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#259 How to take advantage of limited sales opportunities right now
I recently explored why it’s crucially important to take advantage of even limited opportunities.
But…
How can you best place yourself to do that?
Like the Sagrada Familia, started in 19 March 1882; 138 years ago we are constant work in progress. It all comes down to acknowledging that you can always do better in at least one, if not more, zones of experience that encompass Enterprise Sales:
1. How can you do better at prospecting?
Take a moment to consider where you can make improvements in your process.
2. How can you do better in social selling?
Stuck for ideas? The world’s best Social Selling Coach Dan Swift head over to his site www.empireselling.com.
3. How can you do better in pre-qualification?
Use the tools that are available to you now. MEDDICC, for example, is a standout methodology tool that is very much focused on accessing and understanding your customers’ pain points and provides a line of sight if this is a real opportunity or one that should be sunsetted.
4. How can you do better in relationship management?
At a very basic level, your best relationships are built on trust, like and respect. So, consider how you can go about consciously getting better at building your relationships. Check out this article I wrote recently for a few pointers: https://www.linkedin.com/pulse/why-trust-crucial-times-change-adrian-evans
5. How can you do better in creating an effective close plan?
Closing the sale might be complex but how could you get better at it? Starting small with any changes is better than not starting at all.
6. How can you do better in negotiation?
We could all get better at negotiation. Mark McCormack, the founder of IMG and author of ‘What they don't teach you at Harvard Business School’ said of negotiation:
● Think big
● Question everything
So, take time to consider when is the ideal time to actually close a renewal? Does it have to be the end of the contract? Or perhaps might a time when everybody's actually very happy be better?
When opportunities are scarce, we have to take advantage of those opportunities and we have to get better.
Embrace getting better because better never stops.
We have to be open to getting better. We have to have self-awareness to know where we can improve. And, ideally, we need exposure to people who guide us through that process, whether that's mentors, career coaches or sales coaches.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback.
If you want to take your career seriously, please contact me [email protected]
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By Adrian EvansI recently explored why it’s crucially important to take advantage of even limited opportunities.
But…
How can you best place yourself to do that?
Like the Sagrada Familia, started in 19 March 1882; 138 years ago we are constant work in progress. It all comes down to acknowledging that you can always do better in at least one, if not more, zones of experience that encompass Enterprise Sales:
1. How can you do better at prospecting?
Take a moment to consider where you can make improvements in your process.
2. How can you do better in social selling?
Stuck for ideas? The world’s best Social Selling Coach Dan Swift head over to his site www.empireselling.com.
3. How can you do better in pre-qualification?
Use the tools that are available to you now. MEDDICC, for example, is a standout methodology tool that is very much focused on accessing and understanding your customers’ pain points and provides a line of sight if this is a real opportunity or one that should be sunsetted.
4. How can you do better in relationship management?
At a very basic level, your best relationships are built on trust, like and respect. So, consider how you can go about consciously getting better at building your relationships. Check out this article I wrote recently for a few pointers: https://www.linkedin.com/pulse/why-trust-crucial-times-change-adrian-evans
5. How can you do better in creating an effective close plan?
Closing the sale might be complex but how could you get better at it? Starting small with any changes is better than not starting at all.
6. How can you do better in negotiation?
We could all get better at negotiation. Mark McCormack, the founder of IMG and author of ‘What they don't teach you at Harvard Business School’ said of negotiation:
● Think big
● Question everything
So, take time to consider when is the ideal time to actually close a renewal? Does it have to be the end of the contract? Or perhaps might a time when everybody's actually very happy be better?
When opportunities are scarce, we have to take advantage of those opportunities and we have to get better.
Embrace getting better because better never stops.
We have to be open to getting better. We have to have self-awareness to know where we can improve. And, ideally, we need exposure to people who guide us through that process, whether that's mentors, career coaches or sales coaches.
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times. I’d love for you to head over to the website and let me know your feedback.
If you want to take your career seriously, please contact me [email protected]