What the Sales tactic you learned early on that you still do today?

When I was 16 I got my first sales job at Best Buy. I learned the CARE method: Contact, Ask Questions, Recommend, and Encourage. Twenty years later, I literally follow the same process but now I close $MM SaaS deals and package Pro Services like that Extended Warranty!

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CoorsKing

WR Officer

Retired King of the Coors Knights

Mine is simple, but honestly not that many people at my company do it for some reason.

Prompt follow ups in writing. After every meeting I follow up with a brief summary of what was discussed (obviously tweaked to make it sound better for my product), and then what the next step is + the specific action item for that next step. I have found it is significantly easier to keep prospects engaged at early stages in the cycle when I essentially send them a summary of their own pain and the next step all in one email, that way if they go dark I can reply in a thread and they immediately have context. I try to send this within an hour of the meeting concluding

example:
"hi <name>,

Thanks for speaking with us today. Here is a summary of what we discussed:
- pain point a and business impact
- pain point b and business impact
- pain point c and business impact

For next steps, as we agreed on the call, here are some times that work for a deeper technical review to further flush out your requirements and begin to map out how we can work together to achieve <desired end state x,y,z>.

CuriousFox

WR Officer

🦊

This works. I don't understand why reps don't follow up.

LordBusiness

Politicker

Chief Revenue Officer

What’s the why behind the want. Almost every prospect is willing and ready to give you their wants, but the why is hidden away -if you unlock it, you are going to win significantly more than your going to lose.

woof

WR Officer

Account Executive

One thing I've found to be a particularly helpful tactic is to reply to their emails right away. Even if I'm on a call I do a quick response to tell them I'll get back to them before the end of the day, makes them feel heard and they can be at ease knowing I'm "on it"

I've been told that's one of the reasons they ended up doing business with me over competitors

lady_sales_savage

Good Citizen

Senior Account Manager

Establishing personal value from the beginning. What does a “win” look like for the prospect/client and how can I/my solution help make them look good to the company/leadership. If I can tap into that, we closin it.

hurtscuzimold

Opinionated

Dude abiding

Proper sign offs on emails and texts

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AZ_Seller

What the Sales tactic you learned early on that you still do today?

6 comments

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