| Direct Sales Training: | | | | closer he was more like a report card on how |
| Jared is an exceptionally good closing manager. He | | | | well the salesperson set up the deal. |
| is the manager that closes the difficult deals. One | | | | Jared concluded if he could do effective direct |
| day I asked Jared to tell me his negotiation skills | | | | sales training with his salespeople his closing ratio |
| success secret. | | | | would increase. Jared soon became a sales coach |
| Jared said his secret is like the TV show CSI | | | | to his people. He helped them improve their fact |
| (Crime Scene Investigation). Only Jared's CSI | | | | finding skills, their listening skills and their product |
| stands for "Customer Selling Investigation." | | | | selection skills. |
| Jared explained that when he was a new closer | | | | Jared's Almost Magical Closing Improvement |
| and didn't close a sale he would do a CSI on the | | | | As Jared started doing more sales training |
| deal. He would interview the salesperson that | | | | coaching his negotiation skills and closing ratio |
| worked the deal. In most cases he was able to | | | | seemed to almost magically improve. And the |
| quickly determine the missing ingredients in the | | | | more he did sales training with his sales team the |
| deal. Maybe the salesperson did a poor job fact | | | | more his closing ratio skyrocketed. |
| finding with the customer and didn't know their | | | | Your Direct Sales Training Action Item: |
| hot buttons. Maybe they didn't identify the | | | | Proactively take charge of your own sales training. |
| customer's main motivation for considering the | | | | Take some time to sharpen your fact finding skills |
| purchase. Maybe there was a poor product | | | | and product knowledge skills. Do your own CSI |
| selection in matching the customer's needs. | | | | after each deal and analyze what happened and |
| Jared's Realization | | | | why. Soon you will be working a lot smarted and |
| Jared said he soon started to realize that as a | | | | closing a lot more sales like Jared. |