Flip the Script’s Post

The five biggest mistake we make in discovery Most sellers make at least three of these 99% of the time! 1. Stopping at surface issues - we hear a problem we can solve and jump to solution mode - No attempt to dig deeper - No effort to get metrics - No search for the wider business implications 2. Assuming they care about solving this issue - we see the problem we can solve and it is so obvious to us - We never stop to consider that this isn’t a burning issue for them right now - That they may have other priorities that are more pressing. 3. Not multi threading early enough - we assume that we are speaking to power. - We mistake the owner of the problem for the centre of power - We under estimate how complex our clients business is and how difficult their decision making process is to navigate. - We forget that buyers take a bigger risk than seller when they advocate for a product or service. 4. Assuming discover is a meeting - 30 minute call is not discovery “done” - Discovery is a process - It takes time and effort - We need to test and retest your understanding - We need to collect multiple view points to “triangulate the truth” 5. Not agreeing next steps concretely - I’m not just talking about having the next meeting booked. - Who is going to do what, by when? - Does the client have actions? - Are they easy to complete and a good sign of an engaged prospect? —————— ♻️ repost if you found this valuable 🔔 hit the bell to get updates when I post What have I missed? Follow Gavin Kowalski for more posts like this P.S. if you want my discovery questions cheat sheet - type Disco in the comments and I’ll send it over

Brilliant post! Hey let’s touch base and debrief 😆 Some great advice below on how to follow-up the right way! I really want to watch Breaking Bad again 👀

I was definitely guilty of this during my early days in sales! 😆 Today, I understand that avoiding this is simple. If you’re unsure about when/how you should be “following up”, you either: 1. Didn’t build enough trust for them to want to include you on THEIR journey towards making a decision 2. Didn’t provide them with an action step that was appropriate for where THEY were in their journey towards making a purchasing decision 3. You’re “following up” based on your timeline (quota, bonus etc) and have forgotten about THEIR timeline Meet your people where they’re at, and HELP THEM make a decision.

Gabe Lullo 😎, this is absolutely spot on! I also agree with your follow-up statement that rather than doing this... do the hard work, get to know your prospects, have solid reasons for following up, remind them of who you are and why you reached out in the first place. 👉 Sales is hard 💥 Being a prospect isn't a walk in the park either. Imagine getting hundreds of calls, emails, social media requests and notes every single week... 🔔 Now imagine that most of them don't add value to your day. #doitbetter #sellbetter #dosalesbetter

Our buyer’s calendars are sacred (mine is no exception), so this sent me into a rage…… As sellers, it is our duty and responsibility to ensure we do not break credibility and trust with our buyers. Because that bad behavior spreads like wildfire. Once you break that sacred trust - game over. A meeting request came in this morning. Scrambling to try to figure out what call/email I missed as I got a calendar invite from someone I’m not connected to, have never talked to nor know nothing about. This individual has 14k connections on LinkedIn. Sellers - do the work - there is no easy button. Automating putting your webinar on someone’s calendar they never agreed to so you can sell is ick. And taking a cue from 🏄♂️ Scott Leese yesterday - we have to call out this bad sales behavior. ArgoMetrix - please help us understand the thought process here. Am I the only one who believes calendars are sacred?

4 ways to build buyer confidence and close more deals. ("Know, like, and trust" doesn't count). Today, buyers are overwhelmed and need more than a friendly face—they need confidence. Here’s 4 ways to build that confidence: 1. Clarity on the need – Help prospects understand their true problem, even if they need redirection. 2. Navigate options – Narrow their choices to avoid overwhelm. 3. Reduce risk – Lower the stakes to make decision-making easier. 4. Foster ownership – Guide them to make decisions on their own, without pressure. Be more than liked—be the advisor who leads buyers to the right solution. What's Your take? 👇 -- PS: want to sell like a trusted advisor? It's not easy, but this course gets you there: https://lnkd.in/eJzhNkj5

The main reason buyers ghost sales reps is *drumroll* 🥁🥁🥁 They don’t want to tell them “no” That tends to come from three main places: 1. They dont want to feel the guilt of letting the sales rep down 2. They worry the sales rep is going to try to change their mind 3. They’re busy and getting back to a sales rep isn’t considered a priority So what do we do as sellers to avoid this? We make it clear that it’s OK for the prospect to say “no” from the get go while inviting tough conversations whenever we sense hesitation It can be uncomfortable but I’d rather recieve the truth than the silent treatment So when the vibe is off, you get pushback on next steps, or someone just seems disinterested Encourage transparency by saying: “I promise I won’t try to change your mind if it’s the case but… It seems like this isn’t a huge priority for you” This isn’t fool proof and people can still end up going dark on you… …So myself, Michael Manzi, and Maria Alice Gomes are jumping on the Sell Better show today at 12pm ET to talk all about ghosting We will share more ways to avoid getting ghosted and some tactical plays you can use if you are being ghosted - Be there. https://lnkd.in/eis--pYe

This is exactly what it's like following up with a C-level exec if you haven't had proper training.

New ways to respond to an age-old client concern. Question How much experience have you had doing XYZ for my situation? Common Pitfalls • Using words like “extremely,” “highly,” “truly.” • Inadvertently inflating your experience, without speaking to your limitations. • Taking too much “air time” to answer. Trust-Based Response: “Let me try to answer specifically. XYZ is 28% of our business, so we have experience with that. We’ve worked with your company once before, so our experience with you is limited. We have helped clients with situations that might be similar to yours. Since every situation is unique, it would be helpful to talk more about your specifics. But first, does that help answer your question? #sales #toughquestions #clientconcerns

The power of "because". I was feeling a little under the weather last night and found myself rewatching old episodes of QI. Because that's the kind of thing I do of an evening. 😅 In one they talked about psychologist Ellen Langer's 1978 study in to the power of the word "because". She asked participants to try to skip a busy office photocpier queue. 1️⃣ Firstly, by simply asking if they could cut in. 60% successful. 2️⃣ Secondly by adding a logical "because" statement like "because I'm running late for a meeting". 94% successful. 3️⃣ Thirdly, by adding a generic "because" statement like "because I need to make some copies". 93% successful. The result...simply saying "because" works whether what follows is logical or not. Got me wondering if anyone had tested this from a sales perspective. 🔹Does it help sellers get passed gatekeepers? 🔹Does it help sellers close out meetings? 🔹Does it help sellers overcome objections? Intrigued to know if anyone's looking in to this before. Seems such a simple strategy. #Sales #SalesEnablement #RevenueEnablement #SalesPsychology #Because