Your team is bright and driven.
Many of them have good skills.
But are they consistently good?
Is their sales methodology at the same high level across the team? Are their selling skills consistently high?
Sure, technically they’re good, and they know their way around the industry.
Sure, they get training on the product.
But do they have a process for tactically engaging prospects and effectively driving customer conversations, in a way that brings your customers to a mental and emotional space where they sell themselves, where they decide to buy… from you?
How about your competitors?
Are they good with product knowledge and tactical selling? Are they good at engaging prospects in self-discovery to the point that trust is forged beyond the advantage of just a good product?
Are your competitors skilled at customer-focused selling?
If they’re not skilled, is that an excuse to wait?
Would it be beneficial if you brought everyone up to the same level… a level that’s better than your competitors?
The S.C.O.R.E© Selling Method fits most every B2B selling dynamic, and many B2C dynamics, as well.
We can roll out S.C.O.R.E© in a one-day workshop, or we can modify it to create a model that custom fits your product vocabulary and, more importantly, your marketplace.
Here’s the essence of S.C.O.R.E©
The S.C.O.R.E© Selling Method:
Five Key Steps to Selling More Effectively
- S: SCOPE
- Opening with your Scope, then moving swiftly into the Scope of their business/lives.
- C: CHALLENGES
- This isn’t to challenge the prospect, but to explore the prospect’s challenges in a deep dive… that builds trust.
- O: OUTCOMES
- The prospect’s desired outcomes; it helps you gain buy-in by getting the prospect to “co-own” the solution.
- R: RESISTANCE
- Resistance is to be expected. It’s human and it’s healthy, and it works to your advantage if you navigate skillfully here.
- E: EXECUTION
- Obtaining commitment is simple, but not easy. It’s the moment when you retain and strengthen your hard-earned trust.
With S.C.O.R.E© you won’t push prospects through your sale. You’ll pull them through their purchase.
You’ll leverage your competitive advantage in your product and service, right through to sales execution.
Remember, your team’s job…
… is not to sell to customers.
Your teams job is to bring customers to an emotional and rational place where they decide to buy.
Help your customers decide to buy… from you.
# # #
Photo by unsplash.