Are you onboarding new sales reps now? Or will you be soon? Check out this video for a great sales coaching exercise to teach them how to sell your product as a solution to your prospect’s problems, rather than pushing a list of features.
In the years I've spent leading sales teams and working through sales performance coaching, I’ve spent a big chunk of training time developing sales reps' abilities to present the solution with value. Learning not to walk through product features like a laundry list, but to take the prospect on a journey of how we can help based on their needs.
And I'm not the only one. Data served up by research from CSO Insights showed that 57% of sales leaders agreed that their team needed to improve their needs analysis skills, and 41% said their team needed to improve on presenting solutions and value.
So, you need the best sales coaching exercise in your onboarding plan to help your reps take what they’re learning about the product, and combine it with the sales skill of presenting a solution with value. In this video I explain the training exercise I've used for years during my sales team training to help reps do just that. All you need is a recorded discovery call, a pack of cards, and your sales team.
Intrigued? Well, watch the video to find out more!
Wanting some more on sales techniques? Check out our fundamental guide.
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