RVP of Sales @ Bullhorn | I talk about creating systems for sellers to scale your impact, not your hours
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Joined August 2010
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I’ve been in sales for 16 years...
Here are 5 things I didn’t understand when I started:
The most dangerous lies in sales:
“I'll make it up to them”
“Next time will be different”
5 early warning signs (and proven fixes) so you never have to choose between deals and memories.
Get them here: the-systematic-sales-leader.…
Here are the 3 most common ways sellers approach demos:
𝗖𝗮𝗻 𝗶𝘁 - provide “canned” demos for each buyer
𝗪𝗶𝗻𝗴 𝗶𝘁 - “They’ve done the demo 100 times”
𝗗𝗲𝗹𝗲𝗴𝗮𝘁𝗲 𝗶𝘁 - Let the SC own the demo
It's also the reason why most demos suck.
Here are 5 ways to suck less:
𝗟𝗲𝘃𝗲𝗹 𝗙𝗼𝘂𝗿: 𝗔𝗰𝘁𝗶𝘃𝗲 𝗘𝘃𝗮𝗹𝘂𝗮𝘁𝗶𝗼𝗻
→ Business issues are defined
→ Requirements are documented
→ An evaluation team is in place
𝘞𝘩𝘢𝘵 𝘵𝘰 𝘥𝘰 𝘸𝘪𝘵𝘩 𝘣𝘶𝘺𝘦𝘳𝘴 𝘢𝘵 𝘵𝘩𝘪𝘴 𝘭𝘦𝘷𝘦𝘭?
→ Begin a formal evaluation
4. The Stereotype
Oh, you’re in sales?
The first thought:
- pushy
- insincere
- self-serving
Building trust based on that? Not easy.
Defy the stereotype. Play the long game.
Soon enough - the thought of you will be:
- integrity
- authenticity
- transparency