One of the ways we can help our reps be more successful is to make sure they have all of the TACTICAL skills they need in selling. Tactics of selling are the multiple steps, structures, processes and things that you have your people do that will make them more persuasive, make them more effective, and help them increase their sales.
How tactically strong are the members of your sales team? The challenge is most sales people are weak tactically. You can test this with your team. Individually ask each of your reps if they can write down the steps of a sales call? Bet they don’t even have them defined, nor are they likely following them when on their sales calls. To help… there are five steps to a successful sales call:
1st – Lower resistance
2nd – Ask questions to learn and qualify
3rd – Present your solutions (based on what you learned)
4th – Have some type of closure or commitment
5th – Agree and set up your next call/contact
The steps of a sales call are one of the most fundamental best practices in selling. How did your team do when you asked them to write down the steps? Think if they were using these steps, they could be even more successful? Join me on today’s video to learn several additional selling structures you can use to show how and why improving your team’s tactical selling best practices can help them sell even more!