With the holidays approach, schedules get crazy.
For any in-quarter deals, ask prospects about their upcoming time off.
Rally around getting it wrapped up beforehand.
MONDAY UNFILTERED
📚 – Should you go around your Champion? [1 min]
📝 – 5 Phrases to Use When They’re Losing Attention [1 min]
💸 – 11 Deal Learnings from a Top Strat Seller [1 min]
CONTENT OF THE WEEK
Driving Urgency, With Their Priorities
Brian LaManna
Every sales leader tells you to drive urgency. With often no instruction on how to do so.
Sellers then fall back on urgency reasons, only for them:
-Being behind on quota
-End of Month or Quarter
-Pricing Increases
Urgency reasons for you, not the buyer’s priorities (bad)
A 3x sales leader taught me this one question, to ensure urgency in every deal.
It’s about getting their commitment to solving NOW.
Through their own initiatives and priorities.
After you finish discovery, ask:
“This might be a silly last question but __ seems like a really huge priority.
Fast forward 90 days, are we okay if that problem is still there? Or are we committed to solving this as soon as possible?”
Two great outcomes from it.
Committed Now:
-Proceed to demo or forward with conversation
Not Committed:
-Rerun discovery
-“Ok… so what trumps ___ as an even bigger priority today?”
I’ve been shocked at how many times I’ve gotten that 2nd scenario.
“Well, it’s a pretty big priority but 90 days would be fine.”
Better uncover that now, then deal pushing later.
DOUBLE CHECK ON PRIORITIES
Never make assumptions off pain or initial discovery.
Double click to validate it’s a priority now.
Else rest of the sales cycle is pointless.
WIN THE WEEK!!!
