BRX Pro Tip: 3 Sales Tips from Jill Konrath
Stone Payton : And we are back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, we have a chance to have conversations with a lot of thought leaders and quite a few of them from the sales arena, one of whom is Jill Konrath, and you’ve kind of rediscovered some key sales tips from her, haven’t you?
Lee Kantor: Yeah. Jill is the author of Snap Selling, and she’s written a whole bunch of other sales books, but her specialty is selling into large organizations or enterprise-level or enterprise-size organizations.
Lee Kantor: And here’s a couple of her top tips. Number one, tenaciously focus on high-value activities that drive revenue and aggressively eliminate activities that waste time or distract you. That’s super important that you’re prioritizing, connecting with prospects, strategizing on ways to better serve clients over less impactful activities. A lot of salespeople can get distracted with things that really aren’t revenue-generating activities or high-value activities. They’re just, you know, some of the work in and around the work. So focus in on the things that move the needle the most and that will pay off over time.
Lee Kantor: Another tip is to develop an agile – she calls it an agile selling mindset. You just can’t have a solution that you’re force-fitting into every situation. You have to adapt to changing buyer behaviors, and you have to be open to adjusting when things stop working. Just because a tactic worked in the past doesn’t mean it’s going to continue working forever. So you have to keep learning and be nimble. That’s important as you grow as a salesperson.
Lee Kantor: And again, it’s not force-fitting your solution into every situation. You have to be listening and you have to be kind of open to what the prospect is telling you, and you may not be the right fit anymore. You have to accept that. And that’s part of being a good salesperson, is just solve their problem, whether it’s with your service or not.
Lee Kantor: And then finally, make sure that your value proposition demonstrates the business impact and ROI of your solution for your prospects. Focus on adding value and solving problems in ways that can be clearly seen and felt by your prospects, and you will sell more in less time.
