They’ve done studies you know, 60% of the time, it works every time! Actually, when sales leaders review calls and demos in their real-time call coaching platform, they find that the takeaway actually works closer to 100% of the time. When tools like Abstrakt are deployed, and recognize objections or pick up decent, recommended responses can help reps overcome sales objections by highlighting options for reps to use like the takeaway. Below, we are going to dive into some reasons why 100% of the time, the takeaway works every time.
Just like real life, it probably won’t always go to plan, so we have contingency plans pop up when something goes sideways. For example, we were not planning on a competitor coming up, but when it happens, there are immediate sales call frameworks with helpful bullets on how to handle the call. Because of this, our team is able to complete a Sales Conversation intelligence Platform checklist of before CI, during CI, and post CI (analytics).
Don’t be afraid to be yourself, don’t be intimidated by those around you, act like you already have made it, dress for the job you want, not the one you have; the list could go on and on. This brief moment in time captures a lot of different meanings, similar to how call intelligence platforms capture a tremendous amount of data and present it all in one clear picture. Reviewing a single dashboard, a single image of a moment in time that has come and gone can reveal a lot of great information.
The number one problem with any sales training is that we spend a great deal of time practicing, training, and honing our skills… but managers don’t always follow through on making sure the training is being applied. One reason is that there is not an unlimited amount of time in the day, but the other is that manager may not be able to sit with each rep on every call due to conflict.
Your reps don’t need cold calling scripts, your reps need call frameworks. Have you ever heard someone jump for joy when you say “here is a script” or worse, have you ever heard someone scripted and said, “Wow, now I really feel a connection to this rep”? Odds are you have not. So I would assert that we should leave scripts to actors and take a more practical approach with sales teams. Some of you might be asking “what’s the difference”… well, the difference between a cold calling script and a Framework is that the framework is more of a shortened version of a talk track or snippets of information that can be worked into a natural conversation.
It is often said that a book is the best way to enter the mind of someone who has spent more time researching and studying a particular field than you will ever have. This is because a book will provide you with information on the subject without any personal opinion or preference on the matter, and as such is one of the most reliable sources of knowledge available to people. Just like a new sales representative beginning onboarding, and logging into a call intelligence platform to review calls; books provide insight and knowledge from those who have been there before.
Organizations that look to scale, should start to see the power of introverts in a sales culture because many introverted traits can be found in some of the most successful sales reps. One trait that is especially powerful is listening, which can help create rapport with clients. Another key trait is being able to synthesize ideas internally, which can help make for better solutions and keep an internal dialogue open with oneself. It is well documented that when it comes to things like talk/listen ratio that listening more, usually results in a win. Conversational intelligence platforms and call intelligence software clearly showcase this metric. Introverts listen more than they talk, talking a lot doesn’t help winning… Where is the disconnect?
You probably already know that the SDR position is one of the highest churn positions in the sales industry… not that any position in sales is super great for retention. And that is understandable. It’s a tough position that requires a lot of sacrifices and hard work. But that said, when hiring the right SDR it is critical that they want for sales to be a career. This doesn’t mean that someone cannot “grow” into the position, but they certainly need to have some aspiration for promotion and career progression. Without some type of determination to move further into a sales career, many SDRs will fail in the first week of prospecting.
Leveraging real time call coaching software, as opposed to traditional conversational intelligence platform systems, helps provide sales representatives with talk tracks that make them seem like they are a pro and ready, on day one!
Incrementally, in B2B and sometimes even B2C sales, there is a need to have multiple calls, get multiple people on the call at once, ext. Closing out the call starts at the beginning of the call – you need to know what the end of the call looks like. If it’s a technical call to validate capabilities, then closing out the call might be a closing question to the technical person. Something like “Is there anything about the project that would keep the organization from moving forward with it?” Or “are there any other technical concerns that keep (insert champion name) from being able to put a solution like this in place?”