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It’s no secret the top priorities for sales leaders include meeting projected quota, training and coaching the sales team, and having continued, predictable success each quarter. There are a lot of factors that can affect these goals, which can add stress to everyone involved. 

Things like the difficulty in adapting sales conversations to the many stakeholders involved in a  sale. Each persona has a unique perspective on the challenges they face and the perceived value of your product. Presentations created to speak to a broader audience end up not having as much impact as they could on each individual. It’s a challenge for the sales professional to spend the time needed to create relevant and engaging conversations for these diverse decision makers.

Luckily, there are some things you can control- like the tools and strategies your sales team uses during their sales conversations. 

What if your team could realize:

• Increased close rates and faster new hire ramp-up times.
• Improved lead prospecting and qualification.
• A more confident, high-performing sales team.

They can, with a Sales Conversation Playbook(SCP). A personalized SCP includes everything you need to communicate high value to your prospects, increase conversion rates, and have predictable success throughout your entire sales team. 

The Science Behind Making Decisions

Behavioral Psychologists proved long ago that human beings make decisions based on meaning and emotion and justify their decisions with logic and reason. Yet so many sales conversations are focused on making a logical argument for the purchase of their product. Logic alone will not win the day.

Every meaningful conversation starts with understanding the world-view of your prospect.

The challenge, meaning, changes depending on who you are speaking to. A CEO is going to perceive meaning and value differently than a CMO or other members of the C suite. This makes it difficult for the sales team to have relevant conversations across the prospect’s organization. Oftentimes the inability to do this is the difference between a win and a loss.

High Value Conversations

Whether you have a quick, transactional sale or a long, complex sale, the first conversation should be structured in a way that your prospect perceives tremendous value and agrees to a follow-up appointment or demo (if they are a fit). It also needs to be simple enough that the most junior BDR can see results quickly. It needs to predictably convert, so senior sales reps on your team will adopt and execute. 

That’s where the SCP comes in. Your playbook would include a detailed buyer’s persona profile outlining challenges, goals and key drivers. Not only that, but it lays out how to position your product or service with each persona from prospecting, discovery, demo to close. Each stage is documented with real conversations that the team can consistently execute.

The result? Your team, from the most tenure to brand new hires, will be equipped to communicate the highest perceived value and meaning to key individuals in your prospect’s business.

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We understand it can be difficult to know where to start when developing a first conversation script, that’s why we’ve created a Sales Conversation Roadmap “Cheat Sheet” that you can download here.

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Our custom messaging solutions are strategically scripted, cadenced, and executed to increase conversion rates for maximum impact on your company’s revenue and profits. Our system fits seamlessly with your existing sales process to ensure successful adoption & smooth rollout throughout your entire organization. Our solutions are high impact, low risk, minimally invasive, and integrate into your existing sales efforts.

Call: 678-561-6260, Email: dkurkjian@mastermessaging.com or instant message David Kurkjian on LinkedIn to start the conversation.