Skill + Do
You can mess up at a sales meeting with a big prospect or say something stupid in an internal meeting with your manager’s manager …but whatever you do, always nail your revenue estimate! Always.
When you think about your conversations with your prospects and clients, hold yourself accountable to ask direct and specific questions.
Give yourself a 10 if you’re really direct and specific and a 1 if, well…not so much. You will catapult to a 10 if you’re direct and specific asking "when" and "how much" questions.
There are two ways to get from a 1 to a 10:
1. Catch yourself when using generic closed-ended questions…and replace them with strategic open-ended queries (…a fancy word for "questions").
2. Write a script of the questions you want to ask (but never do because you can’t pull them down from the far reaches in your brain). Practice asking your "when" questions aloud – you’re more apt to ask a customer if the question is written down and features words you commonly use.
Projecting accurate revenue is the single biggest thing you can do to gain credibility inside your org…besides repeatedly hitting your numbers.
"When" and "how much" questions will get you there. Write ’em down, and then, use ’em.
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Tomorrow - December 6
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Open your eyes on "Closed-Losts"
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Today - December 5
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SAVE your end-of-year commish
Read MorePlaying for extra cash every 90 days is a golden opportunity to create freedom both today and tomorrow. Tithe at least ten percent of each commission check.
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December 4
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Time mgmt: slow down December
Read MoreRegular and consistent focus on priorities and decision-making removes the sting of disappointment you might feel when appraising your time management skills.
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December 3
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Your REALLY fun holiday party (??)
Read MoreWhere else are ya gonna wear your bad holiday sweater that Aunt Alice bought you last year? Proudly wear it at your office holiday party in her honor…make Alice’s year!
"The world is full of obvious things which nobody by any chance ever observes." Arthur Conan Doyle
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