We all love cash don't we but do you love KASH as well?!

At MTD Sales Training we use KASH to keep us on our toes and fresh when it comes to selling!

Here's what it is. Go through the questions yourself or pose them to your sales teams.

Keep your team fresh, on the ball and ready to sell!

K Knowledge

Is your product and company knowledge up to speed?

Is your knowledge of the Prospect and their organisation/industry enough to differentiate you from your competition?

Is your knowledge of an effective sales process sufficient?

A Attitude

How is your attitude? Is it right for the customer? Does your behaviour reflect positively and with relevance to the customer environment?

Are you treating the customer in the way that they want to be treated, not the way that you want to be treated?

Do you believe in yourself, your proposed solution and the business benefits you can offer?

Do your thoughts impact your state of mind, and does your state of mind reflect in your behaviour? Yes, they do, so get your thoughts right!

Do you have a well formed plan, complete with outcome, for your meeting?

S Skills

How competent a sales person are you?

Can you research effectively, build rapport effectively, understand your Client and their business effectively?

Can you identify needs and wants in your customers mind?

Can you create wants and needs in your customers mind?

How well trained are you?

How are your presentations skills? Really?

Still focusing on closing the sale rather than influencing your customer to buy? Know the difference?

H Habit

Have you ever considered the impact on your customers that your habits have?

We are not talking about chewing fingernails, nervous ticks or nose picking, but ingrained psychological habits, or habitual behaviour.

My closing thoughts:

Highly skilled and successful sales professionals these days are very focused on encouraging their customers to buy rather than closing the sale.

Using ultra modern business psychology and personality awareness, MTD are experts at enlightening sales forces across the globe, enabling them to treat, consciously, their customers in the way that their customers want to be treated, thus establishing rapport and hyper-rapport, and heavily influencing the purchase decision.

Ask yourself the following question, and answer honestly (!):

Ever come out of a sales meeting or sales encounter, frustrated and without a sale, and voiced the opinion along the lines of 'It was like getting blood out of a stone with that guy' or 'what a waste of time that was he/she will never buy in a month of Sundays'?

Yes? We are sure of it!

Why though, is this a common occurrence?

Because lots of sales people treat their customers as they would want to be treated themselves, not as the customer would want to be treated!

We are talking here about the natural personality and behavioural conflicts that can and do occur between personality and behavioural traits.

Ever heard of Introversion, Extraversion, Sensing, Intuition, Thinking and Feeling preferences?

Ever heard of Perceiving and Judging preferences?

Know the differences?

Know how to identify them, what they mean, and how they manifest themselves in behaviour? (Feel free to call us for more information or to book on our next course to find out!)

More importantly, if you do not even know your own preferences and how they manifest themselves in your own behaviour, how can you hope to adapt your behaviour to suit each and every sales meeting you have?

Understanding 'Self' leads to understanding others, and then you can adapt your approach in order to connect, really connect, with each and every customer you face! Let this new skill become a good habit, consciously!

Habitual behaviour is potentially dangerous in any sales environment, and how habitual are you?

Clear your mind, and answer, without thinking, the following questions:

What is 3 x 3?

What is 2 x 9?

What is 18 + 6?

Think of a vegetable!

Scroll down for the answer.

The answer is CARROT!

Sean McPheat is the Managing Director of MTD Sales Training, a leading UK sales training and consulting company. Sean is regarded as one of the leading authorities in sales training and has been featured on CNN, ITV, BBC and Arena magazine to name but a few. Please feel free to download 20 FREE Audio Sales Seminars at http://www.mtdsalestraining.com/freecourse.htm For further details on MTD's range of sales training courses and programmes visit http://www.mtdsalestraining.com