Skill + Do
Be smart about how you close your Q4 selling efforts because ’24 is already underway. Bundle your prospecting efforts for Q4 table scraps with probing about your client’s 2024.
The TOP 10% are consistent producers because they know when to cut bait; that could apply to pursuing specific accounts or even moving on from a selling period like a year.
Sure, there are remnant opportunities and surprise money that can come your way in Q4, but with that quarter starting in a month, you’ll be served well by operating with specific intent and targeted attention now.
Instead of calling around every three days in September asking your favorite buyers if they got a release of incremental funds, sharpen your questioning to clarify the likelihood of getting more in Q4.
How’s this: "Hey, what’s the likelihood you will receive incremental monies this quarter that might have our name on it?" If they bite, fantastic! Regardless of the answer, follow up with a pivot to next year: "While I’ve got you, how are your ’24 strategies looking relating to our offering?"
The point is this: bundle your prospecting efforts for Q4 table scraps with probing about your client’s 2024. Sure, there’s much more to it than the above question, but the point is to understand when your Q4 is done…over… complete….finished!
Be smart about how you close your Q4 selling efforts because ’24 is already underway.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
"If we are going to be part of the solution, we have to engage the problems." -Majora Carter
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