The Big Five
These focus on advanced skills that differentiate you with your targeted advisors.
1. Establishing Business Rapport
Worst Practice"How are you today?"
2. Quality Questions
Worst Practice"What keeps you up at night?"
3. Recognizing Advisor Questions as Objections
Worst PracticeAnswering the question directly
4. Creating Urgency
Worst PracticeBeing ok with "Yes, I'll look at it"
5. Strategic Documentation
Worst PracticeThinking you'll remember
If you're thinking ho-hum when you read these, you might be surprised at how small language changes can make a huge difference.
Coaching drives real results
+28–32%
Win Rate
+19–23%
Quota Attainment
+12%
Average Deal Size
+15%
Sales Velocity
Source: Scorecard Sales