“This builds trust on all sides and creates opportunities to progress technical conversations along, which tend to help move business conversations along as well. ” – Chris McNeill in today’s Tip 1019
Do you want to die alone on an island?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Chris McNeill. Chris is an enterprise sales rep at Infinite Convergence Solutions. Here he is:
Chris McNeill: Don’t die alone on an island. This tip I learned from a CRO at a high-growth startup I was lucky enough to be part of a few years back. Any time he saw someone on the sales team not taking the opportunity to leverage all the resources that were available to them, he would simply ask, “Do you want to die alone on that island?” This helped us pause and reevaluate our engagement, identify additional team members that we could put in front of prospects to help validate our solution and move the deal along.
This has stuck with me because as a seller of Technical B2B Solutions, it’s absolutely impossible for me to know and do everything required in my sales process. More importantly, it’s a bad idea for me to try to do it all. I love working with my solutions consultants who get to be the voice of technical reason on my calls because they validate for my customers what we can and cannot accomplish together. Since it’s not a salesperson saying “Yes, we can do whatever you need.” This builds trust on all sides and creates opportunities to progress technical conversations along, which tend to help move business conversations along as well. So that’s my tip today. Don’t die alone on an island.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!