Daily Quote |
Skill
Your buyer's dog house can get pretty full
Do you think ALL of the vendors that received money from your clients in Q2 nailed it?
Of course not.
Many of them botched something or another with your target accounts. In fact, right this second, one of your buyers is ticked off at some seller they gave money to… YOUR competitor.
It'd be a shame if you didn't try to capitalize on that situation.
Whether you do formal QBRs with your key clients or not, use the end of Q2 to survey them and uncover the truth about who is performing strongly and who is out of favor.
Do
The door never opens on its own
Today, practice how you'll get your buyers to open up and share insights about your competition.
Write these two questions down…then use them:
"Hey, who's nailing it for you these days?" And this variation, "So, which vendor killed it for you in Q2?"
Your job isn't to persecute your competition; it's to gain insights and get your buyers to crack the door open with intel.
Be the sympathetic seller who's there to console and help!
Oomph
There are many paths toward making sales
Sometimes, you move your opps down the funnel perfectly; other times, you close a deal because another vendor screwed up and you're next in line.
Don't wait to be next in line…position yourself next in line.
In this TED Talk, "Don't Believe Everything You Think," Lauren Weinstein smartly helps you keep your mind open to what's possible in your Sales Life.
Sometimes, you move your opps down the funnel perfectly; other times, you close a deal because another vendor screwed up and you're next in line.
Don't wait to be next in line…position yourself next in line.
In this TED Talk, "Don't Believe Everything You Think," Lauren Weinstein smartly helps you keep your mind open to what's possible in your Sales Life.
Subscribe Today
Energize your morning routine with MySalesDay.
- Free to subscribe—cancel anytime.
- One unique selling tip, five mornings a week.
- Mindfulness reminder each Saturday.
