Front - AZ Teambuilding sro

CHANGE yOUR SAlES RESUlTS FROm GOOd TO GREAT!!!
While these questions may sound straightforward, this should not be
a five-minute exercise. It is one that should be given serious consideration
and be vetted over several weeks with the whole team and key
customers, if possible. When you have some answers to the fifth question,
put them through the SW/WIIFM filter by imagining your customers
asking the following two questions about your unique marketing/selling
messages:
5a) So what? (SW)
5b) What’s in it for me? (WIIFM)
Keep re-working your answers to question 5 until you get solid messages
that focus on benefits your customers receive from your products and
services, rather than the features that your products and services deliver.
It is vital to your sales success and therefore to your company’s success
to focus your key marketing messages around the customer. With
information readily available online and through social media, all businesses
must establish clear and consistent positioning and messaging in
every form of communication, PR, marketing and sales materials. Getting
this right is an important first step to improving your sales results.
Step 2:
BUild a “gold Medal” teaM
Now that you have solidified your key marketing messages, you need
to ensure you have the right people delivering them to your clients.
There are two pivotal elements to building a strong and effective sales
group for your company. First, leverage the knowledge of a Sales Expert
and second, establish clear accountabilities/deliverables for your
sales people.
1) Leverage a Sales Expert: unless someone in your company has
a strong sales management background, HIRE AN EXPERT. Options
include hiring a business coach, a sales coach, or search online for a
virtual sales manager; find someone who can offer sales management
services to your firm.
Many business owners try setting up their own sales teams or delegate
the task to someone with little or no sales experience. They feel that
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