050: Richard Smith | Highlighting the Defining Moments of Sales Conversations

Takeaways Sales Meetings are Not Coaching Sessions: Every sales team has a weekly call. The reality is, for most, this is nothing more than a transfer of information meeting. Debriefing the week that was and getting updates for the week to come. Coaching is “improved performance” and no sales meeting I’ve ever been in does that. Instead, let’s work on getting into specific details of opportunities by way of what happened during the calls — the words that were used, role playing objections that could have been handled another way, or client stories to use as references in certain scenarios (with context). Breaking down those areas of improvement just like an elite athlete could be the difference between a promotion and interviewing at other companies. Prospecting at all Levels: No matter what your title says, if you belong to a sales organization, some amount of time in your day should be spent on direct prospecting. I know this is counter to the populist movement of hyper-specialization, but I seriously believe everyone should be prospecting. If you work with me, you’re either prospecting for new clients or prospecting for a new job. Sales is the lifeblood of an organization and prospecting is the only thing that will save you in the event of a downturn. Challenge Your Prospects: It seems like everyone is comfortable hearing “no” from a prospect, maybe even too comfortable, but I rarely hear of sales reps being willing to say “no” or pushback on their prospects for fear of killing an opportunity. I’ve often seen requests for references, white papers, and trials as nothing more than stall tactics. Be willing to challenge a prospect and get them to help you understand what exactly will change if you do what they’re asking. Full Notes

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Book Recommendation From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin Sponsor

 

 

What if every sales rep inherited the habits of your best rep? With Costello, they do.