HTSS169 - Sales performance management for presentations - Scott Sylvan Bell

<p>Why you should break your sales calls into quarters</p> <p>Nobody really teaches a framework for looking at and thinking through sales calls. This isn't a negative statement, it's meant to give an idea of direction. When you break your presentation down you have a framework or system to use that helps. You can locate areas your deals are going right and where you struggle. </p> <p>Why quarters matter in your sales presentation </p> <p>You see that its not 100% of the sales process that isn’t working it makes it easier to take criticism. This episode is a generic road map process. You can treat this like a ruler or goal post and pre-gaming your sales process. </p> <p>Here are some ideas for the breakdowns of the quarter. </p> <ul><li>Quarter 1 – Introduction – problem going too long</li> <li>Quarter 2 – Discovery – problem going too short</li> <li>Quarter 3 – Presentation – Problem - Talking about yourself too much</li> <li>Quarter 4 – Closing – Problem - not asking for the sale in a way that makes sense</li> </ul> <p>The challenge for you is to take this template and break your sales call down into quarters. </p> <p>End of game</p>