Hi Friends, Here is your end-of-the-week insight into what I see going on in the business world,...
Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share
What I’m Hearing From Sales Leaders/Professionals
It is definitely harder to break through the noise. Thus, every opportunity becomes even more important and precious. When salespeople are worried about losing deals, however, it can lead to counterproductive behaviors.
In many of the calls I have listened to in the past 30 days, salespeople are holding back from asking important questions (DRIVE layers 2 and beyond). When I ask them why they are not asking the questions that matter, they say they don’t want to lose a deal for being “too pushy.”
I remind them that the important information is the important information—that has not changed. That at some point, they will have to get it. Otherwise, it is unlikely that they will be able to win the deal. Further, the earlier they get the information, the more likely it is that they can overcome objections, anticipate risks, or disqualify.
One of the sales professionals that I coached on this a few weeks ago reported back to me last week. He told me that by asking what is to him the key question—“What problem can I solve, on this call, using our tech, that will make the investment worth it?”—he has been able to shrink his sales cycle by 60% (fast disqualification AND focused win planning) and increase his win rate by 30%.
His worry had been that he would not be able to solve their problem. The reality was, if he could not solve a problem that mattered to them, they were not good fits.
What are the questions that matter to you? Are you avoiding them or asking them up front in your conversations?
What Made Me Laugh
This meme just about sums up interactions with my wife.
This Week’s 40/20
For every 40 hours of work, I believe you should spend 20 (additional) hours mastering your craft. This is how I spent some of my 20 hours this week.
Will Smith has been on a press tour for his soon-to-be Oscar-nominated film, Bad Boys IV. In one of the interviews, he talks about what it takes to be great. Here is the four-minute clip. It is 100% worth a listen and a share. The big takeaway: Most people underestimate the level of effort and commitment it takes to go from good to great.
Potpourri for 800
Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.
Is anyone watching “Clipped” on Hulu? It is the story of the downfall of Donald Sterling (played by Ed O’Neil (Al Bundy)), former owner of the Los Angeles Clippers. I am not sure how factual it is, but it is entertaining.
The latest episode takes you inside the locker room when the tapes were leaked. The show does a very good job of portraying what the players were going through during the season. If you are looking for something to watch during the summer, I recommend giving this show a chance.
Quote for My Son
Every day, I leave my son a note with a quote. This was my favorite from this past week:
"Never regret a day in your life; good days give happiness, bad days give experiences, worst days give lessons, and best days give memories." – Richard Feynman
You can get weekly helpful information for sales professionals by following my company’s Maestro Mastery blog here.
Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,
