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Actionable plays for Salespeople. Delivered daily… ish

paul quiring 9/5/24 paul quiring 9/5/24


SEP 5, 2024

Do not say "list pricing"...

Do not say "list pricing". Or "typical price" or "standard price" or anything
along those lines. Instead, when introducing pricing, say "approved price".
According to Gong.io, saying one of the no-no's above will result in your sales
cycle taking 19% longer than average. "Approved price" suggests the price is set
and it's been established by a higher authority, which results in an
understanding that pricing will not easily change and ultimately a reluctance to
negotiate. Change that one word and you’ll see benefits immediately.

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paul quiring 9/4/24 paul quiring 9/4/24


SEP 4, 2024

When facing an objection, slow down...

When facing an objection, slow down. In fact, pause. Gather your thoughts, and
speak calmly and with authority. You will gain trust simply by the manner in
which you handle the objection, far more than the substance of your answer.

Most salespeople speed up, and often interrupt, during an objection. They get
wound up and burst. This response does the opposite from above and erodes any
trust you have. Remember, slow down, gather your thoughts, speak calmly. This
will bear fruit right away.

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paul quiring 9/3/24 paul quiring 9/3/24


SEP 3, 2024

When closing a...

When closing a call or meeting of any kind (see tip here), immediately send a
calendar invite for whatever the next meeting is. Always. This cannot be
overstated. The calendar invite cements the meeting and is like a contract.
Numerous studies demonstrate a show rate improvement of ~55% when there is a
calendar invite, as opposed to simply a verbal or email commitment.

Read More
paul quiring 9/1/24 paul quiring 9/1/24


SEP 1, 2024

Sunday evening is a...

Sunday evening is a great time to reach out to anyone you have a scheduled
meeting with during the coming week, and ask them if there is anything in
particular they want to cover and/or if they have any questions. For example,

John,

Looking ahead to our meeting this week, I want to make the most of our time. Is
there anything you want to make sure we cover and/or do you have any questions
you want to ensure get answered?

Looking forward to connecting,

Paul

Read More
paul quiring 8/31/24 paul quiring 8/31/24


AUG 31, 2024

Saturday is the perfect...

Saturday is the perfect time strengthen your relationship with any
prospect/client through a casual, low key message. This could be reigniting a
conversation that's gone dormant, a quick note to someone near the finish line,
or anything in between.

Use this play from a few weeks ago, but focus on a weekend/friend vibe rather
than weekday/work. Your prospect is in weekend mode too, even though everyone is
still checking their email, and will appreciate the friendly tone. Think of it
as Casual Friday, but for work.

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paul quiring 8/30/24 paul quiring 8/30/24


AUG 30, 2024

Along with presenting an...

Along with presenting an agenda (tip here) at the beginning of your meeting,
explain your desired outcome. Example: "By the end of this call, I'd like you to
be able to say you're interested and we plan next steps, or I'd like you to tell
me you are not interested and we avoid wasting time. Does this sound okay to
you? And is there anything you'd like to add?"

Data shows that simply verbalizing your desired outcome increases the likelihood
of it happening by over 40%. Buyers appreciate the transparency of this motion,
especially in a world where everyone's BS meter is on heightened awareness at
all times.

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paul quiring 8/29/24 paul quiring 8/29/24


AUG 29, 2024

Before your first meeting with...

Before your first meeting with a prospect, send a copy of your pitch deck. This
can seem unnerving, but it's almost all upside. When you get on the call, you
can ask "Did any questions pop in your head as you looked over the deck?" or
"Did anything jump out to you?".  A lot of the time, they won't review it, and
that's okay. You can simply start as you normally would. But when they have,
their questions will power an A+ conversation as opposed to the average back and
forth. This engagement massively increases the likelihood of your desired
outcome.

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paul quiring 8/28/24 paul quiring 8/28/24


AUG 28, 2024

When your prospect asks...

When your prospect asks (typically via email) for more information, collateral,
or has a question, get them what they need immediately. Assume they are asking
your competitors the same thing. Being first gives you a huge leg up. There are
countless studies showing the vendor who is first in any step or motion of a
sales process wins the business a disproportionate amount of the time. Being
first matters. And this is one of few areas you have full control over.

If you cannot get back to them within minutes, make sure to run this play from
Aug 3.

Read More
paul quiring 8/27/24 paul quiring 8/27/24


AUG 27, 2024

If you're struggling to...

If you’re struggling to get a hold of a prospect or client, call them but do not
leave a voicemail. Immediately call a second time. This second call is far more
likely to be answered as it creates a sense of importance and urgency for the
recipient. When they answer, if they ask, you can say you forgot to leave a
voicemail on the first call.

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paul quiring 8/26/24 paul quiring 8/26/24


AUG 26, 2024

Disarm an argumentative...

Disarm an argumentative prospect with this.. "Susan, you seem to be at odds with
everything I'm saying. Why are we on this call?" 

We've all been here - you're meeting with a prospect and they are challenging
everything you say. It seem as if you could say the sky is blue and they'll
disagree. This simple disarming interjection can flip the whole meeting, as it
typically gets the prospect to back off, open up, and change the tone so you can
have a real conversation in the right direction.

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paul quiring 8/25/24 paul quiring 8/25/24


AUG 25, 2024

Sunday night is a good...

Sunday night is a good time to reach out to every scheduled meeting on your
calendar for the week and get confirmation. A simple message works well.
Example...

Hi Jane,

Planning ahead for the week, I want to confirm our meeting for Tuesday at 2:30
ET. Looking forward to connecting.

