A Sales Debrief Tool That Transforms Sales by 2X and 3X
What do most business leaders have in common? They want more sales and have to struggle and fiercely compete in their markets to get more. Solve the problem with the ultimate sales management tool to win more market share.
Acting as a change agent for leadership and business development people, the Renaissance Sales Debrief Tool will revolutionize your sales model. By using the tool immediately after every sales meeting your company will transform into a lean mean selling machine. Follow the nine steps explained to implement the tool into your people, processes, systems and management.
Build championship sales performance with Renaissance Methodology and allow the one tool and its nine steps to guide the way for your sales transformation. Analyze the tool below and consider how to customize it to your daily operations using the nine steps to get sustainable change with your people. You will sell a lot more and struggle a lot less.
Customize and implement the Renaissance Sales Debrief tool with these nine steps to make it while greatly strengthening your business development people, processes, systems and management. If your lacking in any of these areas already, then you urgently need the tool and nine steps but remember they have to work together.
1. Verify DM
Deal directly with the top decision maker (DM) for your offering. If sales people are not dealing directly with the DM, you are likely wasting sales capacity (time), money and vital opportunity cost. Do the research and verify the buyers. Study results uncover 44% of sales meetings are held with the wrong person – not the DM. Clear prospect targeting guidelines and metrics for scoring prospect opportunities is mandatory in the form of best practices.
2. Incredible Offering
Deliver an incredible offering that “wows” the DM, establishes credibility and expertise. Present clearly, concisely and think ahead of the audience’s needs. Ask a lot of great diagnostic questions to find the pain. “It’s not what you say it’s how you say it,” so be passionate when presenting. Present as much as you need to and no more so the audience is left wanting more every step of the way. Get buy-in early with the DM and prepare them for obstacles internally and externally to your offering.
3. Build Need, Time & $ Value
Identify the DM’s needs and establish their time and dollar value on the pain points. Build scalable solutions and define the needs and problems, distinguishing between the implicit versus the explicit, emphasizing explicit. Next, strengthen the connection between your offerings and the explicit needs because these needs drive the decision process. Where possible, show your offering’s value over a four-year time period at a minimum to become a greater value and strategic asset.
4. Connect Your Solution
After identifying the challenges and problems begin to connect your offering to the DM’s needs. Connect your offering to exact details of the DM’s root problems and explicit needs. Competition will likely error and focus on features and benefits when selling, missing personal connections to the DM’s real world. Attention to actual pain points, insider language and daily details of your audience gets you on the “short list”. It’s all about how you fit in as the correct, safe, logical and affordable solution.
5. Price Qualify Or Die
Always price qualify DMs to ensure the investment in time, energy, resources and cost are worth pursuing. You can increase Sales Force Effectiveness and reduce your Cost To Acquire Customers (CAC) with discipline for price qualifying the DMs. Determine if they can afford your offering now or find out when they can afford or need the offering so you can be ready and know when and how to follow-up in the interim. Time is scarce so spend the limited selling time wisely.
6. Get Next Meeting (M+) Set In Stone Now
Set the next sales meeting in stone while you are talking to the DM. Studies reveal that fear along with many poor excuses tongue-tie sales people from strongly asking for another meeting during a sales meeting. It cost more time, money and resources to try and set another meeting later. Plus, chances to progress the sale reduce by over 70% when sales people try to schedule the next meeting later. Discuss the next step and solidify another meeting before concluding and DMs give more respect and sales.
7. Show Vigor & Passion To Help
DMs measure vigor in sales, as the energy level, enthusiasm and follow-up spent to win their business. Studies reveal DMs respect passion to win their business almost as much as they value the offering’s capabilities and expertise. Remember, people seek to work with others that they like and whom want to be apart of their solution. Design sales efforts to communicate a strong desire to help while building trust and credibility in order to make it easier for DMs to say yes.
8. TRACKER (Managing, Forecasting, Following-UP, Closing)
Successful sales growth requires a strong internal management system to hold it together, track and measure many key aspects of sales performance. Using internal systems and software to manage sales, still requires procedures and protocols for sales people. To implement such a system, use the TRACKER. The TRACKER is a process of documenting mission critical people and processes involving; managing, reporting, measuring, training, administrating, forecasting, motivating, closing business and rewarding.
The TRACKER defines critical data and makes it:
Timely – Has vital info on hand when needed
Readable – Places confusing data into simple language and stats
Accessible – One touch away from those who require it
Communicative – Talks to all stakeholders in a common language
Keene – Aligns people and goals with critical tasks & reward & recognition
Energizing – Nominates champions and vests results
Recurring – Designed into consistent-repeatable-processes that evolve
9. Close Date Is X___________
The first priority for sales after each contact with a DM is to establish a time line that includes probability of success and the dollar value of success. This reduces erroneous pipelines, inadequate follow up and poor sales support. Close rates increase by up to 40% when sales people update the status of a prospect every step of the way. Use a contact record management system (CRM) to record this information and generate the sales reports necessary to manage the people and processes.
Leading a sales team to exceed growth targets on a consistent basis is like assembling a professional championship sports team.
It takes great ingenuity to build championship sales team that consistently exceeds revenue objectives. The tools, processes and systems to support such a sales team have to be strong and work together synergistically. Do you possess the ingenuity to execute sales growth in the millions or hundreds of millions of dollars and exceed expectations?
Transform sales people and processes with the powerful, Renaissance Sales Debrief Tool. Start with using the tool by having the each sales person talking to potential customers, fill out the debrief tool right after each sales meeting. Then you can start to implement the nine Renaissance Methodology steps to drive sustainable behavior changes and create the processes and systems that enable you to reach the next paradigm level of selling.
Contact clevelglobal.com to learn about how to use the sales debrief tool and the nine steps to win a lot more business with your market. Learn how to customize the Renaissance Sales Debrief Tool for your people and processes today.