“After you have all that info, you’ve asked for a warm introduction, you’ve got more information than you did when you started with, and potentially you’ve got an easier in to open the door for a conversation.” – Jack Wilson in today’s Tip 1372
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Friday, so here’s your weekly dose of Jack Wilson.
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. Today I want to talk about the power of the end-user interview. I think a lot of times in the sales process, especially in enterprise and higher sales, we often discount any activities that don’t get us directly to and above the power line. One of those activities happens to be end-user interviews. But in reality, there’s no power like information that comes straight from the source. And depending on what you sell, there’s usually a pretty ripe audience to share their experiences directly with you.
Now, you’re going to have to filter out some of those responses because they obviously come with certain biases from people being part of those organizations or from being in roles that they’ve had various experiences as well. But what I would suggest is a tip this week, is to look at your target accounts and think; Hey, if I’m in sales, what’s the likelihood that someone else in sales would be willing to help me out? Reach out to your counterparts at your target accounts and ask if they do an end-user interview with you. Sit down with them and just have a conversation about what their experiences are within the company. Ask them to help you map potential personas that you can communicate with. Specifically, ask for warm introductions, but more importantly, tie in their experiences directly with what you’re looking to solve for.
After you have all that info, you’ve asked for a warm introduction, you’ve got more information than you did when you started with, and potentially you’ve got an easier in to open the door for a conversation.
Scott Ingram: You know where to go if you want more right? DailySales.Tips/1372 And for more great tips. Just come back tomorrow. Thanks for listening!