“Providing a sense of urgency to both your customers, your prospects, and even folks on your team.” – John Yoder in today’s Tip 1155
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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 John Yoder. John is a ten-year sales vet who lives and breathes all things customer success and isn’t afraid to promise an 8-minute response time. When not looking out for others’ best interests, he resides in the Greater Cleveland area with his wife, daughter, dog, and love of everything Ohio State. Here he is:
John Yoder: Hello Daily Sales Tip Community. This is John Yoder with another oversimplified yet very successful sales tip for your career. Has anyone else noticed that in today’s sales ecosystem, that folks are kind of expecting things, like they’re owed a deal, like they’re owed a meeting, like they’re owed anything? Strange, right?
You know who actually gets the deals and who creates the relationships and who creates a lasting impact on their customers and peers, those with a sense of urgency. And that is what today’s tip is around really is the lack of urgency that I feel has come in today’s sales ecosystem.
Now, I’m sure Scott mentioned in my opening that I promised my customers an 8-minute response time, that is a real thing. Actually do stick to that as a way to be remembered. Now, obviously, I can’t always secure that. For example, if I’m out to lunch with a customer or prospect or something like that, I’m obviously not going to take time and attention away from the conversation I’m having. But if I’m sitting at the computer and working on a deal and someone pings me and says, “Hey, I really need this by this afternoon,” if I get that, whatever it is, to them in 4-minutes, they’re almost blown away by the fact that I’ve prioritized a very simple task that they may have otherwise thought was going to go kind of by the wayside.
And it’s not the task that they remember, but it’s how you made them feel as the famous Maya Angelou quote goes to say, “Wow, he or she really took me as a priority because they got this done immediately and I wasn’t even expecting that.” So I think one of the things that you want to emphasize that really doesn’t take a ton of effort or energy is providing a sense of urgency to both your customers, your prospects, and even folks on your team. It shows you care. It doesn’t take a whole lot of resource and it really just puts you in a good spot and creates a good reputation.
So I encourage all of you out there listening today. If it’s 4:30 – 8 P.M. and someone asks you for a quote and the owed you, would have gotten it done tomorrow morning, I urge you to put a little bit of sense of urgency in it and get that quote out the door by 5 P.M., even if they don’t ask for it, because you would be surprised how many of those deals or those interactions reflect positively on you as a sales professional versus just being someone who does it for a living.
As I’ll keep in my themes, as I did for resourcefulness. It’s super simple and it’s not something that’s overly complicated but it’ll do wonders for your career and I hope you guys hang up this podcast today and put it into action on your next email. Looking forward to the next tip and happy selling everybody. Take care.
Scott Ingram: John would love to connect with you on LinkedIn, as long as you don’t immediately pitch him after you do. We’ve got that link for you a DailySales.Tips/1155 and once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!