“Use your skepticism to validate and ask more why and how questions.” – Scott Ingram in today’s Tip 803
Are you sure about your process?
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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram.
If you listen to these tips on the day they’re released. Thank you, and this tip is especially for you, but I’ll keep it relevant for you even if you’re coming to it after April 1st.
In sales I think it’s important, especially on April 1st, to have a healthy dose of skepticism and paranoia. Being just a little bit skeptical about everything your buyers tell you should prompt you to always think about digging a little deeper. I’m not suggesting that they’re outright lying to you, but sometimes people just don’t know. You might be talking with someone about their buying process, and they walk you through the whole thing. But are you really sure that that’s the process? Is it possible things have changed recently. Have they made enough purchases like this in the past to be intimately familiar with the process? That’s just one example. Use your skepticism to validate and ask more why and how questions.
You should also be just a little bit paranoid and regularly ask yourself. What could go wrong? What could mess up the timing of this deal? Then use that paranoia and the answers to those questions to be a bit more proactive. Find ways to get ahead of those risk factors and address them before they blow up your deal.
I know, not as much fun as an actual April Fools prank, but perhaps this is a little more valuable. We ended up putting most of our creative energy into the “Whatever it Takes” email that we sent earlier this week. If you’re not already on the listener list and getting those emails, let’s fix that! Just click over to DailySales.Tips/803 and drop in your name and email address so you can be fully in the loop. There are a couple of significant things we’re getting ready to share with you. One coming a little later this month, and another even bigger announcement likely in the May timeframe. What’s ironic is my April Fools tip from a couple of years ago kinda, sorta hints at what might lie ahead.
Anyway, don’t believe everything you see and hear today, and be sure to come back tomorrow for another great sales tip. Thanks for listening!