Rocket Fuel: Getting your sales teams back into the swing of things
This is for all of you out there that have sales teams within your business whether it's external or internal. One of the really, really good exercises to do with your sales team to really get them back in the game, get their minds sharp, get them focused, is to go over a couple of things that every salesperson I speak to and have trained over the years needs a little bit of reminding of.
Hi everybody, Julie here, The Sales Ace, bringing you a team sales tip.
So, this is for all of you out there that have sales teams within your business whether it's external or internal.
We're kind of getting back into the year - I can't believe we're halfway through January already! Where’s the time going?!
One of the really, really good exercises to do with your sales team to really get them back in the game, get their minds sharp, get them focused, is to go over a couple of things that every salesperson I speak to and have trained over the years needs a little bit of reminding of.
The first one is objection handling.
So, it’s taking “what are the common objections that you hear within your business?” and as a team brainstorming how you overcome those. It is a fantastic exercise to do to make sure people are really on point, that they are challenging clients’ perceptions, challenging the “no” within the sales process. And as we all know, if we can do that and overcome that, the sale can actually still go ahead.
The other exercise is talking about the benefits of your business and the product and the service that you provide and how it helps the customer. Those of you that are regulars to my sales tips know I always talk about "don't sell on price, sell on value," and how we get to that is understanding the client's needs, wants, issues and problems.
So another really good exercise to do with your teams is to brainstorm: what are the needs, the wants, the issues, the problems? What are the things that the customers are saying to you that you hear regularly?
And then brainstorming as a team as to how we overcome those, and how we work with those, and that would be by using the good old fashioned Features, Advantages and Benefits.
So, in other words, you take a need, a want, an issue or a problem, and you look at:
- A Feature: what do you do with your product or service?
- An Advantage: how it helps.
- A Benefit: how it resolves that problem.
And again, it's a really good exercise to do - it just keeps everybody sharp, it keeps everybody focused. And most of all, it makes sure that you as a business owner are getting the most from your sales teams because they're understanding how to deal with an objection or how to sell the benefits of your service.
That's it for this week - look forward to speaking to you all again soon!
