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?
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