HTSS169 - Sales performance management for presentations - Scott Sylvan Bell

Why you should break your sales calls into quarters

Nobody really teaches a framework for looking at and thinking through sales calls. This isn't a negative statement, it's meant to give an idea of direction. When you break your presentation down you have a framework or system to use that helps. You can locate areas your deals are going right and where you struggle. 

Why quarters matter in your sales presentation 

You see that its not 100% of the sales process that isn’t working it makes it easier to take criticism. This episode is a generic road map process. You can treat this like a ruler or goal post and pre-gaming your sales process. 

Here are some ideas for the breakdowns of the quarter. 

• Quarter 1 – Introduction – problem going too long
• Quarter 2 – Discovery – problem going too short
• Quarter 3 – Presentation – Problem - Talking about yourself too much
• Quarter 4 – Closing – Problem - not asking for the sale in a way that makes sense

The challenge for you is to take this template and break your sales call down into quarters. 

End of game