Sales Training Series #6

Insights from my 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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Don’t blindly follow a checklist

One problem that comes up often in my call reviews is the seller blindly following a list of questions in their conversations.

Instead of adapting their key questions to the natural flow / contents of the conversation, they try to check every question off their list.

From a recent call review:

Prospect: We want to get to $5M in revenue next quarter

🤡: Yeah wow. And what’s your current tech stack looking like?

How is that question relevant at this moment in time?

Sure, it’s their tech stack is important information to know.. but in this context when the prospect just told you about their goals/desired outcomes why are you changing the topic to something technical (rational)?

There were a few things we needed to fix in order to keep the conversation focused: