You Know What To Do, But Do You Really Know How?

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Do any of these phrases sound familiar to you or your team?

  • We need to build value…
  • I have to differentiate myself from the competition…
  • I need to set strong expectations…
  • I need to build rapport with the prospect…
  • Just need to ask really good questions…
  • I have to establish trust…

Take a look at the most common phrases mentioned above from a sales perspective. How many times have you or someone on your team mentioned one of these phrases?

Here is the challenge: 
Too often in a conversation with their sales manager, a rep makes a statement like “I have to show value.” The manager hears the buzzword “value,” and then assumes the salesperson knows what to do to actually accomplish this milestone. Too often this isn’t the case. Most sales reps know what to do. The true disconnect is how to truly execute.

Next time you are with your team, ask the question: “How do you specifically build value in a sales conversation?” If you receive 27 different answers, it will help explain why it's hard to achieve consistency.

Selling isn’t about knowing what to do. A true sales professional knows what to do and exactly how to do it. If you take the subjective ("You need to ask good questions.") and make it objective ("Your questions should elicit an 'I don’t know,' or 'That is a really good question.'”) the how becomes easy.

 

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