Sales Coaching Tip – Brainstorm with Your Team
It’s sometimes helpful to step back and brainstorm with your team members about the reality of today’s sales environment related to what they say, do and ask on the phone.
Today’s customers are more sophisticated because of their easy access to information and reviews about the product(s) you are selling. For this reason, your clients don’t “need” your sales team for the same reasons they once did.
It all boils down to the relationship your team develops with each and every client. This is where you and your team can do some brainstorming.
Consider brainstorming with your team members during your coaching sessions how they can be even more focused on the client relationship. What are they doing to improve the client experience? What are they doing to demonstrate they really understand each client? What are they doing to be more helpful to clients today than they were yesterday?
You can facilitate this with your questions. You want your team members thinking more from the client’s perspective.
Often your team has gems of information from your industry that can be immensely helpful to clients that your team may not be aware of since they are so close to it. You know the old adage. Sometimes we are too close to things to see the value they have.
By giving your team members the chance to brainstorm how they can truly understand and help clients better, you will help facilitate them to take their relationships with clients to the next level. This will make your team and company stand out above the others. When all things are equal, clients will buy on relationship.
What is your team doing currently to demonstrate they understand clients?
What can you ask to help your team members become more aware of their clients’ needs?
What can you ask to get them brainstorming about how to be more helpful to clients?