Soar to Success December 2020

M any of the clients who work with me share that one of the reasons they contact me is to improve their close rate. Specifically they have spent the time and investment to bring in opportunities and quote solutions but they have seen close rates drop since April. In my no smoke and mirrors process working with sales teams I assess the sales team and each salesperson’s skills in 21 competencies then prescribe training and coaching to close any sales skills gaps we discover. Would it shock you to learn just over 50% of salespeople have never received sales skills training? (Nowonder they strugglewith selling based on value, negotiating and closing!) The need for sales skills training is becoming more apparent when helping teams adapt and become stronger in virtual selling skills, By Mark Roberts If you want to improve your sales close rates and win more sales at higher profit margins, you need to improve the questions you ask your customers. “By the nature of your question you can demonstrate industry experience, competence and build trust” - Mark Roberts As I coach my clients’ sales teams I often join their calls with customers. I consistently experience theneed to improve the sales team’s skills in the following areas. Build Rapport/ Build Virtual Relationships Since moving to a virtual sales model where Zoom video meetings have become the norm, I have experienced salespeople skipping key steps like building rapport at the beginning of the call. Make sure and take the time to build Improve Sales Results With Better Questions Early In Sales Process