Category: sales personality test

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SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith

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Leanne Hougland-SmithIn this episode we learn how the roles of sales professionals are like a Colonial 3 Pointed Hat. Our guest today is Leanne Hoagland-Smith. Leanne is a small busines management consultant for her own company Advanced Systems. She calls herself an H2H Heurist and we’ll talk some more about this in a bit. She is a columits for the Chicago Sun Times and a published author of the book “Be the Red Jacket in a sea of Gray Suits”.

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In This Episode

We spoke about three roles sales professionals “spin” through:

  • Collaborator
  • Consultant
  • Facilitator

Sellers are managers of the  3 Pointed Hat. It spins depending on the course of the conversation.  They should be  heurist,  someone who guides or discovers. This is how Leanne came to the notion of  H2H is human to human, the most important assets of any company.

What skills do professional sellers exhibit?

  • Flexibility
  • conceptual thinking
  • active listening
  • silence
  • goal setting
  • Follow up
  • Self starting
  • Understanding motivations

Sellers don’t create value, the products and services do. Watch out for ego she warns.  it can make you pushy

As you can tell Leanne is wealth of knowledge when it comes to sales. She is very well read and works hard to stay current on emerging trends in sales and her blog

Items of Interest

Below are the links mentioned in the in the podcast.

This is Leanne’s website Advanced Systems http://www.processspecialist.com/
This is her Be the Red Jacket in a Sea of Gray Suits: The Keys to Unlocking Sales Success

This is the worksheet  Leanne share regarding the 3-Sales-Roles

This is her LinkedIn page https://www.linkedin.com/in/leannehoaglandsmith
This is her blog    http://increase-sales-coach.com/
This is the blog post we spoke about http://increase-sales-coach.com/sales/top-sales-performers-spin-hats/
and lastly, this is is her column in the Chicago Sun Times

 

Selling With Confidence Webinar

This November in a one-time only, LIVE webinar, I’m going to show exactly what I  do when it comes to sales. This is a new thing for me and I’m excited to show you exactly:

  • how to understand your  ideal customer
  • how to speak their language and  ask great questions
  • how share solutions in a persuasive manner
  • how to slowly close the deal to  win the sale

This is  my  complete process.. I will show you how I approach sales,  and I’ll give you full permission to copy me.

So if  you want to finally start “Selling with Confidence”,  go to   Selling with Confidence   to learn more!

 

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BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5

We train coach consult and teach a selling style that fits your personality and works.

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iTunes Art WorkV2Sales Personality Test

In this episode I  interview Nancy Zare who will explain how you  can crack the personality code of prospective clients in less that 90 seconds.

Nancy  is a Sales Trainer and Coach with the B.A.N.K. Personality Sales Training System.  BANK is a personality sales test analysis system,  and from the website it states it will  “integrate the concepts of the four personality types together with the most effective sales scripts ever created and teaches a step-by-step system to Crack the Personality Code and take it to the BANK”.  

Nancy is former  professor and expert  in  social work and corporate mental health. She is  now focused on entrepreneurs who are uncomfortable with sales and coaching them how to attract and land their ideal clients.

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In This Episode

In this episode we will discuss the BANK personality test  types:

  • Blueprint
  • Action
  • Nurturing
  • Knowledge

We’ll learn that each of us has a primary type and it’s to the seller’s advantage to understand the personality type of prospective clients. By the end of this podcast you will learn how you can assess yourself and and use this method to better understand your customers.

Items of Interest

In this podcast we referenced the following:

Breakthrough

I highly recommend you take a moment and get your own BANK code and find your predominant personality type. As a sales professional, one of the skills you will need to sharpen is your ability to read your prospective clients. People can be complex, and vague stereotypes are often misleading. But the better you can assess a person’s tendencies towards decision making, the better you can communicate and discover their needs and their desires and  see if you have the solutions that service them. The quicker and better you get at reading people, the  more business you’re going to close.

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What do you think?

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