For Showroom Sales Leaders and Sales Managers Everywhere
The day after “Jump In” was posted, I found myself on a coaching call discussing the process with a team of sales managers. What occurred to me during the call was that, in the post, I did what I admonish sales managers for doing: I told you generally what to do instead of identifying specific behaviors and role playing what it looks and sounds like so that you could be familiar with it. It was just another version of ‘do better, sell more’, a way of coaching and managing that I don’t like and that doesn’t work, and yet I did it, too. Please forgive me.
From that call, we identified several behaviors that I wanted to share with you.
Prepare your team for this new engagement. Use what the team and they are committed to (increased close ratio, better connection, etc.) as the context for this new process.
Be prepared yourself – sketch pad, flyers or promotion information, a calendar on your tablet with the team appointments, etc. Know what you are looking for and looking to accomplish: to find what is missing that you can insert, and to help them to “Sell it or Schedule it”.
Introduce yourself – who you are and why you’re inserting yourself. Ask what’s happening, listen for what is working and not working, read between the lines for the subtle stops – where they might be stuck and not even know it – and where the process is right now that you can forward.
Show them how to ‘think with a pencil’ to get a better idea of the project and the space. Show them how to overcome the objection if there is one. Show them how to ask for the sale if it’s warranted. Show them how to ask for an appointment to connect again after the customer works out whatever is keeping them from closing today.
Write down each of these interactions. You, as a coach, want to know how many you are doing, what the results are that you are achieving by doing this. And you want to find out if there are any commonalities in what is stopping your team.
After the interaction is complete, ask the salesperson: – How you did? – What you inserted that was missing? – What happened that was NOT going to happen otherwise – and why?Share successes and misses. This is a tool like any other tool and you want to use it skillfully.
And please, let ME know how it works for you and your team. I am sure the readers would like to hear, too.
Now, go sell something!