The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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 the 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. H