Think your sales team could be more effective today if they were hunting for new customers with a shotgun instead of a rifle?
“Rifle selling” is when your sales rep is a single bullet. They’re the only contact for a customer. Everything goes through them with your rep even telling their customer “If you need anything, just give me a call, I’ll personally take care of everything!”
But there’re two challenges with this approach today. Buyers today have little patience. If they have a question, they want an immediate answer without having to wait an hour because their rep is on a sales call with another account. The second challenge is salespeople today are not as easy to get in contact as they used to be due to being overworked, and conducting more face-to-face sales calls than before.
Buyers today want support from your entire team. And the best way to achieve this is by using a “shotgun” approach to selling. To have multiple members of your team establishing multiple contacts within a customer or prospect.
What can you do as the coach and leader, to get your entire sales and support teams more actively connected to your buyers?
Join me as I share how you can shift from this older single-contact “rifle” style of selling to today’s more competitive multiple contact “shotgun” approach to reach out and connect with your important customers. Think it might help them sell even more!