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One Tip to Make Your Sales Team Articulate Value Like the Top 10%

But if you don’t teach your salespeople how to tell stories that shines the light of insight on unrecognized value, then won’t you continue to be forced to pay for airplane tickets that send your salespeople on cycles that lead down the road of commoditization and discounting?

 

How hard could it be to teach your salespeople to share five insight based stories? You’re not asking your sales team to do anything different except share at a minimum one 90-120 second story in a meeting. That’s less than 3% of a 60-minute meeting.

 

But once you collect the top five stories, you wonder how are you going to ensure that each member of the sales team adapts the story to their local market and internalizes it?

 

You could require the salespeople to deliver their story to their sales manager, but will your sales managers provide the coaching? If a sales manager is managing 10-salespeople, then these coaching calls could take 5-hours with telephone tag, interruptions and chit chat. With the pressure to achieve quota, will your sales managers invest 25-hours to coach their team to deliver all five stories?

 

Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps.

Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps.

 

 

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