90% of you won't do these things because on the surface these look easy, but these actually require discipline and work.

⏰ 1 — Show up early

Of the three things, this is the easiest.

The time you set for the discovery, demo, account planning calls is the time the client should be there.

The time you should be there is earlier than the client.

👂 2 — Respect (empathy) for what you do and don't know

Of the three things, this is the hardest for a variety of reasons but the top one is that it takes a lot of discipline to shut-up your mouth and mind when someone is talking.

You have got to listen to what the customer says and ask questions based on that answer, not the preconceived notion you had in your head prior to them speaking.

One of the things I do for my SDR and sales teams is to organize off-the-record calls with decision-makers in various industries so they can better understand the subtleties of each industry before they get on sales calls.

📆 3 - Followup

Of the three things, this is the easiest to "drop the ball" on because the challenge is no longer there.

Once you know the business objective of your client, the sales professional's job is simply to be a facilitator of relationships.

💸 LFG!

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Visual Process