SmartSelling is another term for reducing your sales cycle time. We believe there are three keys to SmartSelling:
- Identify Key Sales Activities
Think about what your salespeople do every day and their daily activities. What are the key activities they are doing that will help reduce that sales cycle time? Where are they spending their time and energy best to help reduce that sales cycle time?
- Thoughtful Questions
When salespeople are preparing for a meeting, what are the questions they are preparing in order to help reduce that sales cycle time? Are they daring to ask those questions to help a client make a decision faster?
- Shifting Energy
Energy—the energy that’s in a room in a client meeting. Help salespeople recognize the energy that’s in a room, and help them recognize what they can do to shift that energy to help a client make a decision faster and feel great about it.
These are the three keys to SmartSelling you can use to help your salespeople work smarter.
Watch Janet Logan, Vice President, Client Solutions, share these 3 keys to SmartSelling: identifying key sales activities, preparing thoughtful questions and shifting the energy in client meetings.