In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Trent Anderson to discuss a unique strategy you, as a sales leader, could start utilizing to help your sales team.
So what exactly is the first, last, best, worst strategy?
- Trent comes from a storytelling and sales background, and he noticed a theme with storytelling that he used to develop the first, last, best, worst strategy.
- The premise is simple: Make a chart with four columns. The first column will be labeled first, the second last, the third best, and the fourth worst. In the rows, meanwhile, put in some of the activities you, as a seller, have to do. Trent uses examples of cold calls, cold emails, sales won, and sales lost.
- After you have your chart made, you begin to fill it in. In the example Trent gives, you start out by listing what the first cold call you EVER made was and filling it in. Then the last cold call and email you made, and so on.
- The MAIN focus of this strategy, however, is the best and worst columns. Have your sales reps go over their best and worst sales, cold calls, emails, etc. and really study them. What were their similarities? What about their differences? What types of businesses did they close deals with?
Why is this strategy effective? What exactly does it accomplish?
- The single BIGGEST thing that the FLBW strategy offers is Insight and information. An issue that plenty of sales teams run into is having one incredible seller who doesn’t exactly know why they’re good. They can’t teach the specifics of their sales process to others on the team.
- With FLBW, however, you’re able to pick up on trends and other similarities between both the best and worst sales. You can take this information to avoid bad sales in the future, with the worst sales, and get more profitable ones, with the best sales.
At the end of each quarter, why not meet with your team and try out FLBW? Take note of the trends and take advantage of all of your new insights. Your sales and profits will only increase!
You can connect with Trent on LinkedIn under the name Trent Anderson as well as on Twitter. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.
- This episode is brought to you in part by Skipio.
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- This episode is brought to you in part by Scratchpad.
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- This episode is brought to you in part by Calendly.
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Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.