Microselling Skills focus on improving the WHY—why business is lost, won, or deferred. They are the glue between all the qualification processes and everything in between the performance measurements used by sales managers to report and predict the sales outcomes of their sales team.
Micro-selling skills are like gold nuggets, just waiting to be discovered.
As a Sales Manager, if you don’t know from first-hand observation
- Why the sale was won
- Why the sale was lost
- Why the sale was stalled
- What was needed to win the business
- What they could have said
- What they could have done
- How they should have responded
You need to spend time with each of your salespeople in the various sales processes before you can identify their Microselling Skills, strengths, and weaknesses—or, should I say, development opportunities.
According to my 2019 research, the average sale requires seven to ten touchpoints before a potential buyer converts into a customer.
Prospecting, preparation, approach, presentation, handling objections, closing, and follow-up are several touch points where dozens of things can go wrong, and I call these errors Microselling Skills.
Sales Manager or Sales Coach is not an easy choice, but it is one you need to make.
As a coach, you need to be able to see, hear, and understand the turning points where sales are won or lost.
With your newfound knowledge and understanding, you realise that each sales team member has inconsistent strengths and weaknesses.
Developing a different coaching plan for each person is essential, but here is the kicker: If you can get a 10% increase in the Microselling Skills of each person on your sales team, you will achieve a 30% increase in sales.
I know because it was this approach that resulted in a 180% increase in sales and resulted in winning The Australian Sales Manager of The Year.
