Sales Skills Training

Hey team, Derek here, real talk, most customers don't know what they actually need. So your job isn't to sell, it's to uncover, let me give you three concrete moves to try today.

Move one. Replace 'Can I help you?' with an open question. Say this exactly, 'What's the main thing you want this to do?' Or 'On a scale of one to ten, how important is battery life?' Their answer tells you which product fits and which upsell they'll actually want.

Move two: turn features into benefits. Don't say, "It has Bluetooth." Say, "You can move from room to room and keep your music with you." When comparing products, focus on the long-term value. For example, "This speaker works great in a small room. This one covers your whole house and includes a backup battery. It costs a little more, but it'll last you much longer."

Move three, upsell as protection or enhancement, not as an add on. Laptop needs a sleeve, blender needs a stainless pitcher, speaker needs a wall mount. Keep the upsell under twenty percent of the main item's price, and always give the 'why', 'This sleeve saves your screen from cracking.' 'This pitcher makes cleanup five minutes faster.' No 'would you like to add.' Just state the benefit.

Today's challenge, pick one customer. Use move one, the open question, then move three, one logical upsell with the 'why.' Report back in huddle tonight. You've got the tools. Go use them.