There are two words that I personally guarantee will help your sales people sell more than ever before. Listen to this episode to learn those two words…and put them into practice.
So you are listening to this episode because you saw the title telling you I had two words to share that would help your sales team sell more than they ever have before. These are two words that are so powerful that I personally guarantee your salespeople will perform at levels that they never thought possible…if they master them. Unfortunately, they are not words they will ever say to a prospect.
Those two words: synergy and priority.
Synergy is your salespeople’s ability to identify prospects’ challenges and map them to solutions.
Priority positions why the prospect should solve this problem, ahead of all others, right now.
Synergy gets deals into the pipeline. Priority gets them to come out of the other end.
How do salespeople master synergy? The key is the needs analysis discussion. They should be playing the ultimate matching game between buyer needs and supplier capabilities. And, it is needs analysis that provides the information they need to position priority.
If they can’t effectively position priority, not even RotoRooter will be able to unclog their sales pipelines.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.