Paul

Read More
paul quiring 8/24/24 paul quiring 8/24/24


AUG 24, 2024

The weekend is a great time to...

The weekend is a great time to revive or put to bed old opportunities who have
gone dormant. You are 77% more likely to get a reply to an email on the weekend
than during the hustle of the week because your email with stand out, especially
with someone who has been putting you off. Here’s a good template you can use,
full disclosure I lifted this directly from CorporateBro (95% of being good at
sales is taking the best parts of good sellers and incorporating them into your
own game)… This one works

Subject: not the right time? **all lowercase**

Prospect,

I haven't heard back in a while so I'm getting the sense there's been
a shift in priorities and discussing [your product] is now lower on the list.

I'd consider it a personal favor if you could let me know either way, and I can
stop filling up your inbox which I'm sure you can appreciate.

Respectfully,

Read More
paul quiring 8/23/24 paul quiring 8/23/24


AUG 23, 2024

Have and present an...

Have and present an agenda at the beginning of a scheduled call. This takes all
of 30 seconds, but it establishes credibility, professionalism, and respect for
their time right off the bat. You can also use this to ask what they want to
uncover during the call.

For example, “For this call, I’d like to understand your hiring process as it
works today, what’s not working with this process, and how Product X might help
alleviate those problems and optimize your process as a whole. Then I’ll
breakdown our pricing, and answer any questions you may have. Does this sound
okay, and is there anything else you want to make sure we cover with our time
today?”

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paul quiring 8/22/24 paul quiring 8/22/24


AUG 22, 2024

Similar to this tip a few...

Similar to this tip a few weeks back, match the tone of your prospect/client. If
they are talking fast in short sentences, match that and don't waste their time.
If they want to take their time to talk to you and ask about your weekend or
something, slow down and talk to them about it, even matching their pace of
speech. In either case, it shows respect.

 

Read More
paul quiring 8/21/24 paul quiring 8/21/24


AUG 21, 2024

Validate almost everything...

Validate almost everything your prospect says before asking your next question.
This is how a person knows you are listening to them. Too often, we ask a
question, get an answer, and ask the next question. All you have to do is take a
few seconds and acknowledge what they've said, and agree with it when it makes
sense. Ex: "good thinking on your part" or "I hear that almost everyday, it's
rough" or "We did the same thing over here".

No need to get carried away or over the top, but a quick acknowledgement
validates your counterpart on the other end, and it'll help you feel more
engaged and remember key parts of the conversation.

Read More
paul quiring 8/20/24 paul quiring 8/20/24


AUG 20, 2024

When closing a first...

When closing a first meeting, call, demo, etc., ask what the buying process
looks like. Ask the person/people on the other end if they typically sign off on
products/services like yours. If not, who does? What does that process look
like? How long does it take? These are straightforward reasonable questions your
immediate contact(s) should have no trouble or resistance answering. If they do,
that's a red flag. Often times however, they'll open up an provide insight into
the buying process you otherwise would be in the dark about. 

And a bonus pro move, when they tell you who signs off, ask for a meeting with
that person. Include your contact(s) in the process. Ex: "Can we set up a
meeting with Jane Buyer and get the 4 of us on a call, say Thursday or Friday at
2 or 3pm ET?"

Read More
paul quiring 8/19/24 paul quiring 8/19/24


AUG 19, 2024

When trying to get a...

When trying to get a few minutes on someone's calendar, ask for specific time
slots rather than a generic window. For example, ask "Are you available at 9:45
or 10:45 PT on Tuesday?" rather than "do you have 15 minutes next week?".
Studies have shown specific time slots are 84% more likely to get a response
than a generic time window.

Also, make sure to include the time zone. Use their time zone if you know it. If
not, use yours.

Read More
paul quiring 8/16/24 paul quiring 8/16/24


AUG 17, 2024

Send your prospect/client something short and...

Send your prospect/client something short and sweet on the weekend to get a call
on the books the following week. You’ll stand out rather than being one of a
hundred emails during a weekday. It can be some sort of collateral, a link to a
relevant story or post, or really anything remotely interesting.

The key here is you’re standing out and you’re likely to get the meeting because
of this. Does the content you’re sending need to be perfect? No. The more
relevant and interesting, the better, but it’s about the effort. Send something
quick and ask for a few minutes in the coming week.

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paul quiring 8/15/24 paul quiring 8/15/24


AUG 16, 2024

If you're going to be late to a...

If you’re going to be late to a call, meeting, demo, etc., send an email. I
literally put my message in the subject line with nothing in the body eg
SUBJECT: running 2 min late (eom)

It takes 5 seconds, but goes a long way. It shows you aren’t intentionally
blowing them off and you value their time. You can give details during your
meeting, but make sure to immediately give them the warning. And do it BEFORE
the meeting starts, not 2 minutes into it.

Read More
paul quiring 8/15/24 paul quiring 8/15/24


AUG 15, 2024

When providing a trial of...

When providing a trial of your product, reach out directly by phone to the
user(s). Rarely will a trial user proactively reach out, but if they answer your
call, it is very easy to engage in a conversation regarding their trial usage.
"Do you have any questions?". "Have you tried X?". "Have you tried Y?". 95% of
the time, they'll engage with one of these prompts. If they don't, they either
haven't used it or aren't serious.

I don't care how "seamless" and "intuitive" your product is. When someone is
using it for the first time, they will have a question or two. It's your job to
bring those to light and answer them. It also opens the door for you to tout all
sorts of additional benefits they likely haven't tested.

Read More
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