Direct Sales Training:
Jared is an exceptionally good closing manager. He is the manager that closes the difficult deals. One day I asked Jared to tell me his negotiation skills success secret.
Jared said his secret is like the TV show CSI (Crime Scene Investigation). Only Jared’s CSI stands for “Customer Selling Investigation.”
Jared explained that when he was a new closer and didn’t close a sale he would do a CSI on the deal. He would interview the salesperson that worked the deal. In most cases he was able to quickly determine the missing ingredients in the deal. Maybe the salesperson did a poor job fact finding with the customer and didn’t know their hot buttons. Maybe they didn’t identify the customer’s main motivation for considering the purchase. Maybe there was a poor product selection in matching the customer’s needs.
Jared said he soon started to realize that as a closer he was more like a report card on how well the salesperson set up the deal.
Jared concluded if he could do effective direct sales training with his salespeople his closing ratio would increase. Jared soon became a sales coach to his people. He helped them improve their fact finding skills, their listening skills and their product selection skills.
Jared’s Almost Magical Closing Improvement
As Jared started doing more sales training coaching his negotiation skills and closing ratio seemed to almost magically improve. And the more he did sales training with his sales team the more his closing ratio skyrocketed.
Your Direct Sales Training Action Item:
Proactively take charge of your own sales training. Take some time to sharpen your fact finding skills and product knowledge skills. Do your own CSI after each deal and analyze what happened and why. Soon you will be working a lot smarted and closing a lot more sales like Jared.
David Nassief negotiation skills [http://www.phoenix-best-sales-jobs.com/negotiation-skills.html] coach invites you to improve your sales with the free report “Selling Secrets of Top 5% Earning Salespeople” [http://www.phoenix-best-sales-jobs.com/top5-free-report.html] David’s site is [http://www.phoenix-best-sales-jobs.com]
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