2 Drills To Help You Become a Seven Figure Selling Machine
The following is adapted from Raise Your Standards.
Knowing the basics of your company when it comes to sales is like being able to tie your shoes properly before going out to play a big basketball game. You need to have the basics down before you can tackle anything more complicated.
What are your basics? Elements like the sales process, messaging, and value. Until you can talk about these things in your sleep, you won’t be able to move the dial on your numbers.
Drilling and repetition, like with sports, can lead to mastery. Try these two exercises, the Sink or Swim Test and the Triangle Drill, to make “tying your shoes” automatic and sharpen your sales approach. As well as using them on your own, these are ideal to use as a team leader too, to help your sales staff hone their basics with feedback and supervision.
The Sink or Swim Test
Also known as the Seven Questions, this test will help you or the members of your sales team stay sharp on fundamentals. Everyone at all levels should be able to answer these questions with precision and conviction.
Answers should be consistent between team members. If new team members can’t answer these questions easily, you need to review your training methods.
- Briefly tell me about the main solution(s) we provide.
- Give me three examples of our competition.
- Name three of the most common objections we hear.
- Tell me three things that make us unique, AKA the most awesome company out there.
- If we met at a bar or a backyard cookout, how would you describe our company?
- What types of leads are not a good fit for our solution or product?
- Give me three qualifying questions you can ask to confirm that a lead is a good fit.
Can you reply to these questions with confidence and ease? For managers, you want to see a level of ownership that shows employees critically thinking of the answers and how they tie into the overall business strategy. Did they spit back the company line, or do they demonstrate a deeper level of knowledge?
The Triangle Drill
Think about the last appointment or pitch you had. How long did you spend researching the client? How much time did you spend thinking about your opening questions and secondary questions? How many times did you role play with a coworker to simulate what kind of questions and responses the prospect may have for you?
Most people miss out on this crucial step of prep work. Practicing can be tough, especially when you have quotas to crush and commission checks to cash. However, don’t neglect this important action. The best salespeople are rehearsed, but not robotic.
The Triangle Drill helps hone this philosophy. It’s simple, but it’s not easy.
Have three people partner up, or get together with two of your colleagues. One becomes the client, one becomes the salesperson, and the last person is the observer. Practice your refined responses to standard objections and rotate until each person has had a turn.
If you or a member of your team balk at this exercise, bring it back to goals. If you want to make over six figures, what are you going to do to get there? If you’ve ever lost a sale over mishandling an objection--or lost a sale period--you want to work this exercise again and again.
Practice until your questions, responses, and movement through the conversation is second nature. Do the same thing with the Sink or Swim Test.
Think of any sports team. When they step out on the field, they’ve practiced the plays they’re about to execute hundreds of times over the weeks and months previous.
To be the best, you have to practice. Practice opening lines, questions to keep the conversation rolling, questions to learn personal insight, questions that will reveal their buying motives, if they’re the right person to talk with, or if they can even make buying decisions.
And even though it sounds weird, the top salespeople practice more than just their questions. Top performers practice their entrance into a room, handshake, and smile. They don’t leave anything to chance, because they know that someone’s perception of their preparedness matters.
Confidence Moving Forward
Once you have mastered these skills, you’ll have confidence during any sales meeting because you know what to expect. You can rely on your training, sit back, and be present in your conversation, asking great questions, and building stellar rapport that ultimately closes deals.
For more advice on improving sales, you can find Raise Your Standards on Amazon.
Mark Evans might be the most enthusiastic person you’ll ever meet. His love of sales, life, and the game of business is infectious. He believes that at its very core, sales doesn’t have to be manipulative or sleazy. In fact, Mark believes it’s the greatest job in the world. He’s helped companies and individuals reach the seven-figure sales mark and beyond. At markpatrickevans.com, Mark writes about the new way of selling, and sales leadership.