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. If this was forwarded to you and you found value, subscribe here for a weekly edition!
What I’m Hearing From Sales Leaders/Professionals
Multiple times this week I had prospects ask me how I remembered important personal events in their lives, e.g., 50th wedding anniversary of their parents, opening night of their kids play, daughter playing her old team in a tournament, etc.
Here is the thing, I didn’t remember all of them.
What I did do was write them down when they mentioned these events and then at the end of the day wrote a delayed send text or email. Why? Well, a few reasons:
- The number one rule is that we are selling to other humans, so treat prospects like humans.
- People talk about things that matter, so why not check in on those things?
- And here is the sales reason: it’s a great way to stay engaged that is outside the context of the deal you are working.
For those who have trained with me, you know that I am big on writing things down during prospect calls. Here’s what I’m looking for on those calls:
- What people talk about,
- How they talk about it (words they use to describe something, pace, etc.), and
- When they talk about it.
This last point is something I have learned in the last few years. If I ask a question about a problem and get an answer but then get additional, DEEPER, context later in the call, then this is a microconversion of trust for me. It can also be an indicator that the conversation has caused them to explore the problem deeper—another microconversion.
This year, I have been exploring communication in more depth, and I am now convinced that all language is intentional, whether or not the speaker is aware of the intention when they utter the words.
If you want to explore the language of your prospects deeper, feel free to reach out!
What Made Me Laugh
If there was social media in 33 AD, I imagine we would have gotten THIS TWEET. Bonus: This is a pic of my friend Chris Junior when he met me out on the Sunday after Psy performed on SNL—multiple people asked to take pictures with him!
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.
Travel tip – Spring break just ended for many. We did not go anywhere. But if we had, I might have used these folding tips!
Potpourri for 800
Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.
I am always wowed by talented individuals. Even more so when they are child vampires. That’s the term my wife uses for toddlers, like THIS ONE, that have the talent of someone 40 years older.
Quote for My Son
Every day, I leave my son a note with a quote. This was my favorite from this past week:
“It takes considerably more energy to change an impression than to make one.”
- Sahil Bloom
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,
