The mute button is the modern superhero. Saving you from revealing your true feelings about Carol's third cat story and
11 Other Hard Learned Lessons from 2023
‘Having happy ears: Only hearing good news in a deal is like living in a bubble. Remember, every deal has its challenges. If risks aren't being discussed, it's a red flag that you might not be on the winning side.
Solving a problem in sales is like being a selective firefighter. You don't need to put out every small fire. Focus on the big, raging inferno – that's what gets you the big wins.
You know that feeling when going to Vegas, excitement, and then traveling back seems to take forever, yeah this happens in your deals too. If a deal is taking forever to close, it's like a slowly deflating balloon. The longer it drags, the more the buyer realizes they might not need your solution after all.
Have you ever asked a group of friends what to do or where you should go to eat. #youstarve. An ever-expanding decision committee is often a sign of indecision, not interest. It's like having too many chefs in the kitchen, but no one really knows the recipe.
Imagine you’re talking to your crush… you’re full of excitement, but you notice they’re on their phones with someone else, bc you’re failing to be interesting?- Gut punch! … Same things happen with your buyers. If your buyers are multitasking during calls, you're probably not grabbing their attention. It's crucial to engage them quickly and keep them focused, or else your message is just another drop in the ocean.
Ah yes, the ROI built by a vendor - yeah I’m sure it’s not BIAS. Your ROI projections might as well be fantasy if they don't resonate with the buyer. Speak their language, use their metrics, partner with them, or risk being tuned out. Nate Nasralla is the KING here.
You’re on Hinge and you’ve seen the 15th profile that has a picture of someone holding a dog, at a the bar, flexing in the mirror, or sitting in first class off to some jungle getaway… BORING. Sounding like every other seller is a surefire way to blend into the background. Differentiate yourself or be prepared to be part of the sales wallpaper.
‘Hey Honey— I know we just met and you’re still not sure about us and it’s only been three months… and this might sound crazy but we should get married’… CRAZY TOWN! Trying to create urgency in sales is a delicate art. Relying on discounts is a weak move. Instead, make the buyer's current situation feel untenable.
Become an executive Whisperer… A deal with strong executive connections can trump a well-organized one without them. It's like having an inside track – without it, you might be left behind by competitors who do.
Be as focused on the outcomes as that kid who wants a Barbie Doll on your trip to Target…. Wrapping up a call without setting next steps is a missed opportunity. It's better to leave some agenda items hanging than to end without a clear plan for what comes next. Keep your eye on the prize: moving the deal forward.
Want to build a web tighter than Charlottes Web, or have your deals be tighter than scrooge McDuck? Then you have to become a master multi-threader. Multithreading internally and externally. This is where are truly won or lost.
What would you add?
-Dustin