A key commercial skill which is often lacking among "right brained" players is PLANNING, or being ready for any partnership conversation. By failing to prepare, you are preparing to fail.
This worksheet will help you capture the facts and details + the stories so you are #prepared for powerful conversations. This preparation will boost your confidence and that of your champion. Hoping to get lucky on your next call? Forget luck and rely on preparation instead. This is being ready.
The Be Ready Worksheet is relevant throughout a customer lifecycle. Update and revisit for each interaction and meeting. Bring to review meetings with the commercial or product team.
Great leaders are terrific followers. The Hero knows this. Do you have the assertiveness it takes to convey your agenda but also willing and able to follow the other gals?
Do you have a system for keeping your marketing content emotional, rational and relevant? Do you have a method of pushing yourself and your client into the unknown? The Hero’s Journey outlines an individual mindset that helps you navigate the easiest to the toughest conversations. This is not a sales process or qualification tool. This is how to use insight. This is the Hero's Journey.
Seeing a customer's perspective and yet still offering your own is THE most important commercial skill. Practicing the Hero’s Journey is an art that you can begin today.
The best way to "sell" others is to first manage yourself. This starts with mindset and attitude. This cartoon reminds us that either the Hero or Dragon is in charge. The Hero is growth-minded. Optimistic. The Dragon is fixed. The Dragon is a victim.
You are the Hero when you are open to learning and question assumptions. You are the Hero when you are open to possibly. You are the Dragon when you focus on your outcome over the process. You are the Dragon when you let fear dictate behavior.
Don't be the Dragon. Taking on a growth mindset will improve your resilience, grit, and growth. It won't be easy. Remind yourself and others that we can only dictate our own actions and words. Be the Hero.
Finding a replacement for the classic "qualification method "BANT" (Budget-Need-Authority-Timing) or variations is a necessity for todays modern scale-up. This simple to remember and useful in every call situation tool is something we hope helps you too.
Did you know 80% of all deals in CRM's don't close? It isn't just you its everyone. You can game the system or admit we have different issues come up when people say "yes", "no", "maybe" and "we'll think about it".
Want to be able to measure an individual pipeline on a qualitative basis but also have a "shared language" as a team you can bring into every pipeline discussion? We've even included "grades" you can use to get more granular and a link to our assessment.
Do you struggle with the dreaded "price", boss", "team", "no budget", "this used to be free", "etc" objections? Well, fret no more. This psychologically based objection handling technique is like 4 wheel drive for getting unstuck and move forward.
Some prospective partners will come at their plan in different ways. You'll need to tap into this and mirror their energy but also reframe their perspective if need be and maybe even re-teach them what they should know.
Want to be able to handle aggressive or passive people and get them to take ownership of your solution? This toolkit will even let you come up with the common traps you get pulled into and practice before that next really important follow up call.
In The Netherlands, there is this great idiom called the "schaap met vijf poten", which translates "sheep with the five legs". It's used when referring to a super human or an unreasonably talented character.
It's when you see someone who has clearly mastered themselves and their craft by honing their talents and controlling their bad habits. The famous psychologist Carl Jung believed we all lack in one of 4 disciplines in our personality and that is our "dragon" to defeat.
Do you want to convert more conversations into action and correct those nagging habits that hold you back? Don't worry, your job is not only to do that for yourself but also to help the other gal!