Why is such a strong word.
Why gets used early in life because the 2 year old in all of us knows it has the most power.
Why also is really dangerous if used incorrectly, especially when you don't have the power or influence to use it in a business setting.
As a sales person you know that if the buyer makes the wrong decision and the switching costs are high enough, it could cost them their job.
That is where the line, "no one ever got fired for hiring IBM" comes from.
But as a sales person you also know that asking, "why aren't you picking us right now" is a lame question and its not going to get answered truthfully.
You need to up your game as we discussed last time and substitute what and how questions to get the answers you need as to when they are making a decision and why your team is going to win.
Which gets us back to the final word in our series "WHY"
Because on an internal team you can build the trust to use this word correctly which is to help you nail the body language, tone and words of your positioning statements and questions.
When you are preparing for an enterprise sales meeting there are going to be multiple people who all need to know their role.
Someone on your team will be the presenter if you are sharing new information, it can help if someone else is the conductor who sets up the call, let's the presenter speak and then is able to frame the information in the right context and ask the right question in the right way at the right moment.
AND THEN EVERYONE ON THE SALES TEAM DOES NOTHING AND SAYS NOTHING
It is now the leader on the buy side who will speak or if you don't really have the decision maker present the person who reports to the leader will answer.
The why part of our enterprise sales call mantra is so that you can win more often and save time by not working on deals when you are not going to win.
Get your roles down, practice your phrases and learn how to be quiet and watch as you spend more time on the right deals and less time on deals that have you flat on your back like Charlie Brown after Lucy pulled the football out at the last second.
Hope this helps and if you like it, please share it!
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Drew Sanders Blog
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