Tuesday Tips

Let’s Talk About Sales 

An NFL player knows precisely what to do for each play.  The player executes for 7-10 seconds. Linemen have practiced over and over the first step off the line of scrimmage.  Hundreds of hours of practice on foot position, their shoulders, hands etc.  By game time sub-conscious muscle memory takes over.  They don’t think, they just execute.   

Are you prepared for game time?  Do you have a plan?  Have you practiced it?  The first meeting with a prospect is “game time”.  Here are thoughts on that play you might practice: 

1. 1. Connect: Connect personally.  Research your counterpart.  Ask about an item uncovered in the research.  Listen and watch for cues that it is time to move to business. 
   2. State the purpose of the meeting: Be concise.  Write it beforehand and practice.   
   3. Check:  Confirm you are both there for the same purpose.  “Does that sound right?” 
   4. Give permission to say “No”: Example, “we may not be a fit.  If that is the case, will you tell me?”  Boom.  Be willing to walk away.  As Jeff Thull teaches; ABL (Always be Leaving). Do this then watch the prospect relax and engage.   
   5. Address their agenda:  “What are 1 or 2 things you would like to cover so this meeting is good use of your time?”  Listen carefully.  Don’t address the issues.  Respond; “Ok I’ve got that.” 
   6. Confirm time: Don’t assume. 
   7. Start asking great questions: Craft an opening question to start a dialogue.  Create a broad question focused on the prospect’s role or business.  Example: “When you think about all of your priorities, what concerns you most?” 
   8. Continue asking great questions:  Memorize 6-12 questions that fit most situations.  A doctor diagnosing a patient uses questions memorized in medical school.  Develop yours and apply consistently.  Stay in questioning mode and listen.  Ask follow up questions.  (For an example of diagnostic questions, email me at brewster@smallpointconsulting.com).  
   9. Close for the next step: A question to close a meeting: “what would you like me to do next?”  Encourage them to tell you if there is no fit.  If there is, agree what each of you will do to prepare for the next step. Open calendars and create the appointment. 
   10. What happens if? Bullet proof the next step by asking “what happens if” questions.  This  is an opportunity to test for commitment.  “What happens if a conflict comes up?  I know you are busy.  How should we communicate in that case?”  Use this technique through the sales process to address issues that could derail the deal.   
   11. Summarize and close. 

With a plan to execute, you will modify and improve the plan, work on your skills, developing muscle memory to conduct great meetings.   

Quote

“Happiness is a skill.” 

Naval Ravikant