The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. They went through a series...
Insight is the starting point. Our Insights should create a dialogue or conversation. It should begin a collaborative process, where we and the customer evaluate what it means for them. If our Insight doesn't start a conversation, we have failed. If we can't sustain the conversation, we have failed.
Sales scripts get a pretty bad rap because they are so closely related to cold calling, and cold calling is annoying. But these scripts can actually be pretty useful, as long as they're written and used the right way.
"Selling," internally, is critical to people getting things done and moving their initiatives, strategies, programs forward. Within organizations, there's always selling going between people and groups, but people don't tend to think of it that way.
Through my career, I've been "taught" and subjected to 100's of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.
Well into the 20th century, miners used canaries as a way to detect methane and carbon monoxide in mines. As long as a canary was singing, all was well. If a canary died, it was time to abandon the mine immediately. It meant the oxygen was running out.
To get someone to buy, they must be comfortable with their decision. If someone answers your presentation with an objection, do you know how to turn that objection into a reason to buy? Many times, that can be the exact reason somebody needs in order to make a positive decision.
Your salespeople need to be the very best you can find, and great salespeople can be hard to find. On any given sales team, a small percentage of the force does a majority of the business, and your goal is to increase the percentage of your team that is making big contributions to your sales totals. Here are a few tips you can follow to build a powerful sales team.
For most organizations, a sale is a multi-step, complicated process. So keep that in mind as you create your calls to action. You'll have a lot more success getting people to take one baby step at a time. Just give them the steps.
It is often said that nothing happens until a sale is made. A corollary to that is if you make a lot of sales,...