“If there’s no energy in solving this, it’s simply a conversation. It’s not an opportunity and it certainly isn’t a deal.” – Christine Rogers in today’s Tip 573
Do you have energy in your sales conversation?
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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 Christine Rogers. Christine is a seasoned sales and marketing leader with over 15 years of recruiting, hiring, training, and managing high-performing sales teams. She’s currently the President and COO of Aspireship, a platform designed to train and match-high potential sales candidates with great SAAS companies looking to hire. Here she is:
Christine Rogers: Energy, in a sales conversation there are two places where energy is critical. First, you need to bring energy, especially now we’re all craving connections from others. When I agree as a prospect to take a meeting with you, I’m taking my cues from you. If you can’t muster up an ounce of enthusiasm for the product or service you’re offering, why would I as a prospect, be excited to engage, let alone purchase from you. I’m not talking about doing backflips here, but take a minute before the meeting to be fully present and kick up the enthusiasm not just a bit.
The second place where energy needs to be present is in the deal. We do a ton of discovery understanding the tactical challenges. We dig deep into understanding the exact issues we’re positioning our product to solve. Path ourselves on the back. We create an opportunity and then we go ahead and add it to the forecast. But often we miss a key point. If no one is specifically wound up about this problem, if there’s no energy in solving this, it’s simply a conversation. It’s not an opportunity and it certainly isn’t a deal. Dig in to find out why right now, who owns the priority? Is this critical now? Or is this a nice to have? Someone has to be feeling something about it. Remember, there’s no energy. There’s no deal.
Scott Ingram: To learn more about Christine and Aspireship and to connect with her on LinkedIn, which I know she’d like you to do. Just click over to DailySales.Tips/573 and we’ll have everything for you there.
Then, make sure you’re subscribed to the podcast so you never miss an episode and come on back tomorrow for another great sales tip. Thanks for listening!