Turning B Sales Reps into A Sales Reps w/ Tony Alessandra [Episode 163]

In this episode, Tony Alessandra (founder of Assessments 24×7) and I discuss the four buyer behavioral styles using the DISC Relationship strategy and how sales reps can use this knowledge to adapt their selling style and get those sales.

Bullet Points

• Common roadblocks sales reps have.
• The DISC Relationship Formula.
• What really good sales people do differently?
• How to turn B sales reps into A sales reps.

What are the biggest barriers to success for sales reps?

The biggest roadblock for sales reps are their self-management skills, like organization and time management. Sometimes sales reps take on too much and don’t finish their tasks or under deliver on what they promised.

How can sales reps better connect with their prospect clients?

It starts with how you dress. You want to dress one notch better than your prospective clients. Tony learned this trick in the speaking business. People will give a first impression towards the way you look and/or the way you carry yourself, so make sure it’s a good one.

Can people change?

A lot of psychologists believe from birth to death you don’t change your personality more than 2% unless a significant event has occurred in your life. You can, however, change your behavior and mindset from moment to moment. Can you change your DISC style? Yes.

How can we get good salesmen to be great salesmen?

Let’s use the 80/20 rule. 20% of sales people are naturals. They’re always learning and trying to improve themselves. The bottom 20%, no matter what you do, they just don’t care. What you really want to focus on is that middle 60%, the B players.

The trick to getting B players motivated is to show them either through proof or example that they can increase their sales if they adapt their selling style to the customer’s buying style. Walk them through a training program that helps them understand the differences.

What are Tony’s thoughts on pre-hiring assessments?

It’s definitely a valuable tool, but it’s not the be-all and end-all solution to the hiring process. Tony recommends to use the assessments for about 20% of the decision. Look at their credentials, experience, etc. and determine whether they’re qualified for your position.

Learn More About Tony Alessandra:

What’s your most powerful sales asset?

Tony’s Personality.

Who’s your business role model?

Tony’s first sales manager, Ricky, when he was starting out.

One book every sales person should read?

Psycho-Cybernetics by Maxwell Maltz.

What’s your favorite music to get you pumped up?

The Manhattans, Smokey Robinson, Luther Vandross.

One question you get asked most frequently by salespeople?

How do I effectively sell against strong competition? Write down your advantages/disadvantages, then write down your competitor’s. Once done, write your advantages on how you stack up from them. In the disadvantages section, make sure you have answers for those disadvantages, because those are very likely to come up as objections when pitching a customer.