Is Your Sales Team Using the Right Tools?
BY MATT SELLHORST
As we’ve been covering in the last few blogs, there are several key attributes that your buyers share that will help you get to know them better. When you know who you’re selling to, you can close more sales. Sounds good, right?
Last week we explored Attribute #2: Buyers in the showroom with set appointments are positioned to be less price sensitive. If you missed that one, read it here.
This week we’re looking at Attribute #3: Having a sales team that uses a specified and replicable system and the right tools to deliver a higher margin boat sale. Just like the technician with the right tool for the job has a higher efficiency rate, is more profitable and delivers a better end result to your clients, the same is true with your sales team. Consider your current sales process. Does your sales team use any system or any framework to walk the customer through the sales process every single time with repeatable positive results? Or do they do whatever feels right at the time with no major milestones that they aim to hit with a specific script or word tracks to use at the key moments during the sales process to ensure increasing the odds of delivering high-margin boat sales?
Don’t worry, it’s not difficult. Any salesperson can use this because we’re not scripting the entire sale. It strictly is a framework to hit the key points and use a handful of key phrases at specific moments in the sales process to increase the likelihood of higher margin boat sales.
Click here to move on to Attribute #4: Do Your Customers See you as an Expert They Trust?
If you missed Attribute #1: How to Get a Flow of Quality Leads? Click here to read it now.