Carolina Consulting has reviewed the psychology and mindset
behind successful salespeople, and how to coach these personality
traits to success.  By researching methods of coaching to suit
different personalities, Carolina Consulting has highlighted
options businesses can take to boost productivity in their sales
teams, and maximise results.

Carolina Consulting observed common findings
in studies by Kelley Robertson of the Robertson training
group, a seasoned business professional from Burlington
well-known for delivering compelling sales presentations and
training workshops, from his opinion on the
10 Characteristics of a successful salesperson. Carolina
Consulting have explored how to coach a business’s sales force to
put more focus on a these successful traits.  The three traits
most interesting to
Outsourced Sales brand Carolina Consulting are Persistence, the
ability to listen, and setting goals including taking
responsibility for results.  To teach a sales person to
develop these skills allows for stronger client relationships to be
formed as well as allowing a person to achieve goals
effortlessly.

Carolina Consulting is aware that running a
business or a team requires persistence and that obstacles will
arise on a daily basis regardless of how well planned a project may
be. It is this ability to overcome challenges that will determine
the outcome of the project, teaching a person to explore
alternative options encourages them to become a forward thinker,
the goal here is to push them towards thinking of solutions, then
highlighting the positives and drawbacks of each option allowing
the individual to predict the best possible outcome. 

Carolina Consulting recognises a common
misconception in sales is to think that you need to pitch a product
or service. Kelley Robertson highlights that a great sales person
will listen: "Great sales people know that customers will tell them
everything they need to know if given the right opportunity". They
will ask questions that are aimed specifically at gaining answers
that will highlight buying signs.  Knowing buying signs and
knowing when to close is a key skill, Voss Graham author, consultant, coach and speaker, highlights phrases that
highlight that an individual is displaying buying signs, looking
out for relaxed body language, smiles or phrases to the effect
of "this is great, I can see this working for us,
or wow, this will make our life so much simpler!"
or if they begin to haggle over details, are clear
indications that a person is ready to buy.
Carolina Consulting uses buying signs through many
of their sales campaigns and agrees being able to identify these
will allow sales to be closed during a period of impulse and
ensuring consolidation of that sale.

For a sales person to be successful Carolina
Consulting places value on the importance of goal setting and being
held accountability of results. Jack Bertok of Carolina Consulting
comments "Goal setting is great for motivation and visualising the
end result, but having excuses of why goals aren't achieved is not
acceptable, a person's results are determined by their actions and
attitude towards a task, having a 'can do' attitude is a must in a
sales environment".  Carolina Consulting promote having a well
planned approach to a task is a great start to achieving success in
a project, it is also important to highlight the importance on
having a great attitude will have on results. Successful sales
people know that their actions alone will determine their results
and they do what is necessary. Coaching this theory requires clear
expectations to be identified from the outset, and needs to be
followed up to check progress at specific stages.

Carolina Consulting appreciate the importance
of effective team management and the effect it has on the results
that are achieved, implementing regular training to allow continued
success. It will also be a great opportunity to highlight any
area’s that need strengthening to ensure maximum productivity is
achieved. 

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http://carolinaconsultingltd.co.uk/home/ 

About:  Carolina Consulting is a premiere privately
owned and operated company with over 10 years of outsourcing direct
sales experience.  Helping our clients increase their market
share combined over 25% and a new client base of over one
million.  Expanding into the UK in 2008 from USA, Carolina
Consulting has doubled in size and will exceed growth expectations
of 10 locations across Great Britain by 2012.  International
expansions to South Africa, New Zealand and Australia are expected
by 2013. 

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Contact Name:Jack Bertok Role:Manager Company: Carolina Consulting Contact Email:click to reveal e-mail Contact Phone:0151 227 2799 Company Website:http://www.carolinaconsultingltd.co.uk/