Can your team prove your “Higher price – lower total cost?”
You don’t have to show on paper you’re the lowest cost, just in range to say “For only a few cents/dollars more, you can lower your risk and make your team’s lives easier.”
How Strong is your team’s competitive awareness?
What can you do to help your team increase all three of their levels of competitive awareness?
How many customers are you “‘One car wreck” away from losing?
What can you do to make sure your reps add more stability to their territory by expanding their buyer connectivity?
Could making Zoom calls as a manager help you increase your buyer connectivity?
Think you can increase your buyer connectivity by using Zoom (or any other video platform)?
Are your reps handling prospects saying “Just send us your info – I’ll call you if I’m interested?
How many of your buyers are saying “If we’re interested we’ll call you.” (and then never calls).
Could using stronger sales aids increase the selling effectiveness of your team?
What can you do, as the leader of your sales team, to make sure your people have the most complete and persuasive message they can be communicating to their buyers?
Your Price is Too High! How are you communicating your value?
Have you noticed how more buyers today tend to only see differences in competitors based on the differences in price and assume everything else is the same?
Could some simple sales training help your delivery drivers to be more effective?
How persuasive are your delivery drivers? If your business uses delivery drivers, consider how much time they spend with your customers. Yet the majority of companies never invest in any selling or persuasive training for their drivers.
Is it time to shake things up with your sales team?
How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?
Are any of your reps selling like my friend Chuck?
How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are?