Sales Rehearsal Drill Using Success Stories to Recommend Next Steps

1. SalesGym Sales Rehearsal Drill Using Success Stories to Recommend Next Steps Coaching Series

2. Sales Rehearsal Drill Practice Exercise Setup: • Think of a current situation where you need a decision from a decision maker to move the sales process forward • Assume you are at the point in the meeting, usually near the end, where you will ask for that decision • Communicate a story of a customer that made a similar decision and benefited from it to set-up your closing recommendation Using Success Stories

3. Sales Rehearsal Drill The problems and needs of the prospect should be reasonably close to the issues of the customer you’ll be highlighting in your story Stories are more effective when we explain the details of the problem the decision maker faced Best Practices Review The decision of the customer in the success story is the most important moment of the story. It needs to be set up with dramatic flair. Explain how the customer in the story benefitted from that decision to set up your recommendation Your closing question should not be a yes or no, but more a “how can we make this happen for you” question

4. Practice Rules

5. Steps of a Success Story Close Keys to Great Success Stories 1 2 3 4 * Relevant to the Listener Who is a relevant decision maker? Decision Maker Crisis What was their problem they needed to solve? Climatic Moment What was their decision? Decision Resolves Problem What were the results of this decision? Recommend they make a similar decision What is the recommendation we’ll make? (options, not yes or no)

6. Practice Debrief What did we notice that was effective from all of the examples we just heard? What’s the most important thing you’ll focus on in round 2 to make your 2nd demonstration even better?