Listen "How to leverage leading indicators in our deals, solo episode with Karen Kelly"
Episode Synopsis
How many times are we looking through the rear view mirror? could have, world have, should have, too little too late.What can we do throughout the buyer’s journey to create a predictable, repeatable and enjoyable experience for both parties?I have been on both sides of the fence. I am aware of realizing what I did wrong after the fact, licking my wounds and making sure to never repeat, although it is a hard lesson to learn in the moment. I also am well aware of looking at leading indicators, predictors of which way the deal is moving in the moment. What am I doing to contribute to the deal positively or negatively. When we are aware of these we know what levers to pull, or commitments to gain. There are many ways to analyze leading indicators, Here are 3 to start with:Reflection Are you checking in with yourself? being honest as to what is truly taking place, vs what you would like to take place, Confirmation bias is real.Sometimes inactivity is buried under FEAR, where insecurity is underlying for many reasons. When we pause, connect, and look inward we may see that we are stalling the deal, we are at the ones adding friction. We will never see these signals without a heightened self awareness. When we quiet our minds, check in and look inward we are able to receive the message through reflection. This takes letting go of ego and practice. FeedbackBeyond reflection are we able to solicit feedback from a mentor, boss, colleague, coach etc?Get their take on our approach. A second set of eyes, roll play, map out what played out, look at things from the other persons perspective. Get an impartial set of eyes to see what gaps exist from their standpoint. Often we are tunnel visioned and only see things from our lensSales ProcessThis is a critical one, first off do you have a sales process? A road map to create alignment in messaging, commitments and meeting our buyer’s where they are. For the most part the stages won’t change, it is the commitments required within each stage, the activities, questions required that allow us to advance to the next phase.These are objective, you either achieved them or you didn’t.During the sales interactions are you gaining the right commitments? getting green lights? Are you taking note of when you are getting them quicker or slower then normal, why? This is valuable data to put back in your process and modifyWe can’t wait for lagging indicators to come in and tell us something we could have prevented during the process.Let’s get in front of them, through Reflection, Feedback and gaining the required commitments with a sales process aligned with our buyers’ journey.For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy
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