ATD Blog
High Performance Selling...is always an option. Opt in!
Fri Mar 12 2010
Identifying Options
In determining the best course of action while assessing a selling situation, there are a few things you need to consider. As a Sales Trainer, you should make sure that your training is offering the maximum benefits to the sales team by identifying the options necessary to close the sale effectively.
Teach a Sales SYSTEM
Your sales organization needs a SYSTEM to succeed. Sales system training should be focused on finding find a potential opportunity or problem, not to solve it! This sales system would uncover and help you evaluate all the options needed to execute a consistent track record of sales performance. Your sales training should be focused on finding options that service the buyer first. This will be done by building knowledge, skills and attitudes while engaged in prospecting, pipeline management, and account/sales management.
Here are some key points to remember when training and evaluating sales options.
Key 1: Explore all possible solutions of the selling situation:
Are you focusing on building a trusting relationship or focused on your commission?
Are you diagnosing the problem through active listening and questioning?
Are you looking at all options that align with solving the challenge or need?
Have you found the emotional reason why the decision maker will or (will not) move forward?
Key 2: Approach options creatively
Keep your options open.
Are you sourcing the market for business intelligence before selling in the field?
Are you focusing on the beneficial outcome of the client, not closing the sale?
Did you create a reasonable ROI and financial case to help the buyer buy?
Key 3: Survey the impact of all alternatives to select the best option.
Solicit all stakeholders to choose the best option.
Who else would recommend you?
Have you talked your prospects competition for business intelligence?
What value can you create (without discounting) that makes your offer irresistible?