preparing & leading your team to sales success - slideshare edition
TRANSCRIPT
Preparing & Leading Your Team to Sales Success
- Slideshare Edition -
Welcome Your Presenter:
Deb Brown Practice focus:
Sales coaching Sales training
Clients include: Small businesses Growing companies Fortune 500
Our Services
Sales and customer service training and coaching.
Rooted in our 4-step methodology. Proven results for business owners
and sales teams from small companies to the Fortune 500.
Our Services
Learn more at:www.DebBrownSales.com
Our Services
Applied leadership and sales approach. Sell in a way that aligns with your values. Dynamic and holistic approach based on
the example of Jesus of Nazareth. Sales training & coaching integrated with
leadership development.
Our Services
Learn more at:www.SellLikeJesus.com
Today’s Agenda Preparing for sales success Personal preparation
Prepare your sales schedule Prepare for sales calls Prepare for follow-up
Process preparation Know the goal Prepare for the Q&A Script from start to finish Set and confirm expectations Always be open to options
Defining Sales Successfor Your Team
What is Sales Success? Tactical answer:
More closed deals More customers More revenue More results
What is Sales Success? Strategic answer:
Better-qualified opportunities More efficient use of sales team
time Higher close rates Longer customer retention Higher average dollar sales Stronger customer loyalty and
support Increased market presence
What is Sales Success? Team answer:
Everyone hitting their tactical goals
Everyone aligned around strategic goals
Sales and non-sales people areclearly on the same page
Customer satisfaction continues from pre-sale through post-sale experience
Components inSales Success
Components in Sales Success
Two key components:
Components in Sales Success
Two key components:
Personal preparation The steps each person takes individually
Process preparation The steps essential to the sales cycle
itself
Components in Sales Success
Two key components:
Personal preparation The steps each person takes individually
Process preparation The steps essential to the sales cycle itself
Successful sales leadership focuses on both kinds of preparation across the team
Components in Sales Success
PersonalPreparation
ProcessPreparation
Sales TeamLeadership
Preparation for Sales Success: Personal Focus
Personal Preparation Step 1: Prepare your sales
schedule
Personal Preparation Step 1: Prepare your sales
schedule Organize around key blocks of time Set a rhythm that can flow each week Consider time requirements for:
Reviewing opportunities Inbound and outbound communications Prospect and customer follow-up
Set aside clear time for inside sales and outside sales activities as well
Organize consistent meeting blocks Set aside travel and prep/follow-up time
Personal Preparation Step 2: Prepare for your sales
calls
Personal Preparation Step 2: Prepare for your sales calls
Prepare ahead of time for all sales calls Both in person and phone-based
B2B preparation: Research the prospect on LinkedIn Review company website Learn prospect’s market and competitors
B2C preparation: Learn about prospect’s neighborhood Prospect’s profession, interests, profile Potential decision factors/influences
Personal Preparation Step 3: Prepare for your follow-
up
Personal Preparation Step 3: Prepare for your follow-up
The greatest challenge for sales success is lack of consistent, timely follow-up
Make key commitments: Select and use a CRM system Track and prompt your follow-up decisions Make time for follow-up after every sales call Set aside follow-up time in each day’s schedule
Preferably at the end of the day Next morning at the latest
Don’t do anything else until afteryou complete your daily follow-ups
Preparation for Sales Success: Process Focus
Process Preparation The heart of your sales process:
Sales calls are the heart of the sales process Conversations are the heart of sales calls
Focusing on process: Be prepared for every conversation to
Sell from strength Be more relaxed and confident Engage in deeper dialogues with prospects Strengthen relationships
Key: crafting the conversation
Process Preparation Step 1: Know the conversation
goal
Process Preparation Step 1: Know the conversation goal
The goal of every sales cycle is a sale… …the goal of every sales conversation is not
Establishing prospect <> product fit Potential goals (each requires preparation):
Making initial contact to explore potential interest Qualifying the lead for an appointment Identifying budget and decision factors/priorities Strengthen trust Building the relationship Agreeing on steps (and timeframe)
Process Preparation Step 2: Prepare strategic
questions
Process Preparation Step 2: Prepare strategic
questions Good sales conversations are built on
good questions. Questions allow you to:
Control the sales process while gaining valuable information and insights
Bring points to the prospect’s attention that they may not have thought of before
Demonstrate confidence and credibility Focus on questions first
The more questions you ask the prospect, the stronger your answers will be when the prospect asks questions of you
Process Preparation Step 3: Script the start, end &
next steps for each encounter.
Process Preparation Step 3: Script the start, end & next step
Choreograph each stage in the conversation: Start (“How should we begin?”) End (Okay, what’s next?) Next Steps (Discuss what happens next)
Key tips for choreographing a sales conversation Ask questions first (don’t focus on answering first)
You might answer early questions with ”Let me learn a little more from you so that I can answer that question well.”
Use “we” instead of “you” and ”I” (shared process) Agree on clear next steps each time to help the sale
along to its logical conclusion.
Process Preparation Step 4: Set and confirm
expectations
Process Preparation Step 4: Set and confirm expectations
Do this at the beginning of the conversationand again at the end, every time
Use questioning as a key way to respond ”I would be happy to bring our “expert” to a future
meeting. In order for that to be successful, let me ask you a couple questions…”
Ask the prospect to confirm understanding when you’ve answered their questions
Perform regular ‘check-in’ steps
Process Preparation Step 5: Always be open to
options
Process Preparation Step 5: Always be open to
options Stay focused on the process, but adjust
course as conversations evolve Be flexible, but not compromising,
knowing that not every prospect is a good fit to become your customer.
Remember, you can influence the client to buy but you can’t control when The deal will only close when the prospect is
ready
Key Takeaways
Key Takeaways & Summary
Sales success is defined on three levels: Tactical > Strategic > Team
Team success focuses on two priorities: Personal preparation for sales success Process preparation for sales success
The role of the sales team leader is to guide the team members through these steps together The focus of personal preparation is on
readiness and self-management of sales time and resources
The focus of sales process preparation is on choreographing effective conversationswith prospects and customers
Key Takeaways & Summary
PersonalPreparation
ProcessPreparation
Sales TeamLeadership
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Includes key points & ideas
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