Sales frameworks - shortcuts for bridging the experience gap and learning sales methods.
The term, 'Sales Frameworks' describes a set of tools that we use to teach the sales methods and skills employed by top performers.
The models or representations help newer salespeople compensate for lack of experience and enable them to become productive sooner.
The frameworks are simple enough to memorise yet offer access to the insight and judgment of veterans.
If you arrived here looking for ways to establish sales methods, improve sales process, or overall effectiveness, this page may be more relevant.
No two situations are the same. The most successful sellers are those who adapt their approach to meet the needs of each opportunity and situation. Having a framework helps less experienced people recognise and adopt the best sales methods.
Frameworks are based on the behaviours of top performers. Less experienced staff can approximate best practice from the representation and emulate successful techniques without first acquiring equivalent intuition and judgment.
Using the framework models in training accelerates comprehension. The frameworks provide thinking tools that focus attention on the right things. They focus attention, stimulate thinking, and improve judgment.
Examples of framework representations used in training and coaching
- Bidding to win.
- The customers buying process.
- Qualification - is there and opportunity?
- Qualification - can we win?
- Qualification - will it be worthwhile
- The impact of intrinsic motivation.
- The benefits of coaching.
- Structuring important messages.
- Making failure productive.
- Achieving customer loyalty.
- Leveraging the changing phases of learning.
- Aligning learning motivations.
- How negotiation changes over the sales process.
- The impact of planning.
- Problem solving strategies.
- How to use reverse psychology.
- Thinking from another mind's perspective.
- Recognising decision maker personas.
- Differentiating decision maker roles.
- Recognising leadership styles.
- The impact of sales knowledge.
- The impact of sales process.
- Channel sales partner distinctions.
- The power of stories
- Decision Maker Focus
- Creating a compelling value proposition.
- Aligning work motivators.
- Adapting for different personalities.
- Understanding decision-making styles.
- Characterising relationship standing.
- Establishing a common buying vision.
- Identifying competitive strategy.
See 'Bridging the Sales Experience Gap' for a detailed example.
Experienced salespeople can use the frameworks to explain and communicate their expertise. New salespeople gain an instant appreciation for the issues involved.
This approach is a powerful teaching aid that enables students to learn sales methods and skills from others and avoid having to repeat mistakes. Sales frameworks provide an easy way to learn and a shortcut for acquiring the wisdom of experience.
If you are looking for effective sales training for individuals or groups or need to improve sales methods or sales skills, we can help. Call +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to email@example.com for a prompt reply or use the contact form here.