EP Huddle #22
Sales lessons can quite often be learned by watching a good parent. One example of how a parent sells is demonstrated in their ability to work with a small child to ensure the kid understands what's going on. Consider the first time the parents leave a child at home, unattended. "OK, so remind me again Johnny where the list of phone numbers is? Great. And, what will you say if someone calls and asks to speak with your mom or dad?" The purpose of these questions is to make sure the kid is on the right track, every step of the way and also to make sure you're not overwhelming him. By breaking it down into mini questions, you're able to make sure he demonstrates understanding of each important instruction.
Salespeople need to do this too. Sure, your ultimate goal is to gain commitment for a meeting or close the deal. But, there are mini checkpoints along the way to ensure your solution satisfies each of their needs.
And, you want to overcome any objection one at a time before you get to the end of the presentation to only find out the prospect doesn't like a few features of your product that were discussed three meetings ago. Not only will this strategy help overcome objections before they arise, it'll immediately improve your commitment rate on every sales call, because you will better customize your conversation to each prospect.
So, here's how it works.
As a team:
Go through your feature/benefit list and come up with as many trial closes as possible. Write them down and role play to ensure everyone on the team has a few key go-to questions.
In addition, make a list of common objections you hear during a sales call. How can you get in front of the objections by asking questions and having a conversation before it's seen as you're rebuking a concern?
EP Huddle #7
We talk a lot about the importance of providing customized solutions to your buyers in order to effectively match what you offer with what they're looking for.
Choosing to not have a one-size-fits-all approach will typically lead to more creative sales, larger opportunities and higher profitability. For instance, one of our clients sells social media reporting to attorneys, insurance companies and employment screening companies. There are ultimately two products for sale, but this company generates about 30% of their revenue by offering customized services to their clients. This means they can create products/services on the fly, and take advantage of the customer demand for obscure products and never thought about needs.
But, sometimes that's not entirely true. Over-customizing can lead to loss in productivity and an over complication of the sales process. Sales people waste a lot of time crafting custom solutions with their managers, and marketing people spend a lot of time trying to promote these newly crafted services. Buyers can get frustrated too.
As a Team:
Talk as an entire company (sales, finance, order management, product development, etc.) and determine the following.
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