There are two words that are guaranteed to knock your sales team’s quota out of the park.
You don’t believe me…do you? You’ve clicked on this episode of the Sales Management Minute totally skeptical of my claim about the two words guaranteed to help your sales team sell more. After all, what words could a sales person possibly say that would make a prospect buy?
Well, there aren’t any. These aren’t two words that sales people say. Yet, if you instill them in the minds of your sales people, they will sell more. I guarantee you!
These two words are Synergy and Priority.
Synergy is your sales person’s ability to match the needs of a prospect with the capabilities of your company. It means mastering the product and needs analysis to develop a solution. Synergy gets the deal into the pipeline.
Priority is the motivation for the prospect to buy today…not tomorrow, today. Just because a problem and a solution have been identified, doesn’t mean that it needs to be addressed today. Have your sales people ask themselves why the prospect should pursue this solution today. If the answer is weak, so is the deal.
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.