Sales Mastery Get a YES or a NO But Never a Maybe

>> YOUR LINK HERE: ___ http://youtube.com/watch?v=QLnhFuGQzF0

Free training: Make 500K-1M/year in tech sales https://untapyoursalespotential.com/t... • 0:00 - Intro • 0:16 - My definition of winning in sales • 1:09 - Law of Diminishing Intent • 2:58 - Getting Commitment from your customer • 6:01 - Detach from the customer • 7:16 - Break Up Script • Here is my definition of winning in sales: it's getting a yes or a no, but never a maybe. • You don’t want to work with prospects or clients who aren’t willing to commit, one way or another. • They don't need to commit to signing an order right now. • But they absolutely need to commit to taking the next steps. • If they won’t commit to next steps, then they aren’t serious and are just stringing you along. • In sales, momentum is everything. • There's a law in sales called the “Law of diminishing intent”. • It states that as time passes, intention to take action diminishes. • So your job in sales is to keep the momentum flowing. • Now, how exactly do you do that? • It’s simple, although not always easy. • YOU HAVE TO LOCK DOWN NEXT STEPS! • It's your job to go into every meeting with a plan of what comes next. • And before your meeting ends, position next steps and lock them in on both your calendars. • So if you're in the early stages of a sales cycle, the next step might be doing a deeper discovery. • If you've completed discovery, your next step might be a custom demo. • If you’ve given a proposal, the next step might be to help them with a business case. • You get the point. • The most important thing is to always keep the deal moving forward. • The minute the deal stalls is the minute you're in trouble. • And when that happens (which it will), the key is to connect with your customer quickly and find out exactly what’s going on. • Keeping momentum is hard, but essential for deals to close, especially larger sized deals which require multi-threading and many layers of approval. • So how exactly can you keep momentum in your deals? • By creating urgency on both sides of the table. • Not false urgency (aka this discount is going away next month), but REAL URGENCY, typically tied to a compelling event, resource constraints, and a customers highest priorities. • In today’s training video, I share several strategies to create more urgency in your deals and keep momentum. • • Book a Coaching Strategy Call here: https://calendly.com/tanveermostafa/3... • Subscribe to my Newsletter: https://untapyoursalespotential.com/n... • Connect With Ian • Mastermind: https://www.untapyoursalespotential.com/ • LinkedIn: / iankoniak • Instagram: / iankoniaksalescoaching • TikTok: / ian_koniak • YouTube: / @iankoniak • Website: https://iankoniak.com/

#############################

New on site