“When you decompress after a sales meeting you rewind, replay, and relive details you missed while the meeting was in progress.” – Anthony Coundouris in today’s Tip 869
Do you decompress after every sales meeting?
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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 Anthony Coundouris. Anthony has a decade of experience consulting to technology and software-as-a-service startups. He specializes in designing automated sales and marketing systems, and is the author of the book run_frictionless. Here he is:
Anthony Coundouris: Thanks, Scott, for having me on the show. In today’s Daily Sales Tip, I’d like to teach you sales time management. I’m going to show you how you can save hours of time by decompressing. Yes, decompressing every time you meet a customer.
If you guessed I’m an Australian, you guessed right. Fun fact about Australia. Australia is home to the longest fence in the world. More than five thousand kilometers long it was built to stop wild dogs from crossing one state into the next.
Here’s what we mean by decompressing after every sales meeting.
Spatial designers talk about adding spaces like foyers in buildings to allow visitors time to gather their thoughts and decompress. When you decompress after a sales meeting you rewind, replay, and relive details you missed while the meeting was in progress.
Many employees have reported productivity improvements since covid. One reason may be because they have more time to decompress. Time to think, rather than act.
Here’s why you want to decompress after every sales meeting.
Today I met with a client to discuss building a sales process. While decompressing between sales meetings, I realized they didn’t need a sales process to get new leads. They are in a peculiar situation where they have a majority market share. Instead, they need a sales process to close more deals from existing clients.
Had I not decompressed and dug deeper, I would have missed this valuable intel and my proposal would have missed the mark. Decompressing is the moment when you win the business. What we are looking for is a nugget of intelligence that our competitor has missed.
It is easy to make this a habit. If you allow clients to book your time using apps like Calendly, simply program a buffer of 30 minutes before each meeting to decompress.
If you meet clients at their offices, rather than drive to the destination, take an Uber. Use the travel time to decompress and record intelligence that will win you the business and help make the next sale easier.
There are two kinds of intelligence. Account intel makes it easier to convert a lead. The second kind is intelligence drives down organizational friction and makes the next sale easier for everyone.
Let’s sum up.
If you did what we did and decided to decompress after meetings, you made a good call. Here’s why.
Firstly, you got ahead of competitors in the early or middle game because you took the time to decompress and discover intelligence your competitors missed. While your competitors did back-to-back meetings, you allowed 30-minute windows between your meetings to reflect.
Secondly, you possess intel about your customer not known to your competitors. This made it easy for you to take control of the sale and pitch solutions your competitors never imagined.
Lastly, you gathered intelligence which drove down friction. You figured out an improvement to make the next sale easier for the whole sales organization.
Back to you, Scott.
Scott Ingram: Thanks Anthony. You might want to take this opportunity to decompress and take a short break from your sales tip listening binge (that is what you’re doing right now, isn’t it?) Take a minute to click over to DailySales.Tips/869 to get connected with Anthony and his resources, and do yourself a favor and join the listener list while you’re there. We’ll both be glad you did.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip, or just continue on with your binge. Either way, thanks for listening!