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Sales PlayBook Philosophy: The Why & How for Selling

September 24, 2019
Sales PlayBook Philosophy: The Why & How for Selling

Our Sales PlayBook philosophy provides the seller with a context for selling.

Wait, what does that mean?

The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization.

Simon Sinek, author and motivational speaker, famously said in his TED Talk, How Great Leaders Inspire Action, that the “why” behind what you do is far more important than what you actually do!

The reason why salespeople sell is critical.  And the CFS Sales PlayBook philosophy begins with uncovering that “why” and incorporating it into your company’s value proposition.

But first, let’s take a step back and answer some basic questions.

What is the Criteria for Success (CFS) Sales PlayBook?

Put simply, the CFS Sales PlayBook contains all of your company’s tribal knowledge.

Internal sales tools and descriptions of best sales and sales management practices are all found in your unique Sales PlayBook.

But, it’s not just another “how-to” manual. A manual is static.  The CFS Sales PlayBook is an active, living platform that evolves with your team.

Next, we will focus on the question, “Why do I need a Sales PlayBook?”

How and why does the CFS Sales PlayBook benefit the seller?

So, we’ve established that the CFS Sales PlayBook is a flexible, ever-evolving tool sellers use to improve their sales process.

And as business changes, so does the PlayBook. It addresses seller needs by acting as a storehouse for best practices, trends, and more!

But why does it help sellers enable buying, exactly?

Well, your unique Sales PlayBook provides the seller with success stories that describe how your offering has improved other company's processes for the better!

It not only allows the seller to utilize practical information during the sell, but also helps them tap into the true needs of your ideal buyer!

What is the CFS Sales PlayBook Philosophy?

As mentioned, when we talk about “philosophy” we also mean the why, which motivates the how, or the “mechanics.”

Most sales training organizations I’ve came across strictly focus on the mechanics. They will say things like, “Act this way and you will become a better salesperson,” or, “Manage this way and you will be a better sales leader.”

The problem with this approach is that the salesperson is treated like a machine.

In this type of work environment, people spend time doing things without much purpose or reason. This is a major issue in many organizations I’ve worked with.

So many salespeople never fully grasp the essence or the reason behind why what they sell adds so much value to their clients and customers.  Instead, they’re trained to rely on being told what they should do.

Having a philosophy or context that the seller understands enables them to own what they sell and to become the subject matter expert buyers are looking for!

The Sales PlayBook is a Collaborative Tool

The fundamental philosophy behind the CFS Sales PlayBook is to improve and inspire collaboration.

It promotes the idea of solving problems that the customer has by including everyone in the organization, not just sales, to contribute. In other words, everyone participates in identifying, diagnosing, and solving customer problems.

It also encourages you to treat your team as subject-matter experts. This inspires them to become more creative.  To suggest new ideas for how your organization can add more value to customers.  To align more closely with other parts of their organization.

The Sales PlayBook calls forth all the best disciplines in your company for generating leads, closing deals, providing support to your sellers, utilizing your internal automated systems, and most importantly – it provides a forum for anyone in your company to exchange best-selling practices so that everyone improves!

The Ultimate Guide to Creating & Managing a Sales PlayBook

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