You're On the Clock, Dawdle Ye Not
ALL of your sales calls. To ALL levels of buyers. Ask the SPECIFIC QUESTIONS that extract the information you need to best understand how to attack that account and know where you stand!
Okay, I’ve calmed down, which means I can now remember back over the last couple weeks working with the talented Polly Lieberman and her passionate, ambitious teammates at Aki Technologies (killer secret sauce that drives mobile ad performance). Throughout our sessions, I found myself repeating, “time is the enemy” frequently. I was encouraging the team to be more direct with their selling efforts, and specifically, more pointed with their probing and qualifying questions. Buyers don’t have time to waste – neither do sellers – so why all the wasted words? …the wasted slides? …the wasted conversation? …the wasted time?
Specifically, I pushed the Aki team to ask direct, smart, probing questions that uncovered obstacles and insights that lead to better selling. They responded favorably because we organized our approach around some basic principles:
Finally, don't wait one more day listening to the little hand ticking around the dial: CALL ME. This stuff is really, really hard and unless a professional (yes, me) is guiding you and your team through exercises designed to create muscle memory, then your time will truly expire and you’ll be eating hash this holiday season! (If you actually do want to call...which you know you want to, dial 917-207-5183.)
God is in the skill rating business?
Faked out by data, not fake news
Don't fire your sales manager
Not muckin' no mo' stalls
Presenting fish, value props, or decks...all the same
How goes your "atta-boy"?
Face it, you're no good at prospecting
(You can) make the problem go away!
Johnny can't sell, FIRE his A$$
Managing your ugly ducklings
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