Sales Training Series #10

Insights from recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you insight into what it’s like to train with me while providing actionable tips you can use in your day to day.

Note: I intentionally keep the descriptions of my clients vague for privacy reasons.

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Thinking 2 steps ahead

One of my clients sells for a market leader.

A good chunk of his deals are lay ups (his words not mine)

I asked to review one of those “lay up” deals because I was looking for something specific that he could do to maximize the opportunity and turn it into even more money in the future.

Obviously he didn’t do it. And I know the majority of salespeople don’t.

Most salespeople are just thrilled to get a deal. They are afraid of asking any real probing questions because they’re afraid of jeopardizing what they believe is in the bag.

I asked my client:

“Why did they buy? What was the trigger that made them say ‘Today’s the day’ we need to take action and the change needs to be done by a specific date?”

Client: They were looking to change their data infrastructure from legacy systems

Me: Okay and what was the problem with the legacy systems?

Client: They’re outdated

Me: So what? How is having outdated systems impacting the stakeholders and the business?

Client: *explains the impact*

Me: Great. Did the prospect tell you what you just told me?

*crickets*

Client: No..

He didn’t have the full picture.

What was I looking for?