Micro Selling 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 Micro Selling Skills, strengths, and weaknesses or should I say development opportunities.
According to my research in 2019, 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 touche points where dozens of things can wrong and it is these errors I call Micro Selling Skills.
Sales Manager or Sales Coach, it’s not an easy choice but it is one you need to make.
Coaching Salespeople
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 realize the inconsistency of strengths and weaknesses between each person in your sales team.
Developing a different coaching plan for each person is essential but here is the kicker. get a 10% increase in the Micro Selling Skills of each person in your sales team and 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.
