Sales Team Development: Key Selling Skills to Coach Your Reps

Here is a comprehensive list I’ve used to develop my sales teams:

 

  • Prospecting
    • Outbound Calling Skills
    • Email Prospecting
    • Inbound Lead Prospecting
    • Capitalizing on peak selling time and knowing the peak times
    • Understands key prospecting insights
    • Prospecting into inbound leads
    • Developing Multi-touch & Multi-channel prospecting cadence
    • Effective LinkedIn Prospecting
  • Consultative & Solution Selling
  • Account Strategy & Planning
  • Sales Call Planning
    • Account Research
    • Preparation / 3×3
  • Getting to Decision Makers (DM)
    • Getting access to Authority / DM
    • Working with Champions to access the Economic Buyer
    • Getting around gatekeepers
  • Relationship Building & Management
    • Like, Trust, Rapport & Respect (LTRR)
    • Maintaining a relationship
  • Providing Insights to the Prospect
  • Creating and Adding Value at Every Interaction
  • Mutual and Joint Agreements & Expectation-Setting
    • Ex: Sandler’s “Upfront Contract” & ANOT technique – Appreciate, Naturally, Obviously, Typically
    • Setting on the purpose of a sales call, time, agenda, outcomes/next steps
  • Active Listening (2:1 ratio, patience before replying, verbal affirmations)
  • Sales Messaging
    • Delivering the Elevator Pitch
    • Unique Value Proposition
    • Sales Differentiation
    • Storytelling
  • Initial Discovery & Exploratory Process
    • Non-Invasive Exploratory Sales Questioning
    • Getting the Prospect to Open Up
    • Qualifying for Buyer Pain Points / Needs Analysis
    • First Call Qualification & Outcome
  • Detailed Qualification
    • Deeper Pain, Problems and Challenges Qualification (ex: such as Sandler’s Pain 2 & 3)
    • Authority: Decision Makers, Economic Buyers, Champions, Influencers, Detractors – Mapping the Organization
    • Prioritization / Timeline for the decision
    • Internal Decision-Making Process
    • Money & Budget decision
  • Effective Selling / Selling on Value and Solving Problems
    • Connecting Value and the Solution to Specific Pain Points and Challenges
    • Creating a Business Case
  • Presenting
    • Pitching
    • Demonstrating
    • Executive Presentations
  • Creating a Buying Experience for the prospect – BX
  • Follow-up skills
  • Deal Execution
  • Objections
    • Uncovering concerns
    • Objection prevention
    • Responses & Effective Handling
    • Complying, Redirection
    • Reversing Questions (i.e. Sandler)
    • Different frameworks – ERIC vs. Ledge/Disrupt/Ask (Jeb Blount) vs. Others
  • Mutual Close Plans
    • Creating a co-owned and joint Go-Live / Success Plan
  • Selling Against the Competition
    • Speaking positively about competition
    • Overcoming competitive traps & RFPs
    • Effective positioning
    • Competitive intelligence & research
    • Understanding competitive strengths
    • Competitive battlecards
  • Working with Proposals / RFPs
  • Complex Deal Negotiations
  • Pricing
  • Closing
    • Asking for the business
    • Closing questions
    • Developing a Sense Urgency
      • Compelling Reason to Act
      • Compelling Events
      • Value drivers

Also:

  • Internal Sales Rep Self-Management Skillset
    • Following a Sales Process
    • Opportunity Management
    • Overall Pipeline Management
    • Deal Reviews & Opportunity Troubleshooting
    • Sales Forecasting / Forecasting Review
    • Sales Tech knowledge (CRM, Sales Prospecting like Outreach, etc.)
    • Territory Planning
    • Quarterly Business Review self-assessment
    • Finally – basic Excel skills to analyze their own sales metrics

 
 


Original is posted at Revenue-Inc.com: Sales Team Development: Key Selling Skills to Coach Your Reps.