“So I advocate for taking your scorecard and transparently sharing it with your buyer. ” – Jack Wilson in today’s Tip 1154
How about you? Are you using mutual scorecards?
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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 Jack Wilson. Jack is a Senior Director of Enterprise Sales at Seismic and a Coach, Trainer and Mentor in the Sales Rebellion. Here he is:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson here with another tip. If you heard my previous tip about there being no secrets in sales and being outrageously transparent with your buyers, then consider this tip and add on to that. A lot of us in sales, particularly in the enterprise and larger market spaces, use some sort of a deal scorecard. Whether it’s a MEDDIC or a MEDDPICC or the invasion scorecard used by the Sales Rebellion, we use some sort of formula or tracking methodology to understand where we are in a deal, if we’re green, if we’re yellow, if we’re red, where the potential pitfalls or roadblocks may lie. But the thing we do with those scorecards is we tend to keep them to ourselves.
Now, we use it to prepare for a meeting, and let’s say we’ve got some question marks around timing or budget. We’re going to go into our next meeting and we’re going to talk about those things, but our buyer doesn’t really know why. Why not? In the end of any good sales process, we’re creating mutual action plans and we’re sharing the process with our buyer all along. And we’re walking down a mutual path towards what success means for both of us. So why not do that earlier in the process?
So I advocate for taking your scorecard and transparently sharing it with your buyer. Now, it doesn’t mean telling them, “Hey, I’ve got a scorecard and I need to fill out my MEDDPICC, and here’s where we’re red.” Instead, it can be in a customer-facing, more friendly manner by simply saying, “I like to understand where we are in XYZ category to make sure how I can best move the project forward and support you. Here’s a couple of areas where I think I need a little bit more information to do that for you” and then you can share. Try this with the next couple of deal cycles you run and let me know how it works.
Scott Ingram: To connect with Jack, just click over to DailySales.Tips/1154 and we’ll have a link for you there. Once you’ve done that, be sure to come right back, for another great sales tip. Thanks for listening!