TIPS


Consultants 0 2 0 2


Leading Sales


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Charlie Thackston President SOAR Performance Group


Charlie Thackston has a passion for helping companies grow. This passion led to the founding of SOAR Performance Group, a


consulting and training company where he serves as president. SOAR Performance Group has a constant focus on helping clients drive changes in go-to-market strategy, sales approach, and sales skills to achieve new levels of performance. His prior experience includes sales and marketing leadership roles for early-stage venture capital-backed technology companies. He is the author of Change Velocity: The Secret to Leading a Successful Sales Transformation and earned his master’s degree in business from the University of Georgia.


Areas of Expertise • Revenue acceleration through sales transformation initiatives


• Elevating team performance through sales leadership and team development


• Pivoting go-to-market approach through coverage model and talent alignment


Website: http://soarperformancegroup.com/


LinkedIn: https://www.linkedin.com/company/soar- performance-group-inc-/ https://www.linkedin.com/in/charlie-thackston- 65308b1/


Twitter: https://twitter.com/SOARperformance https://twitter.com/SOARwithCharlie


SELLING POWER MAY/JUNE 2020 | 5 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


SELLING TIP Pay Attention


Attentiveness is demonstrated in two ways: by physically attending (using your body to communicate) and by psychologically attending (listening closely). How attentive are you when meeting with prospects or clients? Next time, keep the following tips in mind: 1. Face prospects directly. This tells them, “I’m here with you. I’m tuned in and ready to squarely face the issues with you.”


2. Adopt an open position. Open arms, demeanor, and smile convey a sense of receptiveness. On the other hand, sitting with a stiff posture or keeping your arms crossed does not encourage an open dialogue or help build rapport. 3. Lean toward the prospect. This demonstrates your interest. Two people who care about each other can almost always be seen leaning toward each other when they’re speaking.


4. Maintain good eye contact. Look at other people’s eyes when they are talking to you, except when you take notes. Take a lesson from entertainers: To make your eyes sparkle, don’t stare at the client’s two eyes directly. Instead, alternate – look at one eye first and then the other. By alternating eyes, you avoid appearing to stare. 5. Be relaxed. At the same time, however, concentrate on the other person. Speak naturally and spontaneously using natural gestures. People can sense genuineness. Don’t forget that prospects and clients respond to both spoken and unspoken messages. Attentive sales- people should give verbal cues (saying yes or “Go on”) or nod their heads in response to show customers they are actually listening and paying attention to them. – WILLIAM F. KENDY


VIDEO: HOW TO TRANSITION A SALES FORCE TO VIRTUAL SELLING


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