All sales teams, like all sports teams, need to practice and being coached weekly. Most salespeople execute on gut feeling, engage on their own learnings and are not aware of ineffective habits. Especially when selling in the current Covid-19 situation there is no room for errors. Budgets are limited or frozen, so your sales team should be selling value, urgency and be talking to senior executives. This is where Christophe steps in as an experienced senior software sales coach and adds instant value.
1. No Urgency, No Deal
One of the key reasons why deals are not closed is that you did not sell urgency and enough business value. We can learn your team how to create urgency already early on in the sales process so closing deals becomes easy.
2. 86% struggle to sell value
Many books and training courses are written about selling value but reality is that most salespeople still push features and struggle to co-develop a strong business case with your potential buyer.
3. Talking to the wrong people
While most teams have defined their ideal persona, reality shows that most salespeople struggle to connect with them, especially with business executives. Another reason why deals got lost and your peers win them.
4. Too many emails
Sales reps find sending emails more comfortable than having discovery calls. But you cannot qualify a prospect by sending emails. Change the Mindset!