Need to get on the other side of the table...

Buyer Seller TableWith a heat wave blanketing southern Vermont, it's 34 degrees out by the barn this morning at 7:00. 

Like you, I'm prepping for a busy day with two critical sales events on today's calendar to actually close deals I've been working on for two months.  Just need to get to that high five twice before 5 tonight.  Totally confident...almost

  • Prep work done
  • Discovery and Validation steps done
  • Demos done-twice in both cases
  • Business Use Cases presented 

Yes, final pricing "discussions" will inevitably occur today since even in a time of rising costs and shipping delays, everyone always wants to feel that they could impact a lower price.  But the most critical thought process for me today is to constantly keep in mind that my side of the table-the seller's side-doesn't really matter to anyone other than me and is almost totally unimportant to the final decision maker on the other side of the table.  Mentally, and even physically in the way I dress, use my eyes, my speech patterns and voice volume, how I sit and even the Zoom background and lighting I use today will all have an impact on my ability to close.  

Most importantly in my personal sales process that I've now been using for a few years is for me to imagine myself sitting side-by-side with the decision maker.  No table between us.  No Zoom barrier.  Just that person and me solving a challenge, filling a need, and working more time... the building of a perfectly matched set of value propositions for that final decision maker's business objectives.  

I've found that by practicing the art and the science of "Value Selling"...the business and personal value I am delivering to that specific persona sitting beside me, my close rates have improved by 30%-40%, and the time to close (and, of course, sometimes to lose) has been cut in half.   

Key takeaway I'd like you to think about this morning with a sunny Vermont daybreak just minutes away, is that repeated success in Sales today is not about you and not about your products or your services, but your ability to be 100% totally focused on both the personal and business value that you will deliver to your decision maker.  

For more detail on Value Selling, take a look at our new edition of "Writing the Winning Sales Plan in 2022" and just connect with me at any time for any questionsConnecting is easy to do...always available for quick check-ins here and there.

Have a great day selling today...and a warm least for Saturday!

Jack Derby, Professor & Sales Coach AN ANYTIME SOUNDING BOARD IN '22 

If at any time this year, you have a need for a confidential sounding board for your 2022 business or sales planning process, just connect with me!  Text or email me, and I'll quickly set up a call.  I'm a very good listener, and we can get deep into tactics if you want. Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.

Derby Entrepreneurship Center@Tufts. 






Tags: sales coaching, Sales Optimization, sales coach, sales effectiveness, sales enablement, how to close sales, best sales practices;, sales success, how to write a sales plan, writing sales plans