Are you ready to go out there and crush the week ahead? I hope so, let’s do this together!
Last week I posted about adding a little UTC into your sales process (urgency, timelines and consequences) to help move deals forward.
Remember, adding timelines, urgency and consequences are not to ‘pressure’ people into a sale, they are there to help our clients make a decision so we can move forward or move on.
This week I wanted to talk about another 3 of my favorite letters….COI!
COI stands for ‘cost of inaction’. It applies to us and it applies our clients.
Cost of inaction is exactly what it sounds like, time goes by and no attention was given to either solve the problem or move towards a desired state.
The longer the problem persists, the more complex it becomes or the harder it is to solve.
Think about a dentist who finds a cavity with their patient. ...
It's true, a lot of people have a big aversion to getting on a call with potential clients.
You can be the best coach in the world but if you can't sell, then you can't do what you do best.
When I even mention sales to a lot of people and ask them what comes to mind they say things like:
^ Those are actually words from a live call I did where I asked that question.
So how do you sell if your gut gets an icky feeling with even mentioning sales?
Our Leveraging LinkedIn community had the honor of having Charlotte Petit Noble drop some massive value on our group about sales calls and how to feel good about them.
English is a second language for Charlotte and she says she can close sales calls with ease by adopting these 4 core beliefs:
Core Belief #1: You are the expert. You are the one that solves the problem. You are the one who can solve the pain points.