How to Run an Effective Sales Deal Review
1h 1mGeneral2024-04-08
Authors
CRFT Productions
Full-Service Learning Content Company
Mark Garrett Hayes
Course details
Losing out on a sales opportunity means more than just numbers on a screen. It can spell the difference between hitting or missing a sales target and have a negative effect on your business. Not to mention, your prospect walks away from a possible deal without ever having their problem solved.
One of the best ways to improve your team's sales success rate is to undertake regular “deal reviews.” A deal review allows you to think aloud and analyze an opportunity, all while providing a window for the sales leader to offer guidance and experience on how to progress or close the opportunity.
In this course, Mark Garrett Hayes, the author of bestselling book Sales Coaching Essentials, provides clear, actionable, and adaptable insights on how to run an effective deal review with your team. Mark explains the value of deal reviews, how to prepare for them, and how to coach a great deal review and then follow up, ensuring the agreed actions are implemented successfully.
One of the best ways to improve your team's sales success rate is to undertake regular “deal reviews.” A deal review allows you to think aloud and analyze an opportunity, all while providing a window for the sales leader to offer guidance and experience on how to progress or close the opportunity.
In this course, Mark Garrett Hayes, the author of bestselling book Sales Coaching Essentials, provides clear, actionable, and adaptable insights on how to run an effective deal review with your team. Mark explains the value of deal reviews, how to prepare for them, and how to coach a great deal review and then follow up, ensuring the agreed actions are implemented successfully.
Skills covered
Meeting SkillsSales ManagementSalesLimited SeriesProfessional DevelopmentLeadership and Management
Concepts
0. Introduction
- 01 - Running an effective sales deal review
1. What Is the Deal Review
- 02 - The cost of lost deals in sales
- 03 - The sales deal review as a coaching opportunity
- 04 - Your sales deal review cadence
- 05 - Deal reviews and sales forecasts
- 06 - Preparation conversation application
2. Preparing for the Deal Review
- 07 - Selecting sales deals for review
- 08 - Spotting gaps, assumptions, and risks
- 09 - Slow down to speed up in the sales deal review
- 10 - Lean into the sales qualification framework
- 11 - Set the salesperson up for the sales deal review
3. Coaching the Deal Review
- 12 - Ask - Why this Why us Why now
- 13 - Don't drop the M-I-C in the sales deal review
- 14 - Asking tough questions early and fairly
- 15 - Sales deal clinics vs. sales deal reviews
- 16 - Learning from closed-lost sales deals
4. Following Up after the Deal Review
- 17 - Gaining commitment from the sales deal review
- 18 - The power of three for sales deal review follow-up
- 19 - Inspect the sales deal, not the person
- 20 - Keeping accountability on their side
- 21 - Reflecting on your successes
Conclusion
- 22 - What to do next