BRX Pro Tip: Sales is Results Driven Communication
Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor, here with you. Lee, talk a little bit about the relationship between communication or the role of communication in sales from your perspective?
Lee Kantor: Yeah. I think this is a mistake that a lot of folks make. Sales to me is results-driven. It’s binary. You have to have a result. It’s a yes or a no. And silence is not a result. And I think a lot of salespeople take silence as a no. And I don’t think that that’s the truth at all.
Lee Kantor: Silence to me is a not now at worst. So I think that if there’s one thing that kills more deals than a dozen no’s, it’s when your prospect goes radio silent.
Lee Kantor: In sales, the goal isn’t an endless conversation. It’s making things happen. It’s about driving the conversation to a clear outcome and not letting indecision drag on forever.
Lee Kantor: Silence is the worst kind of maybe. And at Business RadioX, thanks to you, we don’t do maybe. That’s why Stone has kind of leaned in on, and you can talk more about it if you’d like, but we coach around having a confirm and release date built into every recommendation. And the way we do it is very proactively.
Lee Kantor: The first thing in the morning on that date of that confirmed release date, we encourage our coaches and the people we work with, our partners, to send a note to their prospect that, an elegant “sorry, it didn’t work out,” and then we move on.
Lee Kantor: We will not lose any deals this way because if they’re truly interested, you’re going to get a quick call from them asking to give you more time. So being clear and transparent up front makes this work. Push for clarity. Move with confidence. And remember, in sales, action is always better than inaction.
