Sales Coaching Tip – Be A “Sell More” Detective

Sales Coaching Tip – Be a “Sell More” Detective

Before you engage in a conversation with your team members about how they can sell more, play detective. Explore with them what they are doing currently to sell additional products. This will give you solid ground to launch into your “selling more” sales coaching.

During this discussion, listen for what your team members are doing well and what areas they are having challenges with relative to selling additional products. You may even want to listen in or accompany them for a few calls so you have a clear picture of what they actually do to sell more.

During your exploratory discussion with your team members, discover what they are doing to:

  • Transition to selling more
  • Introduce additional product(s)
  • Position other lines of business
  • Determine which line(s) of business to offer
  • Close the sale of additional product(s)
  • Manage their time when selling additional products

Once you’ve done your detective work and discover what assistance your team needs, adapt your sales coaching accordingly so it will be more targeted and therefore more effective. With this approach, you’ll help your salespeople sell more.

Who on your team needs help with selling more?

What detective work are you going to do to discover each team members’ “selling more” needs?

How are you going to make your “selling more” coaching more targeted for these team members?

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