In the second of our exclusive blogs from specialist training provider and CMJ approved supplier Virada, managing director Debbie Barrow delves into what really creates top sales performers in the jewellery industry.
What EXACTLY do top sales performers do, that makes the difference? Is it natural ability? Experience? Or something else?
I set out to uncover the answers and threw everything at this quest – months of psychometric and behavioural assessments, interviews with sales people and their managers and observing 100s of sales interactions. I even filmed some of the top performers and spent days carefully examining the footage.
Everything was put under the microscope. The findings may test your assumptions. They certainly did for me. I learned that the number one factor that separates the best from the rest is mindsets. Here they are:
- Motivation
Being goal-driven, planning what you want to achieve and how you’ll get there. This helps to overcome obstacles because motivation drives you through it.
- Confidence
Confidence is a major factor in achieving success in many areas in life. It doesn’t mean that you feel 100% confident ALL the time. It’s more about having a general positive belief in yourself and what you’re capable of.
- Resilience
This is about managing worries and fears and being able to take a risk. It’s about stepping outside of the comfort zone to try things that may not work, even if you’re scared. It’s also about recovering quickly when things don’t go to plan, focusing on learning and moving on.
- Solution-focus
A “can-Do: way of thinking, focusing not on what CAN’T be done, but on what CAN be done. And focusing not on what someone ELSE should do, but what YOU can do.
- Action-oriented thinking
Reflecting on what needs to be done, how and by when. Then doing what’s needed and putting in the effort to make things happen.
- Self-control
Keeping calm and positive even when the pressure is on, rather than allowing limiting emotions such as annoyance or frustration to take over.
- People-focus
Enjoying interacting with people and being interested in learning about them. Also, wanting to have conversations with customers which go beyond talking about “the product”.
- Interactional awareness
Having a laser-focus on others. It’s paying attention to everything; all the nuances such as a customer’s eye movements, pauses, a word, how something is said and what’s not being said.
These eight mindsets relate to a positive outlook about self, others and situations. Now a good question I’m often asked is: Can this thinking be developed in people? The answer is yes. I found this to be true after coaching people on exactly the mindset needed. I was blown away by some of the transformations.
But clearly, you can’t just think positively and expect sales success to happen. Selling “skills” need to be learned too. But here’s the thing – having positive mindsets creates the foundation for sales skills to become natural and effortless.
My fascinating discovery about what really creates top sales performers led to the creation of a now-proven formula that has helped many jewellers to achieve award-winning and sustainable sales results.
Debbie Barrow, managing director of Virada Training, wrote this blog exclusively for the Company of Master Jewellers. To find out more about how Virada can support your business now and in the future, contact Debbie on hello@virada.co.uk or visit Virada’s website.
