Sales frameworks - shortcuts for bridging the experience gap, learning sales methods and developing skills.
We use the term, 'Sales Frameworks', to describe a new set of guides that help salespeople learn the sales methods 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 judgement of veterans.
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 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 judgement.
Using the framework models in training accelerates comprehension and equips participants with effective thinking tools that focus attention on forethought and sales methods which improves judgement.
Examples of framework representations used in training and coaching
- Learning Cycle
- Value Cells
- Approach Strategy
- Decision Maker Focus
- Planning Discipline
- Meeting Tactics
- Interpersonal Style
- Is there an Opportunity
- Can we Win
- Will it be worthwhile
- Right Issues
- Right People
- Decision Roles
- Decision Styles
- Relationship Standing
- Value Proposition
- Common Vision
- Competitive Strategy
- Alliance Strategy
See 'Bridging the Sales Experience Gap' for a detailed example.
Experienced salespeople can use the framework representations to recognise and communicate their expertise to others.
This approach has proved to be a powerful teaching method that enables students to learn sales methods and skill from others and avoid having to repeat mistakes. Sales frameworks are a fast track to know-how and a short cut for acquiring the wisdom of experience.
If you need to improve sales methods or learn 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.