Learn how to talk to senior leaders, and position yourself as a strategy partner instead of a pitchman.
- When should you take your boss on a sales call and when should you leave them back at the office? (laughs) Your boss can be one of your best assets in closing sales and you should know how to leverage your boss to help you to get higher level decision makers and to help you make headway on big deals. Now, you don't want to make a practice of turning all your big deals over to your boss, that's why they hired you. But you should engage your boss on the most important ones. So, if your boss wants to work with you, out in the field, or you asked your boss to come on a sales call with you, here's how you want to set up the day.
here's how you want to set up the day. First and foremost, don't take them on a milk run. What do I mean by milk run? Where you go to customer to customer and everybody says "Oh, she's wonderful, "he's the best, he's great." The boss has been down this path before and they know, that's a waste of their time. A second thing you don't want to do when you're out with your boss is use the day to show the boss the reality. A lot of sales people make this mistake. They want to show their boss how tough their job is.
Don't do that. Do not take them to the worst places. Leave that to someone else. You want to be the person who takes your boss out on sale calls that have good parts and bad parts. You want to take your boss out on the places where they can make a difference. So, let's say you and your boss meet first thing in the morning, you're gonna have a day together, be pumped, be excited, be on time. Ask your boss "What would you like to accomplish "with this day?" And then after they tell you, overview what you have planned, "We're gonna go here, we're gonna go there." And one thing that's really important here is describe the role you want your boss to play on each call.
to play on each call. Say "I'd like you to talk about X." Or "After I introduce you, I'm gonna take over "if you could just nod and affirm a few things." 'Cause see, one of the problems sales people often have is their boss takes over the call. But it's usually because the sales person didn't provide the boss with enough information or direction beforehand. So, when you take your boss into a client, it's important to introduce them correctly. You don't want to make a big deal of it and say "This is my boss, he's out to see "how I'm doing.", all you need to say is "I'd like you to meet Bill.", or "I'd like you to meet Susan, "she's my manager and she always loves "to come out in the field and meet with our clients." Then, as you get into the call one of the things you can do and it's kind of a nuance is you can use your boss's presence to elevate the conversations.
to elevate the conversations. Here's what I mean by that, you say to the client "You know, I told Bill "that we'd been talking about the strategic issue with X. "Could we go back and revisit that." And watch, the client will elevate the conversation just because the boss is in the room. What you don't want to say is "Please tell Bill or Susan how wonderful I am." Or, "Please tell Bill or Susan every problem "you've ever had with us." That does not bode well for a good sales call. So, three things to remember.
Use your boss to help you get to more senior level people. Set your boss up for success by telling them what role you want them to play. And three, don't make a huge deal of bringing your boss into the call. Just make sure your client stays comfortable. Your boss can be your best ally in closing more business. Use him or her wisely.
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.