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Praxis Growth Advisors, Inc. | Boston and the South Shore, MA

Eric Warner

How often do you debrief each of your teams' calls together? Not just the big ones, but every one.

Leaders, have you developed an efficient selling system for your team to follow? Does this system enable the team to consistently achieve a desired outcomes while saving time, energy and money? Are you training them on the system, holding them accountable to it and coaching them on how to improve their gaps?

Asking the right question to get to the root cause can help you at the doctors office and with your prospects.

Goals and plans without action are just words on a page. But where should we start? What action will you need to unlock that will really drive personal performance? What’s the most important behavior that will help you hit your goals? When you really think about it, goals are created to establish new habits, and habits are ingrained behaviors.

Check out these three simple steps to calm your goal-setting anxiety:

The where, what and how of goal setting.

Think for a second, is “no” really a bad thing? If a real and material problem does not exist and we help create one for the sake of a deal; will we have a good long term profitable client? Probably not. What if we spend a long time ignoring obvious objections and issues only to discover they are material roadblocks to your sale? How many times have we wasted precious time and ample energy chasing something that we could have ended long before we invested our valuable time and energy trying to create an opportunity?

Information is everywhere today so at what point do you decide it's time for action?

How much time do you truly spend coaching your team?
5 tips to ensure you are coaching your team not just supervising or training.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

5 ways to ensure you stop telling and start selling 1. Scrub your assumptions away! 2. Consider why something was said, not what was said. 3. Create and environment of mutual agreement. 4. Uncover emotional needs not intellectual needs. 5. Let the prospect do the arithmetic.