The Advanced Selling Podcast #751: Avoid Deal-Ending Surprises By Preempting Them
11 snips
Jun 5, 2023 The hosts explore the tricky world of sales surprises and share a real-life client scenario that took a surprising turn. Key discussions include the power of preemption to mitigate unexpected challenges in negotiations. They emphasize the significance of resilience and adopting a detached perspective to better navigate setbacks. The conversation also touches on the delicate balance between optimism and realism in sales, as well as the importance of empathy and preparation in building strong client relationships.
AI Snips
Chapters
Transcript
Episode notes
Detach from Outcomes
- Detach from sales outcomes until the client's money is irrevocably in your account.
- Anything can happen before then—contracts break, people leave, companies face unforeseen issues.
Temper Optimism
- Temper your optimism in sales; don't let initial positive signs blind you.
- Over-enthusiasm can lead to missed details and weak questioning.
Respond to Lost Deals
- Respond to a lost deal by asking what you could have done differently.
- Focus on understanding their perspective rather than trying to save the deal immediately.