Every month, we highlight outstanding achievements of our salespeople. This time we talk to Athena Rochas Decock, she was salesperson of the month for January. We asked her some questions to get an insight into her strategies, experiences and what influences her success.
What specific strategies or approaches have you used to excel in your sales performance this month?
My main focus was on wanting and being able to help my clients. This meant actively listening to their needs and showing interest in what they had to say.
This approach allowed me to gain a deeper understanding of their situation and needs.
I also paid a lot of attention to self-improvement. I participated in role plays and revised my scripts to make my sales successful. Instead of just striving to close deals quickly, I took the time to carefully execute each step of the sales process, i.e.; accomplish each step of the straight-line to get my product properly explained to the customers so that they would not still be left with questions when I am gone.
What role did GR Solutions play in improving your skills and performance as a salesperson?
GR Solutions, especially Gilles, played a crucial role in my growth as a salesperson. The guidance and support I received from him helped me progress quickly. Gilles was always ready to answer my questions and adjust me where necessary.
His insights and encouragement have helped me and this has also had a great impact on my January monthly score. It went from 0 to 100 very quickly, in a short time.
When I started selling in October, it was kind of exciting as I knew nothing about sales and energy before this. I could also always fall back on him when the going got tough, because the job is not easy. But when there is someone to keep an eye on things and someone to make adjustments when needed, like Gilles, it is possible to grow quickly.
What would you advise to other salespeople who want to improve their performance and also become "Salesperson of the Month"
I would recommend focusing on continuous improvement. It is essential to be open to feedback, adapt your strategies to changing market conditions and always put the customer first. Therefore, you need to take your time and explain everything in detail, because not everyone immediately understands what it is about. They don't tell you this on a daily basis, as we do.
Also, really believe what you convey yourself and stand behind your product/concept. Having faith in yourself and what you sell is also very important, because if you don't trust/believe in yourself/product, how will they...
What was your turnover figure?
€182.548,54
How did being recognised as "Vendor of the Month" motivate you to go even further next month?
It certainly motivated me, it obviously feels good to win. The feeling I experience as winner of the month is nice, but this also fades. I now mainly show up as someone who comes to help, rather than someone who comes to sell something.
So my motivation to keep helping people also wants to continue. That is where I get my energy and drive from, because winner of the month says it myself; you are a winner, but of one month. So this is fun for a while, but winner of the month is not what I communicated as a commitment.
How did you strike a balance between addressing customer needs and achieving your sales goals?
In my approach as a salesperson, I have always strived to strike a balance between addressing customer needs and achieving my sales goals. As a consultant, my primary goal is to help my clients make intelligent decisions; my other goal is to get a good grade.
One thing results in another; if I can help many people, I automatically have a good grade. By asking questions and being curious, I can fully understand their needs and advise them on the best solution for their situation. After all, many people are giving up on high energy prices at the moment. When I visit people, and it ends in a deal, I also go home feeling satisfied and thinking that I can offer them a worry-free future, as well as a secure future. With our system, customers clearly know what awaits them every month. If they don't choose our system, their future looks uncertain because they will depend on third parties, with our system they are self-sufficient.
What aspects of GR Solutions' training did you find most valuable in your growth as a salesperson?
GR Solutions' training sessions have helped me grow as a salesperson in several ways. The role plays were particularly valuable, as were the short coaching sessions with Gilles on the phone. These trainings increased my self-confidence and equipped me with techniques needed to perform effectively as a consultant. We can also always call Gilles or Kaltrina if we are left with any ambiguities and this is also a great added value to GRS; you are never alone. The co-advisors are also always willing to help. We share the same values and standards at GRS and you notice this in the atmosphere every time.
Can you share a moment when your approach as a salesperson had a positive impact on a customer and how that inspired you?
One moment that particularly inspired me was when I made a positive impact on clients through my approach as a consultant. After a long conversation with a couple, in which I understood their situation and was able to help them with a suitable solution, I had to go back to measure the attic. They thanked me with flowers. This confirmed for me the importance of trust and transparency in my relationships with clients, and motivated me to continue my efforts in helping others.
In January, I visited a customer. He had no hot water to shower since two months because his electric boiler was old and consumed too much. I was also able to help that man. These moments are very valuable to me.
Summary
Athena, seller of the month for January shows what is possible in a short period of time. As a seller, success doesn't have to take years, you just have to be willing to go all the way. Be open to feedback and learn from those who have been in the business for years. Congratulations on your handsome achievement, Athena!
