Something that I’m a big believer of is talking in terms of how other customers have won with my process or how other customers have essentially gone through the steps to get something approved. I think it’s one thing if you’re a sales person and you say this is why you do it this way because I have a quota to hit. Versus, I’m going to speak kind of from a neutral standpoint and tell you, here’s how this other customer did it. Not me. You kind of put yourself as a neutral third party, and so I’m a big believer of saying ‘what our customers would tell you’ or ‘here’s how this customer did it,’ and having kind of a bank of different customer stories that are ultimately going to help your timeline. And you can use that really for any topic, not just timelines but literally every aspect of your sales process. Rely as much as you can on talking about how other customers have done it, and how they’ve ultimately won.
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