If you’re like me, you just hate it when someone comes to you and asks, “Do you want the good news or the bad news first?” Well, what if I don’t want to hear the bad news at all? Ever?
The alignment of the sales and marketing teams is at the pinnacle of company success, yet finding that delicate balance between the two departments is one of the most difficult problems found within a business.
The ongoing chip shortage is causing severe auto inventory constraints. This extremely limited supply is costing the industry millions in lost unit sales and billions in lost profits. However, automotive dealers are adept at managing adversity. Dealerships have done it in the past: remember the 2009 crash followed by cash for clunkers?
Before ever reaching for the phone to make an initial contact call, you must decide if the person or company you are calling fits nicely within your ideal prospect profile. To know this, you must first understand the ins and outs of what makes your company valuable to others.
As an entrepreneur you have undoubtedly invested a great deal of money, time, and sweat equity just to get your business off the ground. You have successfully survived the all-too-stressful startup phase, and now you are wondering what you need to do to take your company to the next level.
You’ve heard it time and time again. “No.” “We already use a similar product.” “Sorry, we’re not interested.” “Now is not a good time.” The bottom line is, rejection is painful no matter how long you’ve been in sales. It doesn’t matter how delicately (or indelicately) they put it, a no always means no. Or does it?
More impatient, more demanding, and more informed.
With attributes like that, it can seem impossible to please today’s consumers let alone increase your sales.
We’ve been talking a lot about transformational strategies lately. Another one is sales coaching.
What is Sales Coaching?
Sales coaching is the process of providing constructive feedback, training, and practice designed to improve sales performance. If sales is the engine that drives business, coaching is the tune-up.
Sales coaching helps instill a mentality of constant improvement in your team. Just as importantly, it also helps ensure every prospect has a great experience, and every customer is set up for success.