课程: Sales Coaching

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Planning in advance

Planning in advance

课程: Sales Coaching

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Planning in advance

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- When a manager does advanced planning with a rep about a specific sales opportunity, most managers ask questions like: When are you going to close it? How much will it be? Who are the decision makers? Who's the competition? What's your pitch? And maybe they ask, how can I help? While these questions provide information for your reports, none of them will affect your reps behavior or help them make the sale. If you want to improve sales behavior, focus on information that will help your sales rep build a value story. There are five categories of critical customer information that a rep needs to know to successfully create a value-based sale. As a coach, asking questions about this information before the rep goes into a sales call, can prompt the rep to ask more questions and do deeper discovery. Number one, the customer's environment. What's going on in the customer's organization? Who is the customer's…

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