“At least they’ve known that I’ve put in some effort to try to understand, I may not be right, but they’re much more open and willing to talk about it, because, at the end of the day, I don’t want to them to buy something that isn’t going to help solve their problem.” – Angie Donato in today’s Tip 983
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another short clip for you from my interview with Angie Donato, the Top Global Achiever at Gartner last year. Listen to this:
Something that’s kind of striking me, and maybe I’ll come back to another guest and drive some parallels here in a minute. But looking at your performance, it’s probably on average, right. You’re doing twice as much as a more kind of middle-of-the-road seller at Gartner. And it’s not like you’re working 70 or 80 hours a week, right? You’re building in kind of time. And again, coming back to this intentionality kind of piece. How is that? Why is that?
Angie Donato: Well, I think a lot of it has to do with the idea that the preparation piece, right? Where I’ll spend more time there. I think it’s really, I think people might lose sight of just understanding what the problem is that your client is facing, right? What is that problem? And they rush too much too quickly to a solution that may not be the right solution. And I think people also, I think part of it is we all have timelines that we need to meet. But I very much focus on what is the client’s timeline like, what are the things that they need to do or achieve and work from that versus my timeline? Because if I continue to have this customer-centric approach versus an Angie-centric approach or whatever is best for you, I think that’s the piece. I think that is a little bit different for me. Maybe then what others are doing because I don’t want to work 70 – 80 hours a week.
Scott Ingram: Well, you remind me a lot of Brandon Fluharty, who I’ve actually had on this show a couple of times, and he’ll actually be presenting at our summit in October. And his talk is titled 7 Steps to 7 Figures. And so much of what Brandon is about is really creating this space, like taking care of yourself, taking care of your mental health. And what I see is parallels for both of you is, it isn’t this all-out hustled kind of approach. It’s much more about the thoughtfulness. It’s the thoughtfulness around. Let me make sure that I’m taking care of myself and my family so that I’m in optimal shape to serve my customers. And then when I’m with my customers, I’m with them. I’ve done the prep. I love you’re talking about the hypothesis. I’m going to come with an idea and let’s flush that out. Let’s see if we can validate that and make sure that I’m on the right track to put together the right solution, because if the hypothesis was wrong, whether you’re definitely pitching the wrong thing on the other end.
Angie Donato: Exactly. And I’m not always right. Of course, I’m not. And that’s okay, though. And I think people are fine with maybe not being right? Somebody said, “Well, you know Angie, that’s actually not really right. It’s more like this,” right? But that’s okay, right? Because at least they’ve known that I’ve put in some effort to try to understand I may not be right, but they’re much more open and willing to talk about it, because at the end of the day, I don’t want to them to buy something that isn’t going to help solve their problem, because then they’re not going to be happy. They’re not going to renew the service. They’re not going to grow, right? And I’m not going to be happy because I’ll have that little pit in my stomach feeling that I don’t like. So I think you’re absolutely right its much more about being thoughtful and intentional and being present.
Scott Ingram: You’ll find my full interview with Angie in episode 128 of the Sales Success Stories podcast, and Brandon Fluharty’s presentation on the 7 Steps to Earning 7-Figures is happening in less than two weeks at the Sales Success Summit and you can register for the sponsor support live stream for free at Top1Summit.com, but as always we’ll also have all of those links for you at DailySales.Tips/983
Once you’ve clicked over there, be sure to click back here tomorrow for another great sales tip. Thanks for listening!