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5 Real-Life Examples of Assignment Selling In Action

By Tom DiScipio

Assignment selling is an important technique used to accomplish that age-old pain point of salespeople everywhere: answering the same questions in every single sales call.

If we all can agree that more educated prospects become happier customers, then we can see the value of using content in the sales process to answer buyer questions upfront.

When we do this — that is, assign content to our prospects ahead of a sales call — we set ourselves up for more productive conversations with better-fit prospects.

What is assignment selling?

The theory behind assignment selling posits that the more educated the prospect, the faster the sales process, and the higher the close rate.

Accordingly, salespeople at IMPACT ask (or assign) prospective clients to read or view specific materials so that they can be better prepared for a deeper sales conversation.

We're able to do this by leveraging the trove of content from our website to educate our prospects and build trust with them.

However, a theory is just a theory until it's put into practice — and that's where this article comes in. We're going to dive into specifics so you can see assignment selling with real life examples.

Below, we've cover five common situations and see how our sales team handled them:

Qualifying a lead for fit and commitment
Ensuring prospects are educated
When a prospect doesn't complete the assignment
Aligning a new client's team
Assignment selling when sponsoring or exhibiting at an event

This will be an inside look at how and why we use assignment selling at various stages of the sales process, and what we do when issues arise.

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