Daily Learnings: Thu, Dec 14, 2023
Yesterday is history. Tomorrow is a mystery. And today? Today is a gift. That is why we call it the present. — Babatunde Olatunji
Coaching on Sales
Taken from some great feedback and coaching given after reviewing some recent sales calls for SOLVD.
- Avoid a lot of “I” statements (e.g., “I do my best”, “I consider this in scope”, etc…) and communicate more in “we” and with confidence
- “This is how I am going to go through the scope” could be said better as “Here is the scope that we think is critical for you to achieve the XYZ business outcome you are looking for”.
- For a proposal call (and as a general practice) the customer wants to hear about them. What do they need to think about, how does this affect them, etc.
- Be sure. Give options. Prepare for the call if need be so you can go right to the points that matter and will wow the customer and make them trust you.
- Ending calls could be much stronger
- At the end of the call another tactic that might have been a good fit here is to ask: What components are missing for you to be able to make a decision on which CRM is the best fit?
- If they say nothing, then you know they are probably price shopping in this case b/c they got the prices but didn’t get a full understanding of the solution.