“You’ll be surprised by how forthcoming they are with the answers, basically giving you all the information you need to better suit their needs and ultimately close the opportunity.” – Jack Wilson in today’s Tip 1174
Do you call everyone all the time?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jack Wilson is back with another killer tip. Let’s listen to that first and then I’ve got an important ask for you at the end:
Jack Wilson: What’s going on Daily Sales Tips Community, Jack Wilson back with another tip. Today’s tip was actually inspired by one of my colleagues who I’m going to call out because she needs to come out here and give us some really solid tips and that’s Sabrina Simmers from Seismic. But what Sabrina taught me was what I like to call everyone all the time. And I know that sounds a little bit extreme, but what I mean by saying that is when you’re trying to get multi-threaded in a deal. I think sometimes we look at the list of names of the different contributors to an opportunity, and we think that we should have a relationship with every single one of them. But in reality, we probably don’t. We probably actually reach out to three or four of them individually and the rest of them maybe as a group.
It’s important to actually connect with every single persona in your opportunity, especially at the enterprise stage. More important than just connecting with them, I want you to understand how different people behave in different settings and scenarios. Sometimes you might have the closest relationship with someone you consider to be a champion, but then you get on a team call where they’re surrounded by colleagues, you have a couple of resources on a call, and maybe you’re doing a demo or you’re overcoming objections. The next thing you know, they clam up and they get a little tense and they feel like less of your ally. It’s not because they don’t trust you anymore, but it’s because they simply just wear a different hat in a different group of individuals. One thing you can do to break through that noise is to just contact them in a different setting. When you “control the environment.”
For example, immediately after running a demo, wait about an hour or 2 hours and then use the direct dial and call each persona and simply just ask them how they thought the demo went. I think you’ll be surprised by how forthcoming they are with the answers, basically giving you all the information you need to better suit their needs and ultimately close the opportunity.
Scott Ingram: If you value and appreciate these tips that Jack’s been contributing each week as much as I do, I have a 30-second request of you. Click over to DailySales.Tips/1174 where you’ll find a link to vote for Jack in LeadIQ’s Sales Madness Tournament where Jack is currently in the Sweet 16 round. I think it’s the least we can do to thank Jack for his contributions. Do it now. It’ll only take 30 seconds. DailySales.Tips/1174
Once you’ve voted for Jack, be sure to come right back for another great sales tip. Thanks for listening!