Coach Dave’s “Big Three” Tips To Improve Your Selling Experience
Photography by Cary Rothschild Photography
I’ve had many coaches help me. Some were good, and some were bad.
The Bad:
One baseball coach told us in 7th grade, “You are now men, and real men dip smokeless tobacco. All you do is put a little pinch between your cheek and gum.” So I did, and you might expect how I pitched that day. My head was spinning so bad that my fastballs missed the catcher’s mitt, but nailed unsuspecting opponents, the dugout, and the backstop.
The Good:
One of my favorite coaches was an older gentleman, who played football for the Packers in the early 1950s. He endured significant hardships in his life, but was one of the most positive, energetic man even into his 70’s. After every practice, he would celebrate individual effort in front of the team with “Big Three” celebrations, which meant the entire team recognized the individuals with three claps in unison. At Definity Health, we borrowed "Big Three" celebrations to recognize individuals when we won customers. So get your clapping ready, because here are my “Big Three” tips to improve your sales experience this sales season:
Shorten your presentation and prepare 10 more good questions. Never again shall you “show up and throw up” your sales content. Use open-ended questions to understand prospect needs and have concise responses for your ability to solve their problems.
Engage a variety of the 5 senses. Most sales calls include two…seeing me and hearing me talk to you! What can prospects touch to understand your capabilities? What other media would add more sounds to your experience? What will they taste and smell? As my author friends Joe Pine & Jim Gilmore would say, stage an experience that is so good that they would pay you admission.
Be memorable in your follow up. Anyone can send an email thanking them for their time and re-hashing follow up items. What about you is memorable? What reinforces your brand?
Make sure you and your team are ready for your next presentation. Second Story Sales gets sales and non-sales teams ready by refining and practicing the sales pitch (and we promise will never recommend using smokeless tobacco).
Good luck selling this year, and we look forward to joining you in many “Big Three” victory celebrations.
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Dave is the co-founder and CEO of Second Story Sales Company, the leading sales consulting firm for the healthcare services industry. He frequently lectures on sales, sales pitches and health care innovations, and is a sought-out keynote speaker at seminars and conferences. Register here for his upcoming sales events.