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It Is Time To Fight For The Inches

It has been a challenging eight months for all of us in business. What doesn't break us makes us stronger, right?

In Al Pacino’s great halftime speech featured in the movie "Any Given Sunday," he talks about “life is a game of inches. And so is football.” Fighting, clawing, and scrapping for each inch on each play makes the difference in winning or losing. It was the same for me in wrestling.

But this is not about football or wrestling. It is about understanding the concept that sales is also a game of inches. The great salespeople are willing to scrap and scrape for each inch with every opportunity.

The world of sales has changed more in the last eight months than it has in the past 20 years.

Have you kept up with the pace of change? As a leader? As a salesperson?

Can you identify where those inches are, and are you willing to fight for those inches? It might just be easier to hide behind Covid-19.

Here is a partial list of “inches” you need to be willing to fight for in sales once you have that precious client meeting:

Your LinkedIn profile is up to date with a professional picture, company background, descriptors, etc.

You have looked up your client/prospects on LinkedIn and other social media and understand their background, where they went to school, what groups they’ve joined, family, etc.

You have researched common connections and reached out to your connection to help "grease the skids" for you.

Send the client/prospect a confirming email the day before (in the morning) which includes:

  1. A proposed agenda for the meeting

  2. Any virtual meeting links to download prior to the meeting (Zoom, WebEx, etc.)

  3. A quick statement “You look forward to connecting on video tomorrow”

You have developed your Client Meeting Plan which includes:

  1. Background information on your prospect and their company

  2. Primary and secondary objective

  3. Agenda

  4. Opening statement

  5. A pre-planned list of effective questions (SIGN)

  6. Ensure you operate in the client’s Operating Reality

  7. An anticipated list of customer questions/objections and how you will handle

  8. Clearly defined roles for each of your associates involved in the meeting

Assuming your meeting is virtual, you will need to reference your Virtual Checklist*:

  1. Download presentation deck to your computer desktop if on a shared drive

  2. Make sure deck elements are working (i.e., video links, animations)

  3. Review deck and complete the following:

  • Determine timing to ensure you do not go over the allotted time