All types of personalities can make up your sales team. And the key to success is letting these naturally work within your sales framework. Ideally, fluid frameworks over rigid scripts that create the art of a sale.
Last week, we discussed the importance of making sure not to strip the personality from the sale. In this week’s Pearl, we’ll address the script specifically and the personality delivering the pitch. Well, not an actual script but more of a framework.
How do you coach your team to build a pipeline without a script and using a framework?
What the product does, the problems it solves, the rules of how it gets executed, how it’s priced, and how it integrates all need to be addressed. Those will form the interaction between your sales rep and the client. It creates the frame; the structure that YOU control and define.
Providing a solid, flexible framework allows you to empower your sales team with creative freedom. Whether they’re a Picasso or a Rembrandt, they have the flexibility to paint your company’s story for potential prospects. In their own words. In a manner that is natural to their personality. So focus on your framework. Keep it comprehensive and true to your branding, and then indulge your sales team with the opportunity to present it in their own style.
There’s a definite art to their delivery.
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