Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Do your reps just collapse into “Presentation Mode” when under pressure?
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Do your reps automatically go into “Presentation mode” when a buyer says they only have a few minutes to talk?
A buyer starts off a call saying “You’ve got 5 minutes… what do you want?” or says “We're very happy with our current supplier, why should we talk to you?” Too many reps immediately go into presentation mode doing all the talking. Looking at the steps of a sales call, what they should be doing is asking more questions before presenting.
If a buyer says “You’ve got five minutes…,” the most effective thing a rep can do is to spend four minutes asking questions to try to gain interest so they can continue the conversation later. But when most reps are put under a time pressure, they tend to just start talking and presenting.
What can you do to make sure your reps truly understand and are using the steps of a sales call of first lowering resistance, asking questions, presenting, closing and then setting up their next contact? The goal is for your reps, even under pressure from their buyer, to still follow these steps, and do more questioning than presenting.
Today’s video talks about this challenge of sales reps over-presenting and not asking enough questions…to uncover how they can sell even more!
Do your salespeople present too much? Hi, I'm Jim Pencero, helping you and your team be more effective in selling today. And the reality for too many sales reps is when they have the lack of structure and background training and steps of a sales call and how to ask questions and how to present. There's a problem that occurs when they get under pressure. That is if they get under pressure from a customer. The customer is saying, "You only got five minutes. What do you want?" the customer starting off a sales call saying, "We're very happy with our current competitor. Why should we talk to you?" or any of those other kind of challenges. Too many sales reps immediately just go into presentation mode. If a customer challenges them, gives them an objection, tells them they're interested, the sales rep immediately starts presenting. When if we look at the steps of a sales call, what they should be doing is asking more questions before they present. If somebody says, "You got five minutes. What do you want?" The most effective thing a sales rep can do is ask four minutes of questions to try to get the customer interested so that they at least later could continue the conversation and not lose this opportunity to sell. The problem though is sales reps backed in the corner tended his talk. What can you do to make sure your sales reps truly understand the steps of a sales call of first lowering resistance, asking questions, presenting, closing, and then setting up your next contact to make sure that when they're under pressure, they still follow those steps and they do do more qu they do more questioning than they do presenting. Because when we do that, we can sell even more.