Selling by numbers

Matt Garman
3 Feb, 2020

Painting by numbers is very therapeutic. It may not be ‘art’ but it’s an effective way to create a real painting if you’re not a Rembrandt or a Michelangelo.  It’s growing in popularity both in traditional paper-based form and digital applications to while away the time on train journeys.

Why is it popular? Because it has a satisfying structure that guarantees success if we follow the simple rules.  We know what to do, how to do it and we can practise to make sure we keep within the lines.

Sales by numbers is equally effective with predictable, sustainable, consistent results.  Let me lay out an example to show you what I mean:

  1. Lead generation
    1. Know your target customers
    2. Know your addressable market
  2. Qualification
    1. Know your qualification criteria
    2. Understand the importance of not following unwinnable clients
  3. First meeting
    1. Know your elevator pitch
    2. Prepare great probing questions to get the information you need
    3. Know your values and beliefs
    4. Know your value proposition
    5. Know your products and services
    6. Know your sales journey
  4. Demonstration or pitch
    1. Practise your pitch until you’re confident
    2. Know how to handle objections
    3. Know your value proposition
    4. Know your pricing strategy
  5. Negotiation and Close
    1. Listen to your customer, understand their point of view
    2. Know your walk away point, understand that a win is not a win at any cost, it needs to be in line with your pricing strategy
    3. Be prepared to give something to get something but don’t give away more than you should
    4. Keep building a trusting relationship
  6. Keep communicating
    1. Follow up to make sure the customer is happy with their purchase
    2. Understand whether the customer is a fleeting or is a potential long-term relationship

There are many ways to train your sales people to optimise their performance.  A good structure, clearly communicated is good for your team and good for your company.

Structure is often seen as a means to stifle creativity, but this is not the case. Knowing what you’re doing and how to do it, along with practise to build your confidence, allows you to exercise your creativity more, because you won’t have to focus on the nuts and bolts of what you’re doing.

You can only think outside the box, if the box is defined in the first place.

To find out more about building a successful sales team –