Are any of your reps guilty of “Ready – Fire – Aim?

How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.

If you gave any of your reps a new sales lead, how many will go online and Google that customer's name to research their business before they call? How many would check your company records to see if they had been a customer before? How many, instead would take your lead and immediately give them a call?

We need to be encouraging our sales reps to be more multiple-stepped process focused and to respect the importance of customer data and research. The goal is to make sure your team’s first call to a prospect will be their best call…because they have a better understanding of the new buyer they’re trying to sell.

Today’s video talks about the challenges of reps having a “Ready – Fire – Aim” approach to selling and how doing more research could help them sell even more!

Transcript

Are any of your salespeople following the philosophy of ready, fire, aim, and the way they sell? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. The reality is most sales reps are so action oriented and they only think one move ahead if they are given an opportunity, they'll jump on it immediately without doing any research. You go up to sales rep and say, "Here's a sales lead that came in. I want to give you. How many of your sales reps will go online and Google that customer's name to see and learn about their business? Check out your past records to make sure they hadn't been a customer of yours in the past and just do some solid research on who they were going to be calling on. But look how most sales reps would take the lead, immediately go to a telephone and give the customer a call. We need to be careful that we push our sales reps to be more process focused where we don't follow the idea that if we give you a lead, you immediately call the customer. A ready, fire, aim philosophy. We need research. We need understanding so that the first call can be their best call. Think this is something you could work with your team on to make sure they're more process focused and how they sell?