Sales Coaching Tip – Fire Hose Monologue

Sales Coaching Tip – Fire Hose Monologue

 

What you, your team members and their prospects mean by the same word can be different. In fact, it can be so different it causes sales to take longer or be lost.

Let’s play out a real example.

Picture this: you’re the prospect looking to buy ABC product for your company. You arrange to meet with Samir, a rep for a demo of the ABC product.

You perceive that there’s no need to clarify the meaning of the word “demo” as you both are in sales and “demo” is a universal term. Yet you discover how wrong you are in your assumption.

You define the word “demo” as an interactive conversation when a salesperson shows a prospect how a product works according to the prospect’s needs.

Yet when the Samir meets with you, his behavior of launching into an hour-long monologue (without a breath) clearly demonstrates that his definition of a “demo” is different. It’s a download of all the information he knows about the product with no interaction with the prospect. To make matters worse, his fire hose monologue content is identical to the demo video on his company’s website.

The “demo” meeting is not a good use of your, the salesperson’s or the company’s time. Imagine what Samir’s next coaching session might include if his sales manager knew how he defined “demo.”

Word blunders can be the root of slow or lost sales. They are the reason you’ll find it helpful to ensure you clarify meaning with your team members during sales coaching.

This can be done by asking simple questions such as, “What do you mean by…?” and “What did the prospect mean by …?”

Once you’ve asked your question, sit back and listen to your team members explain the details of what happened during their sales conversation. You’ll quickly discover if the picture in your mind matches the picture in theirs and you’ll be able to adapt your coaching accordingly.

Continually clarify what your team members mean during your sales coaching. This will help you and them better navigate their sales conversations.

Who on your team defines words differently than you?

Who on your team defines words differently than their prospects?

What are you going to do reduce the word blunders they engage in?

 

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