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 - 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.
"The world is full of obvious things which nobody by any chance ever observes." Arthur Conan Doyle
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