The February AE exclusive bootcamp is now open!
The feedback from the Janaury cohort has been amazing.
We’ve covered perfect 1st meetings + science-based discovery techniques, dropping sales decks for discussion boards, the sales psychology every rep needs to know, and how to dodge negotiating on price entirely!
By popular demand, I brought back the “VIP” discount code. Use it for massive savings before it runs out.
Too many sellers think the words prospect, buyer and customer are synonyms and use them interchangeably. I hate when sellers call prospects or buyers “customers”. They are not a customer until the buy!
And allow me to go a little further… It’s even more ridiculous when a seller talks about losing a deal that they never had to begin with. Deals only exist when a clearly defined buyer exists, otherwise there’s nothing there to call it a “deal”.
Every elite seller I have ever known resists this kind of thinking. They live in a mindset of abundance, not one of loss. They don’t lose deals, because they are insanely picky and selective what they consider to be a deal in the first place.
So here’s the easiest definition of a buyer:
1) They must have a clearly defined problem or set of problems
2) They must have assessed some the impact of addressing that problem or problems, including time, budget, potential ROI, and the cost of inaction
3) They must have demonstrated a clear willingness to change
If you’re missing any of these 3 items, then I’m afraid to say you probably don’t have a buyer, but rather a “prospect” that is merely interested but not committed. And that’s gonna lead to a lot of wasted time and getting ghosted.
Once a prospect checks all 3 boxes, they’ve essentially answered the question:
Can I place my reputation into the hands of this sales rep and their company?
Now, and only now, do you have a real “buyer” and a real “deal” to win or lose. Mix up prospects, buyers, and customers at your own peril!
This is one of several cheat sheets and guides I share in my AE exclusive bootcamp. Enrollment is now open!
Sponsor
Today’s edition is brought to you by our first sponsor… Pipedrive!
You have to master 2 things in sales:
- Time management
- Energy management
That’s why I’m a big fan of Pipedrive. The deals view, aka the “money” tab, automatically sorts deals by stage and next step due dates with quick access to schedule a task without leaving the page. Try it free for 14 days, plus get 20% off for 1 year: Try Pipedrive & See For Yourself
Meme
How my prospects must feel getting calls from different phone numbers but every time they pickup it's me again 😬
Don't leave out "partner"! It may have already gone away, but a couple-few months ago I actually saw people using that on LinkedIn to describe prospects and customers. They aren't your partners! Stop with the f*cking euphemisms! They do not serve anyone!