Learn how to spotlight your results, get traction quickly in your territory, get access to senior leaders
- What's the first thing you should do in a new sales job if you want to be successful? Well, most everyone will tell you start selling something, but I'd like to suggest something different. Before you go after prospects, talk to some customers who are already buying. Ask, why do they buy from your company? Because, you see, the first piece of success is actually acquiring that institutional knowledge. You need to know why do customers buy, what impact does your products and service have on their business, and you want to hear it in their words, because what this does is it gives you, the seller, confidence, and it helps you create your own story to share with prospects, because just going out and talking about your features is not going to be enough, you want to know the impact that you have on customers, so if you're more experienced in sales, and you're looking to jump start your performance, go back to some of your best customers, and ask them, how did our product or our solution affect your business? How did this create wins for you? Because it'll reinvigorate your own story.
So, as a noble purpose salesperson, no matter where you are in your career, you want to have a constant stream of reinforcement, those stories that tell you how your offering affects customers, because you want that to be your internal dialogue. So, now I want to talk to you a little bit about how you share your sales accomplishments with higher-ups, and this applies whether you're new to your job, or you've been there for a while. There are going to be occasions where somebody, either your boss, or somebody even more senior ask you, in a formal or informal way, how's it going? Well, the most natural answer for most salespeople is to say great, I just closed this, and to talk about the business they've closed, but now I want to give you a better answer that will make you more memorable, and it's this, say we just closed this great sale, and let me tell you about how it's going to affect our client, and be succinct with it, but this kind of conversation does a few things, it makes you more compelling, because you see, higher ups in your company, they talk about numbers all the time, but when they hear about customer impact it makes a more lasting impression on them, and they hear you excited when you're talking about it, and the second thing it does is it makes them feel great about their own job, because believe it or not, even executives need some feel-good reinforcement.
Now, the watch out I give you here is be concise. When an executive asks you how's it going, you say, hey we just got this big win, let me tell you about it, do not, I repeat, do not go into a big long-winded explanation of the widgets are doing this, and this is doing this, their eyes will glaze over. Simply say this, we sold company XYZ a $50,000 deal, and it is going to improve the way every single person in their company experiences their computer system, or whatever your version of that is.
So, there are two secrets to advancing in a career in sales. Number one, beat your numbers, but number two, and this one's more subtle, you need to demonstrate a sophisticated and passionate zeal for customer impact.
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.
- Selling with noble purpose
- Sales as a fast track to leadership
- Making the first call
- Avoiding sounding scripted
- Recovering from a bad call
- Working with your bosses and senior leaders
- Networking and being coachable