Sales Coaching Tip – Sound Bites

Sales Coaching Tip – Sound Bites

When sales coaching your team members, consider coaching them to develop some repeatable sound bites about each product they sell.

By developing and using sound bites for each product, your team members can increase the chances clients will be able to speak more clearly and precisely about those products to others who are involved in their decision to buy.

For example, the other day my husband and I were shopping for a camera for me. Without getting into too much camera tech talk, after speaking with the salesperson I whittled my decision down to two cameras. Let’s call them camera A and camera B for now. The salesperson who had listened carefully to what interested me most in the two cameras started to refer to them as the “30x zoom” (for camera A) and the “outstanding picture quality” (for camera B) ones. At first these sound bites may not seem that powerful. Yet these two repeatable sound bites were continuously referred to by both my husband and I over lunch. We weren’t talking about cameras. We were debating about the benefits of the “30x zoom” and the “outstanding picture quality.” My husband was more engaged in my camera decision that he ever was in the past. These two sound bites fueled the discussion that led to me purchasing the “30x zoom” after our lunch.

As a side note: Here’s a bit of background that might be helpful. Usually when I’ve bought a camera in the past, my husband didn’t usually remember much about the difference between the cameras. But this time, he felt very much part of the process and since then, he has been talking to friends and family about the great “30x zoom.” I wouldn’t be surprised if some of them decide to purchase the “30x zoom” too.

The salesperson’s sound bites got my husband and me referring to the cameras by their benefits not their model numbers. It led to a power sales conversation between the two of us over lunch. And it earned the salesperson the sale.

Who on your team could benefit from developing some repeatable sound bites?

Which products could benefit from the help of some sound bites?

How are you going to help your team members develop some sound bites for those products?

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