Unicorn builder | Sales Jedi Master | Turning Prospects into Fans, Numbers into Success Stories | One successful IPO | 2 successful acquisitions
Imagine chatting with a pro-athlete who scoffs at the idea of basic training. They say, "I've been in this game since I was a kid, I've got the basics down." Yet, curiously, they're not showing up to their regular practices, and their performance is slipping. Sound crazy? Now, let's put the shoes on our sales superstars. I recently had an enlightening conversation with Denny Ward. He often brings up sales fundamentals with advanced sellers, only to hear "Yeah, we know." But the real question is -if they know, why aren't they doing it? Countless times, I've witnessed sales calls where the account executive fails to confirm the prospect's purpose and expectations for the call. Inevitably, they're stopped short 5-7 minutes in, blindsided by a prospect saying, "that's not what I wanted to discuss. This isn't advanced strategy; this is Sales 101. So, let's bring it back to basics. Let's ask the right questions, set the right expectations, and above all, let's listen. Because if we're not mastering the sales fundamentals, we're not playing to win. #salesskills. #salestraining
A world-class athlete never skips a day of fundamental practice. Sounds essential, right? Then why do advanced sellers skip the fundamentals in sales? https://wix.to/T02gE5F #salesskills #salestraining
