Execute the Sales Process
After identifying Business Development Initiatives, we coach the implementation of your sales plan by holding your team accountable for their selling activities and ensuring your team focuses on high payoff activities to Heat Up Your Sales!
Action steps:
Schedule bi-monthly accountability meetings and formal quarterly reviews ensuring results are meeting expectations.
Establish weekly goals for specific selling activities focusing on high payoff activities
- Networking: be prepared, arrive early, and be the last to leave.
- Scheduling Appointments: pick up the phone, dude. Call the buyer and schedule appointments.
- Preparing for the sales call: meticulous preparation.
- Conducting the sales call. 3 B’s. Be Bright. Be Brief. Be Gone.
- Handling objections and stalls. A stall generally means the prospect lacks self confidence, or confidence in you, or both. An objection indicates the prospect is not sold on your program or process. An objection actually indicates an interest.
- Closing sales ~ Recognize buying signals, use the best closing techniques and know when to close
About Mike Cooper
Mike Cooper is Head Chef and Chief Sales Officer, at Sales Kitchen, a sales leadership, coaching and business development consulting firm headquartered in Naperville, Illinois. He has managed, coached or trained more than 1,800 sales professionals and earned numerous awards for leadership, sales achievement and for being a difference maker.
Coop advises businesses like yours to do BIG things and get your sales smokin'. Clients typically need a Sales Director or Sales Leader because they have BIG sales goals but sales results are undercooked. He will lead and guide your sales team to actually achieve those goals by developing and delivering cooked-to-order, revenue-producing sales solutions for you. Sales Kitchen ~ Heat Up Your Sales!