Episode 82: Are You Playing To WIN?

Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy. 

In this new lively episode, Dan takes us through this approach. Are you back on autopilot? Or are you ahead of last year by a lot?

Old School:

positive mindset/foundation

determination

confidence 

hustle

follow up

building rapport/connection

ask for the business

New School:

deep subject matter expertise

detailed research available now to us in digital economy

curiosity

being able to ask thoughtful questions

empathize 

tell a story

follow a process- what is the approval process, who has the budget, how do you get a champion to promote you in the org and how to come right out and ask that individual if he or she will support you

leverage the right folks in your organization and prepare them properly

sell the value /focused on the prospects challenges or initiatives or opportunities

show them the money/ROI

Do IT!!!!  💰