In complex sales, every prospect meeting means moving one step closer to the deal…at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.
One of my favorite hobbies is powerlifting…the bench press to be more specific. When I ask someone to spot me, I tell them how many times I plan to press the weight. When I’m done, I’m happy if I met or exceeded my goal. And, I’m ticked if I miss it.
Think about your sales team as they conduct a prospect meeting. When they call you afterwards and say they had a great call, what does that mean? If it simply means the prospect was a nice guy, we’re all in trouble.
Salespeople should have a goal – or a set of goals – for every prospect meeting. Of course, based on where they are in the sales cycle and who they are meeting with…the goals are different.
Before your salespeople go into a call, ask them to think ahead two hours. This was a great meeting if what happened? If they know the success goals, it makes it easy to develop their meeting plan strategy. The actions in the call map back to the goals.
Use this sales call approach and your salespeople will know for sure if they had a great call or a flop and so will you….
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.