- November 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How to Make it Easier for Your Salespeople to Sell
If your company is an underdog (what you sell is more expensive than the competition, you have a new company, new technology or new product, you have a story to tell, you are not the industry or market leader, it’s 6 or 7 figures, etc.), your salespeople have much more resistance to overcome than those who aren’t underdogs. There are several strategies that can be used to minimize the effect of the resistance your salespeople face. You can:
- Train your salespeople to lower the resistance;
- Train them to overcome the resistance;
- Do remarkable things that cause you or the company to be recognized, opening the door for your salespeople;
- Spend millions on advertising so that you become better known;
- Acquire the better known competitors;
- Out perform the better known competitors;
- Lower your prices (you can but I don’t recommend it)
- Get acquired by one of the better known competitors;
- Have happy clients make introductions for you to highly targeted prospects;
Making the job easier for your salespeople is your number one responsibility after coaching and accountability but most sales managers don’t give this challenge much thought. How about you?