Why do Salespeople Show Up Unprepared?

In this episode of Sales [UN]Training, host Kelly Riggs dives deep into the critical topic of sales call preparation. Drawing from his extensive 40-year experience in sales and sales training, Kelly highlights the alarming trend of salespeople showing up unprepared, leading to ineffective sales calls that meander aimlessly. He discusses how proper preparation can prevent the common pitfall of focusing solely on the seller’s agenda rather than addressing the customer’s needs. Kelly emphasizes the importance of having clear objectives for each sales call, understanding the customer’s problems, and tailoring the conversation to uncover critical information and decision-makers.

Kelly also shares personal anecdotes and best practices, including the concept of “curbside coaching” that he learned from a seasoned sales manager early in his career. This method involves setting specific call objectives and debriefing after each call to continuously improve. Additionally, Kelly stresses the necessity of a well-defined sales process and the importance of training salespeople to anticipate objections and ask the right questions. As he notes, effective sales preparation not only shortens the buying cycle but also significantly enhances the chances of closing deals. Tune in to learn actionable strategies that can transform your sales approach and drive better outcomes

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions