Question

How can the lessons from "New Sales. Simplified." be applied in today's business environment?

The lessons from "New Sales. Simplified." can be applied in today's business environment in several ways. Firstly, it emphasizes the importance of owning the sales process, which can be achieved by setting the agenda for in-person meetings. This allows for a more interactive and less formal dialogue with the prospect. Secondly, it suggests delivering your sales story in three minutes or less, which is crucial in today's fast-paced business environment where attention spans are short. Thirdly, it encourages asking probing questions to understand the fit and identify any specific roadblocks, which can help in tailoring your sales approach to the prospect's needs and concerns. Lastly, it highlights the importance of listening more than talking, which can help in understanding the prospect's needs and expectations better.

This question was asked on:

If you get an in-person meeting, own the agenda so that you can own the sales process as well. A couple of tactical tips include ditching the projector in favor of a pad and pen. Treating the meeting like a dialogue rather than a presentation will work in your favor. On that note, be sure to listen much more than you talk. Consider sitting on the same side of the table as the prospect to dial down the formality as well. The core parts of your agenda will be delivering your sales story in three minutes or less, asking probing questions to understand fit and identify any specific roadblocks, and doing the actual selling.

View book summary Preview