How to Increase Trust and Influence Sales Outcomes

The Right Mix for Influence

As I endure my Lean journey, I have recently been concentrating on applying Lean to sales. How do buyers make choices and how can I inspiration them is a question on every salesperson's notice. As I explored for the answer, I revealed that it is not one action but rather a mix of engaging employees, helping them accelerate their methods, and line up with both Agile and Lean selling.

How we make decisions

It may sound overwhelming to ponder how to chain those elements. So, permit me to sort out what I have found in my research. Even if today's buyer is more knowledgeable, she is still human and makes decisions like everyone else in one of two states. Billionaire John Assaraf's research found that the first state uses the reptilian part of the brain that is attentive on safety, belonging, and connotation. If a company has a culture of terror, it limits the creativity, the skill to solve multifaceted problems, and the development of unrealistic ideas. It causes people to think out of fear with their emotionless brain.

John and Harvard professor Srini Pillay M.D. found that the other part of the brain, the Prefrontal Cortex, has full access to the brain's resources and can make smart choices. Although survival is always dominant, we can create an environment of relaxation and allow both the seller and the decision maker to use the smart area of their brains. An atmosphere of safety also cultivates trust between the buyer and seller. Your conversation must also communicate that you see the unique qualities of the buyer. Let the buyer know that you are in the situation together and you have similar interests. This method will increase the safety as well as develop trust.

Being Agile

Where does Agile come into the mix? Well, being agile means we must be existing and not led astray by the next glossy thing. Toyota Kata coaching stresses focus and survey. Practice being focused. Concentrating means being present where you are at that moment in time. Listen to what the customer is saying, don't think about the past or the future. It also means don't be unfocused by time wasters. The other part of the Toyota method is to investigate at multiple levels until you get to the root of the problem and then to the solution. By asking questions, you lead the customer to make complex decisions and to take ownership of them. This approach prevents buyer remorse, and in employees, it generates growth and leadership skills. Remember for buyers and employees many decisions are like crossing a swinging bridge over a chasm like those seen on TV shows like Survivor and The Amazing Race. They need to feel safe, so they can switch to the part of their brain that makes smart decisions.

Safety, Clarity, and Vision

How can you help them feel safe enough to switch and to make a decision? The brain reacts to clarity, a vision. Christine Coma ford, the author of Smart Tribes, says that "an emotionally engaging mission, vision, and values statement will help you get connected." In the courses I attended when I became a salesperson and then as a trainer, I learned it is critical to set and to obtain explicit expectations. It is also vital to create a vision by painting a picture with words. That is why storytelling works so well in selling.

Lean Selling and Accelerating Processes

Lean has been applied to built-up with great success for years. However, it is only recently that companies have begun to apply Lean to selling. Many considered sales to be an art and as such Lean was not applicable. Others thought that the latest sales training program or CRM package would solve their income problems. However, Lean does apply to sales. Applying Lean does not mean that the salesperson must change his or her personality. It means that you use the lean tools to define and refine your processes. You must remain relevant to the market and the changing competitive conditions. You must also locate the root cause of missing a sales target. Most often it is the process, not the person. Using Lean to streamline the process will also rush the results.

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