Millennial Sales Leaders, Go Ahead, Be Rude, and Talk About Money!
By the time you read this article, my husband, Gordon, and I will be far away from North Dakota. First, we’ll be visiting family and friends, and then…traveling to Maine, New Hampshire and Vermont to see the breathtaking colors of fall. And all of this will be happening with me at the back of Gordon’s Honda Goldwing.
Why are we willing to take on the added risk and (sometimes) discomfort of traveling on a motorcycle?
Because we are both passionate about seeing the great outdoors…and being unplugged at the same time. Of course, other friends, such as Jay Schuler, climb Mount Kilimanjaro or trek to Antartica.
In a recent Forbes article, I asked, ‘What do you do when you need a sales team to take market share and grow – even during a market downturn?’ Early in my career, I was faced with this challenge. In the Forbes article, I talk about the strategies I implemented to inspire my young sales team to sell with passion and purpose. They found the connection between what they were doing each day and how that served a higher purpose. That connection made all the difference – our sales results improved dramatically. Read the full article here.
Have your Millennial Sales Leaders found the connection yet?
In the article, I also talk about two of the sales weaknesses that might derail your emerging leader’s sales performance.
- An unhealthy need to be liked by their prospects that stop them from uncovering their client’s genuine business needs.
- Struggling to contain their emotions during difficult sales calls causes them to lose their stay-in-the-moment listening advantage.
For more information on this topic, read the full Forbes article here.
What other behaviors do you see in your up-and-coming sales leaders that might prevent them from selling with passion and purpose?
An additional sales weakness that I did not discuss in the Forbes article is the inability to discuss finances with a prospect or client.
Talking about money isn’t rude – it’s crucial
The inability to talk about money with their prospects is another area that can negatively impact your emerging sales leader’s results. According to our research, 65 percent of salespeople are not comfortable discussing money.
When salespeople struggle in this area, they will be unable to uncover the budgetary concerns that might be standing in the way of a sale. This will prevent them from bringing the best solution to their prospect and selling with passion and purpose!
Coach the Millennial Sales Leaders on your team to develop the ability to comfortably talk about money with their clients by doing the following:
- Remind them that selling with the goal of serving requires surveying the whole picture before offering solutions.
- Tell them that talking about money and budget isn’t impolite. It’s just one more step on the journey to discovering a prospect’s or client’s needs and serving them in the best way possible.
- Guide them in facing their fear to talk about money with plenty of role-play scenarios and encouragement.
“I Love the spot-on three key action steps in Millennials Matter: Give Regular and Immediate Feedback and Encouragement; Recognize Their Individuality, and Spot their Talents and Strengths.” ~ Alice Kemper, Amazon Reviewer of Millennials Matter: Proven Strategies for Building Your Next-Gen Leader.
Use your experience to guide your up-and-coming sales leader to sell with passion and purpose. This solid foundation will connect their ordinary work with a higher purpose and maximize their sales acumen.
In an upcoming blog article, I will tell you about the debilitating effect that workplace burnout might have on your Millennial sales leader. Stay tuned for more.
Additional Leadership Resource: Sales Planning for a Millennial Salesforce: How capable are Your Salespeople?
Leadership Lesson: Your constant mentoring support is the best strategy to equip your Millennial Sales Leaders to sell with passion and purpose.
Leadership Question: What might you do to connect the work your Millennial Sales Leaders are doing with a higher purpose?
© Copyright 2018 Danita Bye
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