Salestuners: B2b Sales Training And Coaching From Prospecting To Negotiation And Closing

Takeaways Playbooks are Living Documents: Cold call scripts, prospect email templates, ideal customer profiles, objection handling, competitive differentiation — whatever you choose to include in your sales playbook should never be written in pen. Either quarterly or, at worst, monthly you need to revisit the elements to see what remains true and what needs to be changed. Anyone participating in the sales process should get a voice in the matter as they may have perspective you’re not privy to. Let Your Prospect Discover the Solution: Whether you’re selling into greenfield, replacing a competitor, or providing an alternative to an existing manual process, you’ll always be better suited to let a prospect discover the solution to their problem than by forcing a presentation down there throat. I’ve often said the best presentation you’ll ever give is the one your prospect never sees. Think about that as you put together your questioning strategy. No One is Above Coaching: MJ, Kobe, LeBron… what do those names