Looking for a tip to increase efficiency within your sales team?
Here’s one that used by the most successful sales teams on the planet.
Practice through drilling. Yes, drilling.
Specifically drilling successful selling actions on a consistent, preferably daily basis.
Athletes do it. Sports teams do it. Even amateurs sports fans do it, a lot.
If an amateur golfer can go to the driving range twice a week to practice his golf game why can’t salespeople practice objection handling or presentation skills twice a week?
Too many salespeople believe that every sales situation (a presentation or sales call) is different from the next and that each requires a different handling determined by the circumstances at that moment in time.
This is not true! It’s a lie perpetuated by weaker salespeople looking to justify their lack of ability.
Professionals practice their craft over and over and over.
The only circumstances that change in a sales presentation of any kind is the environment and the emotions involved, namely the prospect’s (and the salesperson’s) hopes, desires and fears.
Sales fundamentals on the other hand are always are in use. Exceptional communication skills and a step-by-step sales process should always be followed as it instills CONTROL.
What will you drill?
Amongst other things:
- Your step-by-step sales process. If it’s an eight step process then drill each step and the possible scenarios that arise in each.
- Drill creating agreement, the building block of all great salesmanship.
- Drill objection handling techniques.
- Drill the “price is too high” scenario.
- Drill handling the customer saying “I want to think about it.”
There are a myriad of subjects a good sales manager can focus on.
How exactly are the drills accomplished? Go to SELLability’s Knowledge Center and we will teach you how.
Then watch the Certainty and Competency levels of your sales reps skyrocket!
© 2013 SELLability Technologies LLC. All Rights Reserved.
Recent Comments