Skill + Do
Getting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
Buyers do not expect you to know every single detail about your product, but they also don’t expect to be buffaloed. MSU (Making Sht Up is never an acceptable approach in the high-stakes selling game.)
Positioning yourself as a true product expert relies partly on presentation confidence and a lot on genuine product knowledge.
Buyers won’t freak if you say, "Ya know, I wish I could answer that, but I’ve only been on board a few months and never been asked that before." That’s a legitimate approach. As is this line as a follow-up: "…I need to find out the answer to that for both* of us."
Honesty and humility go a long way to earning the buyer’s trust.
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Tomorrow - February 7
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"Umm, could you repeat that?"
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Today - February 6
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Pitch meeting management musts
Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
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February 5
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No, no, no...you LOVE prospecting
Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
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February 4
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Buyers hold your pipeline truth
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
"Knowledge is knowing that a tomato is a fruit. Wisdom is knowing not to put it in a fruit salad." Brian O’Driscoll
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