Had a really shitty week last week.
MONDAY UNFILTERED
Lost 2 deals I was forecasting and other stalled.
It happens to us all. Keep going!
📚 – We Are All Selling to the CFO Now, 5 Tips [1 min]
CONTENT OF THE WEEK
📝 – Closing Deals Without Fake Urgency [1 min]
💸 – What a VP Looks For On a Resume (3 things)
Grabbing next steps (for them), framework
“So what are your thoughts on next steps?”
Spent 2 years thinking I was being buyer-centric asking that.
But it’s the worst way to close a call.
And it’s not buyer-centric at all.
So how do you be prescriptive?
1) Before call, write down the ideal outcomes
2) Plant seed + share them in your agenda/upfront contract
3) Save plenty of time at the end of a call 🔑
Then at the end of a call:
1) What stood out the most from today?
2) I know you shared xyz was critical, how compelling was today?
3) “Are you open to a recommendation?
Buyer-centric isn’t seeking their help on something they’ve never done
Buyer-centric is teaching them how to buy + advancing the process
Captains of the ship don’t ask for help
Lead them from point A to Point B
