PROCESS over LUCK
Mar 15, 2023TLDR: When you let your process do your thinking for you on what to do, you can spend your thinking energy on being strategic.
One of the biggest differentiators between being good and great at sales… doing the little things.
The funny thing… most sales are known for having A.D.D or A.D.H.D. (🙋♀️ Like ME) Staying focused and making sure the details happen does not happen naturally (for most).
There is a solution… Have a PROCESS!!!
If you are prospecting...
- How many leads, emails, phone calls, LinkedIn, and Videos
- Schedule your day to accomplish
- Strategy... Who do you call first (Engaging the Most, Follow Ups.. etc)
In the sales process…
- What are you trying to learn in Discovery
- Scheduling the Next Call (before you hang up)
- Follow up … what does it include (What I heard, How that Impacts you, How we can help)
- Connecting the dots of Discovery to your Product in Demo
- Asking tough questions to make sure they feel you solve their problems (don’t assume)
- Understand and handle objections
Bottom line you can “work hard” day in and day out and get lucky with some wins. Doing the right work every day with the same effort can give you consistent wins.
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