March 3rd, 2013
Sales Mgmt: Understanding “Setting the Hook”
One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Are they early? Do they know what they need to know? Do they have an excellent strategy to close? I like to think that a salesperson is a juggler, tossing X number of opportunities in the air and the sales managers job is to assist the salesperson on judging what opportuniti8es to work , which one’s to toss away and to provide ideas on HOW to work the selected ones
During a few recent client/consulting meetings I realized that this remains an extremely important aspect of any salesperson’s life as well as any sales manager or president of any firm. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. What to do?
First: if you have not subscribed to the “Sales Managers Tool Kit”, at www.AcumenManagement.com , you can get a free copy of the Sales Strategy Guide by sending me an email: Ken@AcumenMgmt.com The Tool Kit contains 40 tools/guides for any sales manager. The purpose of the Sales Strategy Guide is to be used by each salesperson and the sales manager to discuss and strategize on individual sales opportunities and uncover what you know, what you don’t know and develop tactical steps to move the account to conclusion.
Second: The salesperson must know what the “Impact” of your product or services will have on the prospects business. The salesperson must fully understand this question and its answer. You will use it during critical aspects of closing the opportunity. YOU close for the prospect’s benefit-not the salespersons.
Third: Depending upon your product/services that you offer and vendor relationships, knowing when the prospect wants to be fully utilizing your offering is critical. It is not about “when a decision will be made” it’s about understanding timing and any issues surrounding that timeframe.
Fourth: Knowing early on during the sales process the reason the client will make the decision, the impact of your solution on their company and timing, allows the salesperson to begin to set the hook early. Now I am not suggesting unethical sales tactics, but making sure early in any sales cycle you fully understand the prospect’s key issues allows you control the sales process.
The key element to remember is individuals are always challenged to make a decision, your job, as a trusted advisor is to assist the individual in making the right decision that will impact their business and to help them make it on your time line. This is selling vs order taking.
Being mentally creative and tough and moving your role from simply presenting products/services to providing business guidance moves the role to the next level. It is the job of sales management to assist the salesperson to move forward professionally.
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America. His latest book is titled: “Leading High Performance Sales Teams”.