Bright Idea #15: Sales Success with One Voice, One Team, One Message
A critical key to increasing your strategic success is to sell as a single team with one voice and one message. Do you and your fellow sales pros work as a team? The reality is, most sales teams do not.
Do you want to test to see how independent the members of your team really are? Individually ask several of them how they would answer a prospect asking: "Why, based on all the competitive alternatives available to me do I want to buy from you?" If your team is similar to most, you will discover that each person will have a completely different answer to this question.
Moreover, it is not just your fellow sales reps we need to worry about. How many different people from your company will communicate with a prospect or customer before they say yes and sign an agreement? Most companies have several people talking to customers, including service and technical people, management, credit, and your administrative team.
With all the different players from your company communicating, and hopefully, persuading your customers, it is critical you have a single, simple and focused "uniqueness" message that is discussed and confirmed by all members of your team.
Meet with your entire sales team to begin defining why someone would want to buy from you and your company. Then work to coach anyone who is communicating, and persuading your prospects and customers to want to buy from you.
This Bright Idea is courtesy of Jim Pancero, who will present the seminar "Checkmate: Leading Your Sales Team's Account Planning Strategy," Oct. 6 at ISSA/INTERCLEAN. Register today for this and many other hot-topic seminars.
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