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🔥Preview of sales only podcast i'll be doing w/ @jposhaughnessy
Moments that improved "me"

1. Asking a client who regularly referred me biz "why" He was an accountant, said he measures time in 15min blocks, knew i would "get it done"

Different professions respond differently
2. I once overheard at a small party, a client/top decision maker, explaining to their peer from another company what my company "does". The way they communicated it was simpler, quicker, more elegant and i saw the trust between them
3. Turning process into an assembly line, and stations that have to be accomplished.
Optimizes time, improves communication and expectations on both sides of a sale. And if they fail on their side (slow response, etc), you can alert them to it and you can also observe if you fail
4. An either explicit or implicit understanding from moment 1 that you will be expending discretionary effort to make perfect sale, onboarding, etc., and this takes away from your time prospecting.
So ur setting expectations from "station 1" = theyll be thinking "who to refer"
Lastly its good to intitiate with the prospect telling you what value they are trying to obtain. Ultimately its the same sale/close/assembly line, but it conditions them from "station 1" to work expediently towards the last station, where they get off (and give you refferals)
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