Skill + Do
Once you get inside an org, flip the switch that unleashes your referral monster. Ask every customer with whom you meet to help you meet others inside their org.
It is so much easier to get an appointment through a warm referral than to bang your head against the wall by cold-emailing prospects.
Writing "Jeff sent me" in the email header can do wonders in opening doors.
Once you get inside an org, turn on the referral monster that lives inside of you: ask for an intro to another buyer in the org at every meeting.
The asking is a good first step, but you’ll also want to qualify to learn insights about your new buyer. Ask your client friend to give you insights about the individual you’ll soon be meeting with…how about stuff like:
1. How much power (influence) does
2. What do you know about <Susan’s> opinions and biases of offerings like ours?
3. What’s the working relationship between you and
Intros and information are powerful forces in sales. Tactics are important, too. Get as much upfront info as possible while your buyer-friend agrees to make an intro.
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Tomorrow - November 14
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I'd love to meet your friend, YES
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Today - November 13
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"Why did you get bought?"
Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.
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November 12
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Two sellers walk into a bar
Get your manager engaged in your goal-setting protocol and you’ll have a higher likelihood of learning about your misses and growing your skills.
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November 11
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Boost your selling with integrity
Some may argue that integrity is innate…after all, your parents are wonderful and taught you well. But there’s pressure in today’s sales game that constantly challenges your integrity.
"You create your opportunity by asking for them." Shakti Gawain
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