“So lots of ways to use constraints in sales but if you find yourself not comfortable with how things are going a certain way. Give yourself a constraint to try and get to the most important things to say or to do.” – Andrew Monaghan in today’s Tip 1467
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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 Andrew Monaghan. Andrew is the CEO and Founder of Unstoppable.do and host of the Sales Bluebird podcast. He has 18 years of enterprise software sales experience both as a seller and a leader and 8 years as a consultant helping sales teams at software companies sell more, faster. Here he is:
Andrew Monaghan: Ever had the situation where something’s just not working in your sales process. You know whether it’s discoveries not getting to the right points your differentiation is not hitting, maybe the demo is not having the impact that you thought it would.
One way to try and resolve that is to give yourself some constraints to get to the root cause. You know in January 1969 The Beatles got together in a film studio in West London to record an album and they give themselves two constraints.
One was in three weeks time they were going to do a live performance of whatever songs they came up with and therefore the songs had to be ready for that live performance.
The second thing they said was because it’s live they can’t have all the fancy techniques they’ve been used to using in the previous two or three albums like the dubbing and the multi-tracks and all the weird and whack instruments they were bringing in, it had to basically be the four of them just playing what they had in front of them at the time and singing it the song.
So those were the constraints and at the end of that process it took them a little bit longer to an extra week but they came up with such great, great Beatles songs such as the Two of us, Let it be, The Long and Winding Road, Get Back and of course this is all memorialized in the documentary that came out in I think it was 2020, in 2020 called Get Back. These constraints of has to be played live and we have to be ready in three weeks force them to get to the heart of what they were all about and produce just magical magical songs.
So how can we use the power constraints in sales? Let me give you some examples.
So let’s say that you feel like your discovery is just going too long it becomes awkward you know becomes that death by discovery or interrogation. What if you step back and said to yourself, if I couldn’t ask my prospect three questions what would I ask them? That might help you get some clarity you want you really want to get to when you’re asking your questions.
Another one might be you know I feel like I’m sweating myself too thin in my territory I’m not focusing the right ones, what if you give yourself the constraint that this year you can only target five companies. Which five would you pick and why?
Another one that happens a lot is when you ask inside the company you know how is our product different, what’s how are we different to the rest of the people the market and sometimes this is memorialized in the battle card with you know eight point font and all the different things and there’s you know more words packed onto that one side that you never imagined. What you really need to be able to do is step back and say okay if I can only talk about two different shaders with a prospect which would be the two that I would pick and how would I talk about them to have the biggest impact?
Another one might be if you feel like your sales calls are running long. If I only had 15 minutes for a sales call how would I run that 15 minutes for the best impact for me and also for my prospect? And it goes on, right? You get a long slide deck to use as the corporate pitch or the pitch deck or the first meeting network is called. What if you only had three slides which three would you use and what would you say to describe and work with those slides to drive a conversation.
So lots of ways to use constraints in sales but if you find yourself not comfortable with how things are going a certain way. Give yourself a constraint to try and get to the most important things to say or to do.
Scott Ingram: For links to connect with Andrew, to his podcast and newsletter, just click over to DailySales.Tips/1467. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!