If you’re like me, you’ve spent the last few months waiting for the Super Bowl and making video lessons about how to create a world class sales organization. If you are not at all like me and have only been doing one of those things, you might be surprised to learn that there is a lot of overlap between great sales teams and great football teams. Individual success on the football field may earn a player headlines and viral videos, but preparation, execution and consistency is what wins championships. Great sales organizations, too, are made up of people who collaborate on the systems and processes that lead to success. Grovo’s latest curriculum, “Core Techniques For Effective Selling,” teaches learners what makes a successful sales organization and how they can add value to the team.
What is a sales funnel?
If you’ve ever opened a date by asking for money, you know it’s kind of a conversation killer. The same applies to engaging with sales leads. Moving a sales prospect from being a fresh lead to a closed deal takes time, collaboration, and a good customer journey. Trip up at any stage of that process, and you’ll lose the sale. What Is A Sales Funnel? surveys the end-to-end sales process, so everyone has the perspective they need to work together smoothly.
What is consultative selling?
Unless you’re selling beepers, sales isn’t about tricking people to give you money for useless products. A good salesperson understands their prospect’s needs and discovers how their product can help. This method of working to understand and solve the client’s problems is called “consultative selling.” In Know the Benefits of Consultative Selling, you’ll see why this technique is effective, while What is Consultative Selling provides advice on using it to drive results for you and your client.
How do I cold call?
Cold calling is a notoriously hard line of work. It takes a lot of guts to pick up the phone and dial a stranger. If you don’t believe me, go try it. I’ll wait.
See, that was pretty rough. Next time, you may want to do a little prep work beforehand. If you watch Equip Yourself with Research and Preparing Before a Call, you’ll get some great practical tips on how to be prepared when someone picks up the phone on the other end.
Log in to Grovo to see the full curriculum here.