PRECISE Leadership - Sales and Marketing Training
Example is not the main thing in influencing others. It is the only thing.
The best sales presentations to customers are ones that are pre-planned. There are specific objectives, prepared questions, a tight presentation, specific answers to common objections and a repeatable way to get customer agreement. Average and below average sales leaders, however, don’t practice what they often preach. They too often get on the phone or sit with their internal customers (aka their employee) to have a discussion or coaching session, but don’t do the same planning they would expect of their own employee.
First, understand that your #1 job as a sales leader is to develop your people. Which means you need to set aside specific and consistent time to do nothing but coach. And your preparation for your coaching sessions is as important as your salesperson’s prep for a sale.
So this week, before every conversation with a team member, think through the following:
- P reparation- What is the objective of your conversation? What do you wish that person to do as a result of your talk?
- R espect and Trust- What will you do or say to bring the walls down so your associate opens up?
- E ngage with questions-What specific questions will you ask to get the information you need to help them improve?
- C onvey Solution- What specific advice do you have? How will it help them? Why should they do it? When should they do it?
- I ndecision- What will you say if they have objections? Preparing your responses will insure you remain composed.
- S ecure Agreement- What do want? What will you say to get them to agree with you, and then commit to act?
- E xplore- What other opportunities exist to make them better?