The Big 8 of Sales Excellence
We believe there are 8 core areas that representatives must focus on to be truly great at connecting with their customers and demonstrating success. We also have derived proven tips, skills and techniques to improve representatives skills in these areas, and to help managers coach to them.
We find these 8 areas to be:
- Goal Setting
- Relationship Building
- Opening the Call
- Telling the Product Story
- Objection Handling
- Closing for Commitment
We provide both standardized resources on these 8 skill areas – and create customized trainings, materials and messaging in these areas for client needs.
How you say what you say can be as important as the message itself, if not more so.
- Dramatic changes aren’t normally required.
- Often small changes to word choice can make a big difference in how receptive the customer is to listening to what the sales representative has to say.
We work with you to create sales messaging that helps make that small change, to get your customers to think and act differently.
Criticality of First Line Sales Managers
Sales Managers are the linchpins to sales representatives’ development and sales results. Equipping the sales managers with the proper training, resources and tools is paramount—because they need to be able to coach and teach selling when in the field working with their team of sales representatives.
Our belief is that coaching is uniquely different and exponentially more difficult than selling.
Coaching excellence is defined as the integration of a true coaching mindset, a trusted connection with the employee, and an ongoing, collaborative process to systematically improve performance.
As such, we often ask a very important question. What are organizations doing today to elevate the coaching ability of their first and second-line sales managers?
Coaching and Leadership
While coaching and leadership are intrinsically linked, you MUST separate them when you train to one or the other because they are different.
One of Delta Point’s core competencies is helping a leadership team to actively coach the sales force to greater sales success.
Read more here about our Coaching programs.