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Sales training Matrix : What would you add to this?


Sufficient matrix?
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☁️ Software Tech
πŸ₯Ž Training
😎 Sales Skills
2
Worf
Politicker
+5
SDR
I think you should have a section for "Payoff" (off SPIN Selling by Neil Rackham), that would go after "Objection Handling." Instead of telling them what your product/software does, take their pain point and give a scenario (using their own words) on how your service would solve that issue. Kind of like leading them to the conclusion on their own.Β 

Simple payoff questions include

"Wouldn't this solve that problem you just shared?"
"What benefits would you see if you used our product/service?"
"Why is it important to you to solve this problem?"

Not mandatory ofc and it can be labeled as something different like "Benefits." Just something I see that would be missing in a buyer-centric sales methodology.
Salespreuner
Big Shot
+11
Regional Sales Director
Buyer Centricity - wow - this is a perfect explanation - thumbs up!
SADNES5
Politicker
+6
Hittin' Dingers
πŸ’―. Great answer.
Salespreuner
Big Shot
+11
Regional Sales Director
✌️
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acctdev
Opinionated
+4
SDR
If outbound, I'd add actually finding prospects under the prospecting tab, and for reference gen, internal relationship building. 2nd does wonders.
Salespreuner
Big Shot
+11
Regional Sales Director
Wow. Thanks for adding those!!
beerisforclosers
Politicker
+8
Account Manager
I know we don't get paid on the post sale, but I always try to follow up after the sale just to make sure they're satisfied. I think it makes a big difference in the renewal if you're playing the long game.
Salespreuner
Big Shot
+11
Regional Sales Director
Absolutely and some cross selling too, what say? πŸ”₯
6
MasterSaaS - Sales Training with Google
Advice
6
13
Jordan Belfort Sales Training
Discussion
33
13
ADD, ADHD, Dyslexia, neurodiversity in sales?
Question
28
Neurodiversity in sales?
ch
+134
ChiBWS , Β  Mjollnir , Β  chewymammoth Β  and 134 people voted
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