Why That Worked – Presented by StoryBrand.ai

#187: Why Your Sales Team Isn't Selling (And How to Fix It)

Aug 12, 2024

Transitioning from being the sole sales powerhouse to leading a team can be tricky! Learn about a proven 8-step sales process that emphasizes rapport-building and uncovering client pain points. Active listening is key to understanding customer needs and overcoming objections. Effective communication ensures your team conveys product benefits naturally. Discover strategies to enhance sales effectiveness and closing rates, empowering your sales team for consistent growth.

26:02

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Quick takeaways

Establishing a consistent sales process is crucial for business scalability, allowing teams to sell effectively rather than relying solely on the owner's skills.

Active listening and structured sales meetings significantly enhance conversion rates by helping teams understand customer needs and build authentic rapport.

Deep dives

The Importance of Sales Systems

Sales is often neglected in small business operations, but it serves as a crucial engine for growth. Many business owners experience frustration when they realize they are the primary source of income, feeling like a bottleneck in their own companies. The need to transition from being the sole 'rainmaker' to effectively training and delegating sales responsibilities to a team is essential for scalability. Establishing solid systems and processes can empower sales teams, ensuring that they have the tools and training necessary to succeed, rather than relying solely on the owner's talents.

Intro

2min

Navigating Sales Challenges for Small Business Growth

2min

Scaling Sales Teams Effectively

11min

Effective Communication Strategies for Sales Success

2min

Enhancing Sales Effectiveness

10min

As a business owner, you might be a sales superstar, but teaching your team to replicate your conversations with potential clients can feel next to impossible. After all, you know the company’s origin story and the ins-and-outs of the product like the back of your hand. But in order to scale your business, you need to transition from being the primary salesperson to having a high-performing sales team. And to do that, you need a consistent sales process.

In this week’s episode of the Become a Better Business Owner series, hosts Bobby Richards and James Sweeting sit down with Chad Cannon, Business Made Simple’s VP of Sales and Marketing. Chad shares his simple 8-step sales process that he used to close the first 400 seats in a business coaching program. You'll learn how to build rapport, uncover pain points, and ask for the sale in a way that feels natural and authentic (not overly scripted!). Listen in and get Chad's battle-tested strategy for selling and scaling consistently!

Create the talking points for your next discovery email or sales meeting at OnlineSalesScript.com.

STUCK TRYING TO GROW YOUR BUSINESS? SUBMIT YOUR QUESTION FOR A CHANCE TO HAVE US COACH THROUGH IT ON THE SHOW: BusinessMadeSimple.com/Podcast

ORDER COACH BUILDER, DONALD MILLER'S NEW BOOK, AND TRANSFORM YOUR EXPERTISE INTO A LUCRATIVE CONSULTING CAREER: CoachBuilderBook.com/Podcast

IF YOU'RE SERIOUS ABOUT IMPLEMENTING A PLAN TO GROW YOUR BUSINESS AND REVENUE, FLIGHT SCHOOL IS FOR YOU! JOIN NOW: SmallBusinessFlightSchool.com.

FIND AND FOLLOW US ON INSTAGRAM: Instagram.com/BusinessMadeSimple

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Why That Worked – Presented by StoryBrand.ai

#187: Why Your Sales Team Isn't Selling (And How to Fix It)