walk away from the sale.

5. Unreasonable Expectations

As a salesperson, on occasion you may encounter customers who have unrealistic expectations. For example, they might push for an unrealistic timeline that would require you to cut corners or compromise quality. When this happens, it’s better to walk away than to risk damaging your reputation.

If there’s a significant gap between what the customer expects and what you can realistically deliver, it’s best to be upfront about it and potentially walk away rather than disappoint them later.

6. The Customer cannot see the Value of your Product or Service

It’s the salesperson’s responsibility to show their prospect the value that their product or service will have. If a prospect can’t clearly see value, they will not buy.

When you have made attempts to show your prospect the features, benefits and value of your product or service, and they still aren’t convinced, it could be time to walk away.

A good tip to ensure you are demonstrating value is to reflect on the conversations you have with prospects. This way you can learn from them and improve your value proposition.

Walking away from any sale is never a good feeling. But remember, walking away doesn’t necessarily mean entirely giving up on your customer. It could simply mean postponing the sale until a better fit or solution is found, or referring them to a colleague or competitor who may be better able to meet their needs.

Sometimes as a salesperson it's best to walk away from the sale

Contact KONA today to find out how we can help to strengthen your sales team with a tailored Sales Training Program.

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

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After 30 + Years I became an Overnight Success

Posted on February 6, 2024 | by Sienna

Grinding It Out – the Real Key to Sales Success

I’m sure some of you are sick of hearing me say this but yet again I was called “lucky” and once again I responded: “I work bloody hard to ensure my “luck” because day in and day out I “Grind it out.”

This is the same if I am practicing my Krav Maga or selling, I don’t expect to receive benefits if I have not put in the work.

Grinding it out means consistently putting in the effort day in and day out, which is a fundamental aspect of achieving success in sales. While natural talent and charisma can certainly help, it’s often the dedication to the grind that separates top performers from the rest. Here’s why:

Persistence Pays Off – “Activity = Results”

The best sales trainers will tell you that sales success doesn’t happen overnight.

It’s about making countless calls, sending numerous emails, and meeting with potential clients regularly.

Each rejection is a step closer to a “yes” and grinding it out means not giving up in the face of setbacks.

Building Relationships

Sales is as much about building relationships as it is about pitching products or services. Consistently showing up, being reliable, and providing value to clients helps to build trust and rapport over time.

Some of the benefits of building strong relationships in sales include:

Influencing repeat purchases
Developing trust
Increased customer loyalty

Continuous Learning

The world of sales is always evolving, with new techniques, technologies, and trends emerging constantly. Those who grind it out are committed to continuously learning and adapting their approach to stay ahead of the curve.

Sales Training can help your team by giving them access to experienced sales trainers who can assist them with learning new skills and refining existing skills, as well as improving their communication and increasing productivity, ultimately leading to an improved overall customer experience.

Resilience and Consistency

Rejection is inevitable in sales, and it can take a toll on morale. Grinding it out requires resilience—the ability to bounce back from setbacks, learn from failures, and keep moving forward.

Consistency breeds success – to be successful in sales, you need consistency rather than occasional bursts of brilliance. It’s about showing up every day, doing the work, and gradually building momentum over time.

Setting and Achieving Goals

Grinding it out in sales involves setting clear goals and relentlessly pursuing them. Consistent effort is essential for achieving success. Whether it’s:

A daily call quota
Monthly sales target, or
A long-term career objective

Putting in the effort to achieve your goals rather than just setting them and “hoping” for the best can go a long way to being successful in sales.

Remember, “Hope is not a sales strategy”!

Ultimately, while talent and skill certainly play a role in sales success, the real key is the willingness to put in the hard work day after day, even when it’s challenging or discouraging. That’s what separates the top performers from the rest of the pack.

Contact KONA today to discuss how we can help your sales team achieve success through our tailored Sales Training Programs.

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

Contact Us