“I think deals will close themselves as long as you open them correctly.” – Misha Jessel-Kenyon in today’s Tip 1235
Do you focus on closing?
Join the conversation below and check out the full interview with Misha!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip for you from the interview we just released with Misha Jessel-Kenyon on the Sales Success Stories podcast. Misha has been the #1 AE in EMEA at SalesLoft for the last 2 years and was just named the #1 sales rep in the UK by Wiser in their 100 over 100 awards. Listen to this:
Misha Jessel-Kenyon: We’ve already talked about MEDDPICC and I definitely believe in that. It’s kind of the core qualification matrix, but that isn’t a sales process. So I would say MEDDPICC is key for kind of the navigation of how you navigate your deal, how you tell if you’re on track or off track and where you need to focus next.
But beyond that, I would say that following a value first sales process, that’s very much focused around the business case and my philosophy is very much quality over quantity. Find deals where you can definitely win and where you can create a business case that can really quantify value. That’s going to solve a very important problem for a customer. And then focus your time there and don’t spend your time on the other ones because as a salesperson it’s a bit like being an investor, but you’re an investor of your own time in these deals.
Then, I would say one of the other things I’d say that I definitely don’t believe in closing. I don’t think hard-selling works. I think deals will close themselves as long as you open them correctly. You manage the process correctly and then you will take them to a point where there’s no other logical solution than to buy. And I kind of really dislike the whole kind of endless talk in sales about closing, how to close. I think it only is applicable and very transactional sales. And then I would also say that at the heart of sales, trust and integrity and authenticity at the heart of everything. You can’t truly be your offensive self when you’re selling, then you’re not going to be able to build trust with the buyer. And if you don’t operate with integrity, then the deal is going to be brought in at its core if they’re going to send it. So you have to operate without a heart.
Scott Ingram: For a link to connect with Misha and for this full interview, just click over to DailySales.Tips/1235. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!