“Be aware of how your process can help or hinder you as you engage with your prospects and customers.” – Chris McNeill in today’s Tip 988
Do you master your process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today my good friend Chris McNeill an enterprise sales rep at Infinite Convergence Solutions is back. Here he is:
Chris McNeill: Master yourself. Master your process. Scott and I go back away, and I don’t know if he remembers me calling this out at the launch of the first Sales Success Stories book. This was an important and expensive lesson that I learned about two years into my sales career. Now, as a buyer, I evaluate things in a very, very slow and methodical way. If you’re ever trying to sell me something, sorry.
The big mistake that I used to make as a seller is not realizing that I was applying my own buying process to my customers, which resulted in slowing installing many of my early deals because I wasn’t actually supporting my buyers. I lost a lot of deals because I didn’t know myself and wasn’t able to spot when my process was the problem. There are hundreds of moving parts in any sale and at least a dozen great sales process acronyms to choose from. But look a layer deeper. I believe we all have fundamental processes of buying and selling. Be aware of how your process can help or hinder you as you engage with your prospects and customers. I’m a believer that, that’s the only process I actually need to master the rest of the acronyms I can pull out of my tool belt whenever I need them.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!