The Olympic Games give us a chance to watch some of history’s greatest achievements. They are a symbol of hard work and success. Most of the athletes, if not all, have spent their lives preparing for these very games. People who know how to win know that preparation is the key to success.
Even athletes at the top of their game know the key to a winning performance is flawless execution of the fundamentals. The same is true in the sales game. You can try adjusting your game plan, adding new tools or new equipment, but if you don’t execute the fundamentals correctly, you won’t be winning any medals. This week, in The Command Center, we’re going to get back to basics, key in on fundamentals, and draw from a little Olympic Inspiration.
Fundamental #1: Messaging
This might seem obvious, but so many sales organizations fail this simple, initial step, and send their sales teams off and running without direction. The best coaches are the best communicators. Make sure your team is clear about your company’s message and can communicate these three things well:
- Message – effectively articulate your company’s unique value, at any moment, in any situation
- Value – emphasize value as it relates to solving your prospect’s business problems
- Differentiation – clearly communicate what makes you different and proves you’re better than the competition
Take the time to coach your team on these three components. Execute the fundamentals, improve your success, and we’ll see you on the medal stand.
Check back tomorrow, we'll be doing a different "selling" fundamental every day this week.
