HTSS82 - The rules for a sales ride along presentation - Scott Sylvan Bell

The rules for a sales ride along presentation 

If you get the chance to have a closer or trainer ride along with you there are some things you need to know. There was not other way to record this episode in a way that would make sense unless I explained what I do and what I see on a sales call. There are some very specific rules as to what needs to be done.

In this episode there are a few items that are key to making a ride along work well. Some of the ideas you may have considered and some of them you may not have.

Rules for ride alongs:

You will want  to do when people ride with you. If it is a big surprise it will take too much time away from the training session.  It is important to set the rules up front and be very clear about what is going on. If the person on the ride along cant agree it’s a no go. If you have someone ride with you they can cause problems and lead to a lost deal.  

Sometimes those being trained don’t like being in that position so their ego flares up. The problem with ego. The person being trained can tray and get very alpha on you. It may be that you make this mistake and have a problem with the coach or the trainer. Think through this as it could be help you will miss out on.  

You need to know who is running the call

Explain who is running the call, accept you are not the salesperson if you are doing the shadowing or the ride along.  The conversation could go like this “You are not selling I am,  your job is to watch and listen”.  If you are riding agree to this standard so that you can learn.  

Explain what type of salesperson you are especially if  you use pressure and or silence.  

You may have to explain when to the other person can talk and when they cant or what kind of interactions are needed.  

In a sales presentation there are times where a story can take the conversation down a rabbit hole. No stories and no conversations be the rule.  

One of the places salespeople are new or are struggling have a problem it is at the close. It is important to have silence at the close so that the person riding along does not destroy the deal. If you get uncomfortable and talk it can cause a problem for the salesperson who is working the deal.  

Buyers can look to the ride along to save them and try to change the conversation in a deal. Be aware of this strategy to cause problems.

Explaining what to look for in terms of interactions can help:

• I build rapport through these 5 stories
• I tell the same joke over and over again
• I use a ton of pressure in a sales appointment
• I ignore objections from buyers

There is a whole list of what can be done or said depending upon the salesperson or the coach. You will have to either make your own list or ask the person who you are riding with.

 

 

When the sales call is over

It is important to do a debrief after the call to see what went right and or wrong in your words. What is it that you say and didn’t see. Only then is it possible to diagnose what changes need to be made or where you are in your sales career.

Taking notes after the call is important as well so that you can remember what has happened. You may find things that you would not have been able to understand previous to the ride along.   

The more opportunity you have to ride with a closer or trainer to find what you can do better in a sales presentation the better off you are. You have to be open to new ideas and seeing things you may not have heard before. Not all ride alongs are the same.

If you were the one selling there may be criticism or changes that could be made. Take those ideas to heart and see what you can do to implement them. A good coach or trainer will limit the ideas to 3 things that can be done.

Its your turn to implement the ride along content

Once the ride along is over and you have been given a prescription it is important to take action. Someone was paid to help make you better. There were reasons for their recommendations.  If you want long term success it wil take the hard conversations.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California