Are your reps utilizing “2nd Step” selling?
Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.
Sales Training Articles
Using “100% Forecasts” to help reps think and plan more moves ahead
Have you noticed most sales reps today do not think or plan enough moves ahead? Most don’t even know until the Fall what they still need to do to achieve their annual quota.
How often do you need to be talking with your customers?
It used to be how often you contacted a buyer was defined by their sales volumes. But today things are more complex. One of the best things you can do is to just ask customers how often they want you calling and bringing new ideas.
What can you learn by doing business with your competitors?
Are you and your leadership team able to do business or conduct blind shopping studies of your competitors? It could be a great way to increase your competitive awareness as to why they’re winning business and what you need to do about it!
Are your reps using their cell phones as effective sales tools?
Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking about why they like doing business with you.
Are your reps successfully utilizing WIIFM’s in their selling messaging?
There’s an old 1950’s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What’s in it for me?”
Are any of your reps guilty of ‘Ready – Fire – Aim?
How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.
Do your reps understand (and use) the 3 basic structures of asking questions?
Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:
How much time are you really spending as a coach and leader of your sales team?
How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?
Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?
There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.