Sales structure not important?
Yeah, just wing it.
Be responsive to the buyer, be in the moment.
It’s fine, everyone knows the end game…
It’ll be fine.
Sure it will…some of the time!
That’s why you need a sales structure.
Seriously,if you hope to maximise the chances of sales success, not waste your sales opportunities and avoid burning through high quality sales leads, then you need a sales structure.
But, before we get on to that, just answer this one question…
Is your current sales structure designed to help your sales people sell, or is it there to help the buyer to buy?
In my experience, it’s over overwhelmingly about propping up the sales function.
It’s a way for some sales leaders to avoid coaching and training.
If that wasn’t bad enough, the buyer gets the same sheep dip sales experience.
And that’s a good thing if you’re reading this…
The bar is not high…you can do better!
Sales Structure to Impress!
The sales structure is not for the sales person alone.
In fact a good sales structure is designed to give the sales prospect the very best buying experience.
If you thing about every sales interaction as being a journey of two (or more) people who want to go in roughly the sale direction but are not quite sure if they want to travel together…than a sales structure just becomes, not just the map, but the conditions for travel.
Do you have a sales structure template?
You might also call it a check list.
In my sales training, we look on a sales structure as your guide for sign posting the prospect to what you want them to focus on, and the nature of the journey.
It covers what you need to disclose, at what point, and how to communicate your information, based on what questions and what responses…
You’ll use it to flush out objections before they become sales road blocks.
It’s used to maximise the impact of what you’re offering, minimise the impact of your competitors, build value, create differentiation and drive towards creating a willing buyer.
Who converts then into a raving fan.
You need s Sales Structure if…
You’ve ever walked away from a selling situation and reailsed you have no idea if the prospect will buy or not. I mean real commitment to buy, not a vague, ‘it feels good’
And if you can’t deliver at least three solid, proven statements that differentiate your solution from your competitors.
If your sales cycle is looooooong…when your sales velocity is more creep than stride.
If you lose business you should be winning.
Where you’re not collecting referrals from every prospect meeting
If your sales pipeline is bulging from ‘undecided prospects’
Scale-able sales growth relies on a repeatable sales structure
Sales today is all about mind set and less about sales methods.
Thats why I draw the very best parts of all sorts of sales methods into my training.
A Morton Kyle sales training session or sales tool kit draws the very best. W build a sales structure from Insight Selling, Solution Selling, SPIN Selling, Challenger Sales and Perfect Pitch.
Is your mind set sales focused?
To find out what you should include in your sales structure, how to engage with prospects so they become buyers and join us on The Sales Improvement Workshop – run as both an open course and an inhouse program, just contact us for dates and availability.
You can also check out this post on the basic Sales Call Structure here.
A good sales structure is as distinctive as your brand, and just as effective in drawing sales prospects towards you business.
It will help you stand out, set the standard for your industry, be a talking point and a lead magnet.
And it costs you absolutely nothing to execute..just a small shift in thinking and communicating with your buyers.
Is your sales structure working hard for you?