Selling More

Selling More

When it comes to selling more, you really are dealing with two questions: “Does your team know what to ask, say or do to sell?” And “Are you providing them with effective sales coaching to help them sell better today than they did yesterday?”

Let’s take each question one at a time.

Does your team know what to ask, say and do to sell? When you are providing sales training for your team you want to look at what questions are they asking to get clients talking about their needs, what information and client success stories are they sharing to clearly communicate the value your products/services have to offer and what are they doing (or not doing) to build trust and demonstrate their competence.

If your team can focus on these, you have a winning sales training focus that is guaranteed to help your team increase their sales.

To help you with your sales training, read more about our sales training.

Then comes question number two, Are you providing them with effective sales coaching to help them sell better today than they did yesterday?

When it comes to your sales team coaching, you want get into the specifics of one sales conversation at a time. It’s not about theory. It’s about the specifics.

To give you some context, it would be like a nutritionist helping a client with a weight loss issue and asking them what they typically eat verses what they ate. Imagine if a nutritionist asked what you eat (the theory). She might get a nice list of your food choices: chicken breast, vegetables, a baked potato, an apple (for a snack). Yet if she asked what you actually ate last Sunday between lunch and bedtime (the specifics), might you have a different list? Nachos with sour cream, fried chicken with French fries, cold slaw, and a chocolate banana split.

Specifics are your key to helping your team sell more. Don’t get your team talking about what they typically do (the theory) but rather about what they asked, said or did in a specific sales conversation. This is where your sales coaching gems lie for helping your team increase their sales so they can sell more, better, more often and sooner today than they did yesterday.

To learn how to better sales coach your team, read about our sales team coaching or coach training.