The Audible-Ready Sales Podcast Three Habits You Need to Be an Elite Seller
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Jan 23, 2024 Learn the three essential habits for being an elite seller: commitment to preparation, voracious qualification, and relentless accountability. Discover the power of qualification in sales and the significance of using MEDIC as a guideline. Find out how to hold yourself accountable and take ownership in sales. Master the key habits of preparedness, qualification, and accountability for success in sales.
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Commit To Preparation
- Prepare every meeting by attaching your solution to the customer's biggest business issue before you speak with them.
- Draft discovery questions and position differentiators to trap competition around your strengths.
Preparedness Versus Stress Story
- John recounts reading a passage that reframes stress and pressure using preparedness as the difference.
- That idea shaped his career and how he approaches sales meetings every day.
Be A Voracious Qualifier
- Qualify voraciously by asking repeated why questions until you understand the true business impact.
- Use MEDDIC as an x-ray to find broken bones, then act to heal them rather than checking boxes.