Re-Starting the Sales Fire!

We all know, it’s the benefits of a product or service that really fire up a sales team, not the features. But sometimes new sales reps can get so caught up in learning product knowledge, the “why” of a product gets lost. The same can happen when veterans start to believe the benefits are self-evident. Ever hear this… “Everyone knows we’re awesome!”

???? Do they now?

???? So how do you remind your rookies of the important work they’re doing and generate some new excitement among your veterans?

????? Try this simple exercise: Go around the room and ask,

???? What do you do? ?Let them answer.

???? Ok, how do you do that? Let them answer.

???? Then go on to the next person and repeat.????

????? A great sales trainer did this in a respiratory sales class I was in. At first we all fell into the “features trap” with answers like…????

???? What do you do? I go to doctor’s offices to help them get Oxygen for their patients.

???? How do you do that? I drive around to all the different offices and make sales calls.”????

????? BOORRRRIIINNGGGG!????

????? Eventually, someone “got it” and it sounded something like this…

???? What do you do? “I save people’s lives by getting them the respiratory therapies they need."

??? How do you do that? "I serve as a resource to doctors’ offices and facilitate every part of the order, from qualifications to delivery.”????

??? Pretty soon, we were all thinking of more and more impactful “What do you do” answers. By the time we were done we all had some version of “we save the world!”

? Energy Restored!

When your sales team seems to be missing some muster, take time to remind them just how important the work they do really is. Use this quick exercise and watch them re-lite the fire for themselves and each other!