As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial.
At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.
The Connect phase focuses on using insights to develop a compelling reason for engagement and build rapport with potential customers. By mastering this phase, sellers can establish trust and credibility, making it easier to move prospects through the subsequent stages of the sales process. It is all about establishing meaningful connections with prospects, and it sets the foundation for a successful sales journey.
Here are some effective coaching ideas to help your team excel in this critical phase: