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why so many
sales people fail
Knowing what to say and being able to say it effectively and convincingly are two different things.
““I watched our sales team go through an intense week long training program on selling fundamentals with Dycoco. I was shocked how poorly, at the beginning of the week, our seasoned people were at communicating the basic stuff like competitive advantages. The progress the made was phenomenal. As Michael said over and over, it’s one thing to know what you should say and a whole other challenge to be able to verbalize it. There is no other sales training approach I’ve seen that has the intensity and repetition of practice that Dycoco has. It’s very similar to the way athletes train. By far the best sales training our team has ever gotten. Dycoco is the best.”
Tricia G - Sales Director - Internet Ad Sales
Get good at these fundamentals and see your results soar.
- How to leave a great voice mail to get a callback
- What to say to gatekeepers that ask you “what this is in reference to?”
- How to answer when a potential customer asks you “what do you do and tell me a little about your company?”
- A credible and compelling answer to the question ... “why should I meet with you and what’s in it for me?”
- Your 60-second elevator speech of who you are and what you do
- A solid credibility statement to kick off an initial sales conversation
- An agenda statement to start every sales conversation / meeting with
- Your company’s value proposition
- What differentiates you from your competitors
- Your company’s most important competitive advantages
- Responses to the 3 most frequent objections to your product/service
- Answer to the question ... “Why should I do business with you?”
- 3 solid success stories of customers you/your company does business with and the results they have gotten from your product/service
If you want to be a top producing Sales Professional, you need to absolutely master the bedrock sales communications tools listed below. If you are winging it, mumbling it out, struggling for the right words or simply lack the credibility and conviction you need, then some practice in these areas will yield significant results. How good are you at communicating this critical information?
Selling has gotten steadily more complex over the years. New tools like CRM databases, social networking, cloud based apps, and increasingly complex account development models have raised the bar when it comes to what Sales People need to know, especially when it comes to using technology.
But one thing hasn’t changed at all. All the planning, social networking, CRM keystrokes and internet research still leads to the exact same place. At some point, you will be voice-to-voice or face-to-face with a living, breathing human being that you need to interact with and say something that peaks their interest so they will become more interested in considering your products and service. More often than not, saying the right thing with conviction and credibility at these critical moments is what separates the top performers from everyone else.
What are
“bedrock Sales Communication Tools” (BSCT’s)?
Dycoco LLC
Dynamic Communication Coaching