Скачать или смотреть Prepare For The Call | Aspireship Live! with Skip Miller | SaaS Sales Trainings

Be intentional and directional.

This clip was an excerpt from, "Ask Skip Miller Anything" --a 60 minute Q&A webinar with Skip Miller. You can watch the full video in our content library when you sign up for an Aspireship.com account. Learn more at https://www.aspireship.com


VIDEO TRANSCRIPT:
The one thing from my early selling days: is prepare for the call - making sure I knew, that I know what I want at the end of the call, before we start the call.

So if I've got a call at 10:00 with the VP I should be thinking: "If this call goes well, what do I want as the next step?" Rather than: just be there, present, and go "What did you think," which is typically what we do so.

If I had to do over again, I'd always try to be that one step ahead and go, "okay, I've got a call tomorrow at 2:00 with these people. If the call goes well, here are my options and what I want. If that's what I want. Should I change what I say in the presentation?" And most of the time it is true.

So instead of just, "I've got my slides, I've got my list of stuff, I know what I'm going to do..." When it's done, what is your next step? "Well I haven't thought of that yet!"

Then you're not intentional or directional. Always think with the end in mind, and in our terminology, that summarized bridge-pull. But always think of what you want as next steps, for both the above the line, C-suite buyer, as well as the below-the-line user buyer. What are the next steps you really want? And I think that kind of keeps you humble, and kind of keeps you proactive as well.